LEADING BTS ANTENNA VENDOR USES IEMR'S ENTERPRISE PANEL TO EVALUATE AND CHANGE ITS PRICING AND DISTRIBUTION EFFORTS

THE PROBLEM
 

Our client – a leading global BTS Antenna vendor – is globally regarded for the quality of its offering and was being challenged by low-cost competitors that have unique advantages such as local presence and support in specific regions and aggressively competitive pricing in specific accounts.

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As part of the process to counter these competitors, the client commissioned us to conduct in-depth competitive scans on its key competitors and provide them with a view on what some of its own key customers thought about the quality and support services being offered by its competitors.

 IEMR'S SOLUTION


We helped the client develop a comprehensive set of interview protocols that we than implemented on the key industry executives included in our Enterprise Panel. Our goas was to speak not only to the demand side (i.e., carriers) but also undertake supply-side interviews with executives in channel partners and ex-executives at competitors.

We were able to establish and rank leading vendors on six criteria important to carriers in the BTS Antenna market: Quality, Price, Localized Support, Localized Distribution, Services, and Diversity of Product Portfolio.