Comprehensive analysis of servicing purchasing process and market dynamics in CEE, providing insights into key trends, stakeholder preferences, decision-making criteria, and competitor benchmarking.

The client received detailed insights into their competitors’ pricing strategies and servicing options across the CEE region, specifically in Poland, Czech Republic, Hungary, and Romania, which allowed them to better position themselves in the market and meet the evolving needs of their customers.

Outcome

  • Excellent understanding of the servicing purchasing process and market mechanics, including the steps involved, decision-making criteria, and stakeholders’ roles and preferences.
  • Identifying key trends and motivators for future service offerings, allowing the client to align their strategies and pricing models to meet customer demands.
  • Insights into customer priorities and unmet needs, highlighting the parameters and criteria that customers value most in servicing contracts, empowering the client to tailor their offerings and differentiate themselves in the market.

KEY INTELLIGENCE OBJECTIVES

  • Detailed description of servicing purchasing process and servicing contracts market mechanics.
  • Analyze the elements of servicing offerings and prioritize them based on a supply and demand perspective.
  • Identify critical trends, expectations, and motivators for future service offerings, such as progressive pricing, total cost of ownership (TCO), and cost predictability.
  • Investigate the key stakeholders involved in the purchasing process, their roles, preferences, and influence.
  • Determine the criteria for purchasing servicing contracts, including factors like response time, system uptime, backup equipment, and durability of spare parts, based on stakeholder type and equipment size.
  • Identify customers’ priorities despite budgetary constraints, exploring the parameters and criteria for which they would be willing to pay more.
  • Compare the current servicing contracts with optimal ones, highlighting key differences and unmet needs of stakeholders, such as financial flexibility and full coverage time.
  • Provide detailed profiles of key competitors, examining their customer services activities and benchmarking them against key decision-making factors and the ideal supplier profile.
  • Assess the positioning, market shares, and reasons behind selecting particular types of suppliers (OEM, MSP, ASV, ISP, etc.).

Geography

  • Western Europe
  • Central & Eastern Europe
  • Middle East
  • Africa
  • North America
  • South America
  • Other

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