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Data Center Hardware Manufacturer

Market Opportunity Identification

Project Description

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.