Posted by
Jose Lopez on Tue, Apr 17, 2012 @ 01:44 PM
Primary Point (PPI) recently completed research into the ever-growing and rapidly changing telecommunications marketplace for unified communications services. The research was conducted by telephone over a five week period. Interviews were approximately 25 minutes in length. Quotas were segmented by company revenue.
Project Overview
PPI's client wanted to assess and analyze levels of satisfaction among partners of leading UC equipment and solutions vendors. Additional objectives included the identification of best practices, areas of concern, future planning, market trends, and market opportunities.
Project Challenges
Challenge 1: No contact\ respondent list was available in advance.
Challenge 2: PPI discovered that contact titles did not reflect predefined responsibilities; in other words, there was no SVP\ VP\ Director of Partnerships, Alliances, or Unified Communications Vendors. Therefore, a process of internal mapping and referral was required by PPI callers in order to identify knowledgeable respondents within the target organizations.
Challenge 3: PPI staff interviewers used their ability to execute a peer-to-peer interview style focused on an in-depth discussion of complex business and technology issues.
PPI Success Factors:
1) Ability to work without a predefined list of contact names:
PPI specializes in B2B telephone-based data collection projects where specific contact or respondent names are not available in advance. Our skill set includes the ability to network within organizations via a process of internal mapping and referral to identify and engage the mid and senior level contacts\ respondents who have the knowledge base that our client's research objectives require.
Such imbedded respondents are often at a level or two below the C-Suite. This is often where the true decision-making process and relevant data reside.
2) Range of experience:
PPI's methodologies have been successful across a broad range of industry verticals and solution & service categories.
3) Highly trained and experienced staff:
PPI's staff are highly experienced and skilled interviewers, trained on PPI's proprietary methodologies, techniques and procedures, and able to execute a peer-to-peer interviewing style along with the ability to probe, respond to ad hoc responses, and synthesize and summarize responses, as needed.
About Primary Point, Inc.
Primary Point (PPI) specializes in executing B2B telephone-based market research and sales intelligence projects into a broad range of industry verticals and solution & service categories. Information technology is a specialty. Our clients consist of top and mid-tier market research, consulting, and advisory firms. PPI’s core competency is a proven ability to identify and establish dialogue with senior business executives, both line-of-business and IT, on complex business and technical issues. PPI specializes in executing projects where no contact names are available in advance.