Initial Situation
- A leading automotive Vans OEM was looking to enhance their current core business with additional software-as-a-service solutions
- Service and craftsmen companies being a large customer segment, the client wanted to investigate the current landscape of field service management (FSM) software solution providers
- By having our support, the business development department was able to make decisions regarding conceptualizing their own solution and make decisions based on market intelligence
Project Objectives
- Gaining an overview of all relevant solution providers
- Narrowing down to a shortlist for further investigation
- Deep-dive for the top 10 companies in order to find
- Must haves, nice to haves and white spots (reg. features, value-chain)
- Success of such solutions, main customer segment matching with client segments, partner ecosystems and future innovations
- Different business models and mainly to derive strategic market movements in the upcoming years
challenges we faced
- Limited documentation given the B2B nature of the solution
- Challenging search for relevant experts, since the analysis was on a highly detailed feature level (above 40 features)
Research
First step included the secondary research of all potentially relevant FSM solution providers to create a long-list of 50-70 companies with basic data
Short-list creation
Arriving at a short-list (30-40 companies) based on with the client pre-defined K.O. criteria of customer segment coverage, relevant processes, geographical focus etc.
Conducting detailed research
Detailed research within an Excel framework in order to create a scoringmodel with individualweights on topic/ chapter and even one level deeper
Expert interviews and field research
Top 10 companies based on the final scores have been investigated in form of a deepdive by conducting expert interviews and field research at the Hannover Messe
Creating a business model
Top 10 companies based on the final scores have been investigated in form of a deepdive by conducting expert interviews and field research at the Hannover Messe