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Success Story
Strategic Market Penetration: Uncovering ERP and Cloud Service Opportunities in Underserved SMB Markets
Impact
Applied sophisticated algorithms to refine the search processes for potential customer identification
Leveraged specialized tools for deep data analysis, extracting pertinent information to inform business strategies
Engaged with industry experts to validate and augment data, ensuring relevance and precision
Extracted valuable data from a wide range of sources
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Client
A leading innovator in ERP and cloud solutions
Products
Technology and Software Solutions
Industries
Enterprise Resource Planning (ERP) and Cloud-Based Solutions
target geo
California
business objective
Client aimed to enhance its competitive edge in the cloud computing industry by identifying and engaging potential SMB customers using AWS or Azure, especially in geographically underserved markets. This initiative was crucial to expanding Oracle’s market presence amidst stiff competition and overcoming the limitations of previously inadequate data coverage provided by existing solutions.
Context
Facing intense competition in the cloud computing sector, Company recognized the need to better identify and engage SMBs in remote and underserved areas of North America. Traditional data sources, including Zoom info, lacked sufficient coverage of these regions and specific market segments, hindering Company’s ability to effectively target potential customers experiencing significant organizational changes. This scenario underscored the importance of leveraging enhanced data analytics to penetrate these critical markets and improve competitive positioning.
Our solution
- Enhanced Data Collection: Orchestrated a comprehensive gathering of data from diverse sources, including federal registries, public domains, and specialized industry publications, to construct a detailed picture of the Total Addressable Market (TAM) with a focus on remote and under-analyzed territories
- Advanced Data Aggregation Techniques: Employed sophisticated algorithms to efficiently amalgamate and analyze data, focusing on SMBs with cloud installations from AWS and Azure
- Targeted Data Framework: Developed a structured framework for organizing data, prioritizing SMBs up to $500 million in revenue and including startups and recently-funded companies within specified zip codes
- Data Validation for Market Precision: Integrated rigorous data cleansing and validation processes to ensure the accuracy of the data, particularly focusing on the identification of key decision-makers such as C-suite executives, VPs, and Directors of LOBs
Outcome
- Comprehensive Data Mining: Extracted valuable data from a wide range of sources including federal registries and public domains
- Utilization of Search Algorithms: Applied sophisticated algorithms to refine the search processes for potential customer identification
- Analytical Tools Deployment: Leveraged specialized tools for deep data analysis, extracting pertinent information to inform business strategies
- Expert Collaboration: Engaged with industry experts to validate and augment data, ensuring relevance and precision
- Iterative Refinement: Continuously improved methodologies based on ongoing feedback, enhancing overall strategy effectiveness
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