Customer study, market estimation and ‘Lite’ product design for SaaS based CRM company

• Client Description: Leading global SaaS-based CRM company 
• Opportunity: To understand the scope for SaaS-based CRM among Indian customers and their basis for choosing a provider. Inputs to repackage offering to suit potential customers

• Prepared addressable market size estimation for the client’s offerings by industry verticals and size of the enterprise
• Analyzed current adoption on CRM among Indian enterprises and expected adoption 5 years later. Drivers and barriers of adoption were identified based on key stakeholder conversations
• Identified key industry segments based on cloud solution adoption to target during the initial phase to drive efficient lead conversion. 
• Identified customer archetypes that are likely to promote cloud-based CRM solutions
• Deep analysis of customer feedback on client’s and competitive offerings to understand positioning gaps and steps required to drive positive perception
• Recommendations to refine CRM offering and inputs suggested for ‘Lite’ product design

Key Insights / Outcomes

• The client was able to understand the market potential and key drivers/barriers for growth among Indian enterprises
• Competitive benchmarking and analyze customer feedback provided the client with insights on where it wins or loses
• The client was able to repackage its CRM offerings to match customer expectations, resulting in 2x growth in revenue, compared to its competitors