Marketing Support For An IT Service Provider On A Full Time Equivalent Basis

The Marketing Team of one of India’s leading IT service providers was overstretched due to high business volumes. The team was unable to manage certain tasks including: Drawing key information from company reports and filings Drawing information from data resources the company had available to it such as Thomson One , Alacra, Factivia, FACTset. Finding target company and executive contacts. Setting up and conducting primary research interviews.

TBRC regularly supported the client with: Lists of target companies and executive contacts. Secondary research data from annual reports, investor presentations. Information drawn from the client’s proprietary data sources. Scheduled interviews with key industry figures.

TBRC developed a small and flexible satellite team which could support the client on an ongoing Full Time Equivalent (FTE) basis. The rules of engagement were guided by a clear Service Level Agreement. TBRC would: Work closely with the client on day to day requirements. Each TBRC consultant was be paired with a member of the client team. Provide work to support the client team’s work. Have a weekly project management team meeting with the client for feedback, timesheet management and review of the Service Level Agreement requirements.

Target company and executive lists supported the sales team’s efforts. Secondary research supported more accurate market models and competitor shares. Pre-arranged Interviews with industry experts improved the client team’s market understanding of qualitative factors in the market.