Frost & Sullivan establishes a dedicated FTEs/analyst team to run a customer analysis/key account management (KAM) program for one of the world’s top 3 telecom players based out of the U.S.


The Client: US-based Global Communication & Technology Leader

The Challenge
  1. Amid stiff competitive pressure, client needs to understand their key accounts better in order to perform consultative-selling
Project Objectives

The objectives of this research were:

  1. To provide customized and targeted knowledge about client’s top accounts to help sales and marketing team tailor solution according to account’s needs
  2. To support potential up-sell and cross-sell activities by knowing the right person, their pain points, and their current projects

Our Approach and Work

  • Leverage company website, industry reports, syndicated company profile, databases, LinkedIn, and other secondary resource to create targeted analysis on important strategic, business and ICT/telco demand metrics
  • Analyze the business and IT trends in the industry that key accounts are operating in, to allow sales & marketing team to provide thought leadership in these industries

Outcome and Business Impact

Frost & Sullivan provided the client with:

  • Insight on key account’s financial performance and business strategy to allow clients to understand the account’s pain point and growth objective
  • Analysis of account’s key decision makers in IT & telco sourcing area, to allow client to pitch to the right person with the knowledge of their current project and activities