Client Challenges

The client, with existing capabilities in providing CRM software to small and medium-sized (SME) customers, wanted to explore opportunities to serve larger enterprises

The market was already crowded by analyst-recognized, top tier IT service providers with deep software and consulting capabilities

The client’s market capitalization was significantly smaller than the competitors, limiting its ability to implement multi-million dollar expansion plans

OPPiDEA’s Approach

OPPiDEA put into action its proprietary Six Impact Areas for Competitive Intelligence to create an insight-driven roadmap to strengthen the client’s competitive positioning and accelerate its growth

OPPiDEA provided insights that helped the client understand the opportunity in niche areas
OPPiDEA delivered valuable insights on user reviews, go-to-market strategy, and international expansion perspectives

Results and Benefits

Powered with OPPiDEA’s competitive intelligence, the client built a tiered customer target strategy, retaining focus on SME customers while growing its footprint among larger enterprises

OPPiDEA’s insight-driven point of view helped the client realign its pricing and cloud delivery strategy with the competition landscape’s go-to-market radar

OPPiDEA's financial viability assessment highlighted the client’s light leverage compared with competitors’ heavy debt structure. This helped the client negotiate better financing terms with investors for product innovation

OPPiDEA Value Add

We built an insight-powered competitive roadmap. Given competitors’ financial and product capability strengths, we identified niche areas where our client could leverage a competitive advantage and build market success. Our efforts helped the client grow its annual recurring revenue (ARR) by 10% in the past two years, while securing several marque clients.