// C A S E S T U D I E S
/MAJOR TELECOMMUNICATIONS COMPANY MEASURES MARKET COMPETITION
Problem
A large telecommunications incumbent in a hyper-competitive multi-billion
dollar industry is being attacked by new entrants in all of its
major markets. The client required detailed competitive benchmark
in all of its markets whenever a competitor made significant marketing
and distribution moves.
The client has hundreds of markets in multiple states. Its sales
force needed timely benchmarks to provide the proper sales message
to their customers.
Solution
Strategic Metrics built measuring instruments to gauge the competitive
benchmarks of client and its competitors in all of the client's
major markets. A process was put into place to monitor the significant
business moves of its competitors. Whenever a business change
is made, SMI will survey the target market and quickly update
the client with new competitive benchmarks.
SMI also trains the client's salesforce in use of market research
as marketing collateral for its customers.
Results
With SMI's tenets of research speed, accuracy and flexibility,
the client has been able to quickly react to competitor's moves.
Its sales force is able to use up-to-date market research as conviction
materials. The client has maintained its differentiated positioning
in the marketplace.
The client has been so satisfied with its relationship with
Strategic Metrics that it has named SMI its preferred provider
of market research.
