Global SaaS CRM firm projected 40% adoption increase in India by repositioning its offering
04 May 2020
1 min read
Understanding of customer needs and refinement of offering to suit the Indian market along with inputs for a ‘Lite’ product design
Context
- 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
Our approach
- 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