Our client, a maker of data center hardware, wanted to explore interest in a new bundled rack solution.
Erickson Research conducted a multi-phase research study to understand interest in the solution, price sensitivity compared to existing a la carte products, internal purchase decision-making, and the current supply chain.
Our work produced a clear roadmap for the manufacturer’s development team’s creation of the bundled solution and established appropriate pricing levels.
In addition, we created a map of the supply chain to increase the client’s understanding of product flows from manufacturer to end user and profiled the internal decision process – departments, roles, levels – to guide sales efforts.
- Client: Data Center Hardware Manufacturer
- Date: 2012
- Categories: B2B, Technology