Strategic Research (Customer Evaluation)
Identifying and Engaging a Niche User Base for a Complex Data Platform Across Global Markets
A European private equity firm engaged us to conduct a targeted research initiative focused on a high-performance enterprise data solution used to manage vast volumes of information. The goal was to gather detailed insight from both enterprise clients using the solution and a small number of implementation partners supporting its deployment. The scope was global, with outreach spanning North America and Europe, and required language capabilities in markets such as Scandinavia and Germany.
Task
Over just three working days, we were asked to complete a focused round of interviews exclusively with organizations currently using a specific platform—typically large corporations with thousands of employees across industries such as financial services, healthcare, and retail. The client sought to understand the rationale for adopting this particular solution, evaluate its perceived strengths and weaknesses, and compare it to other market alternatives. Specific areas of interest included pricing dynamics, switching behavior, deployment models (on-premise vs. cloud), usage patterns, and potential for upselling. The research also covered a small number of implementation partners to gain insight from the delivery side.
Actions
To succeed under these niche and time-sensitive conditions, we:
- Conducted intensive global research to independently identify and validate relevant users and partners, given the absence of an existing target list.
- Focused outreach on senior decision-makers (e.g., heads of data, IT directors) capable of speaking to platform selection, deployment strategy, and vendor performance.
- Structured interviews to extract detail-rich insights on satisfaction levels, comparison to alternatives, and underlying decision criteria.
- Maintained close daily collaboration with the client to review findings, adjust emphasis across regions, and refine questions to dig deeper into emerging themes.
Result
Across three days, we completed 16 in-depth interviews with qualified decision-makers and partner representatives in a highly targeted user segment. Despite the narrow scope and complexity of the solution, we succeeded in delivering the level of depth and precision the client needed—covering motivations, outcomes, platform perceptions, and market positioning. The client highlighted our ability to independently source highly specific users, and valued the granularity of insights and rationale provided in the output. The project played a key role in shaping the client's strategic evaluation of the product and its competitive standing in global markets.
Use Cases
Over 1000 successfully supported projects in hundreds of different verticals, we know how to cover markets.
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Identifying and Engaging a Niche User Base for a Complex Data Platform Across Global Markets
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Tight Timeframe for Data Collection and Analysis
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