Original Research on Frost & Sullivan ARCHIVED Surveys

Frost & Sullivan Case Study

Small Business Computer Services Company

Introduction

This case study of a small business computer services company is based on a February 2019 survey of Frost & Sullivan customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“The peer engagement was like no other I’ve experienced. The playing field was leveled and we all had the opportunity to learn more about each other and how we present our own businesses. We will use the Solutions Wheel exercise for our team to better share our message going forward.”

Challenges

The business challenges that led the profiled company to evaluate and ultimately select Frost & Sullivan:

Finds traditional trade shows and conferences are plagued by the following sponsor challenges:
- Transient audiences that drive few relationships
- Limited networking and dull activities, resulting in lack of touch points with participants
- Poor communication & customer service by organizers
- A lack of true decision makers in attendance
Agreed that the root causes of the demand generation activities that failed to deliver a return in the last 24 months were:
- Due to the fact that the right messages were delivered to the wrong audience
- Due to the lack of timely follow-up by the sales team

Use Case

The key features and functionalities of Frost & Sullivan that the surveyed company uses:

Reasons the Frost & Sullivan Executive MindXchange are unique and valuable.
- Positioning of vendors as peers
- The ratio of decision makers in attendance
- An environment that fosters relationship building
- Nonstop networking
- Access & time to meet with true decision makers
Chose Frost & Sullivan’s Brand and Demand Solutions Practice as a trusted marketing partner for the following reasons:
- Ability to reach our target audience
- Integrated marketing approach
- Best-in-class program management and support

Results

The surveyed company achieved the following results with Frost & Sullivan:

Based on the executive audience in attendance, the format of the Executive MindXchange, and Frost & Sullivan’s focus on driving a “Return on Relationships” (ROR), they expect their sales cycle to be reduced by 33%.
Ability to generate ROI is 5 times as likely at the Frost & Sullivan MindXchange vs other events.
Would very strongly recommend sponsorship of the Frost & Sullivan MindXchange to a peer.
They agree that Frost & Sullivan’s Executive MindXchange is the best sponsorship investment in the market.

Frost & Sullivan Customer Testimonial

Intimate Environment to Share Best Practices

Good actionable takeaways from the small group sessions.

— Director, Medium Enterprise Transportation Services Company

How Frost & Sullivan’s MindXchange is Different Vs the Trade Show Atmosphere

What’s are the problems that plague today’s “traditional” trade show and/or conference?

Bait & Switch: Content does not stay on point and speakers are not qualified to present on topic	30%
Content is a one-way push from the podium with little interaction or Q&A	52%
Presentations produce too few action items and takeaways - too theoretical	57%
Networking is limited & activities are dull and relationships are difficult to develop due to transient audience	30%
Aggressive sales tactics by sponsoring & exhibiting companies	52%
Lack of community amongst event participants	39%
Poor communication & customer service by organizers	27%
Audience is too junior	34%

Frost & Sullivan Case Study

Axiom Case Study (for Axiom Only)

Introduction

This case study of a small business professional services company is based on a February 2018 survey of Frost & Sullivan customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“Very productive conversations with decision makers”

Challenges

The business challenges that led the profiled company to evaluate and ultimately select Frost & Sullivan:

Finds traditional trade shows and conferences are plagued by the following sponsor challenges:
- Poor communication & customer service by organizers
- A lack of true decision makers in attendance
- Too much competition
Agreed that the root causes of the demand generation activities that failed to deliver a return in the last 24 months were:
- Due to the fact that the right messages were delivered to the wrong audience
- Due to the fact that the wrong messages were delivered to the right audience

Use Case

The key features and functionalities of Frost & Sullivan that the surveyed company uses:

Reasons the Frost & Sullivan Executive MindXchange are unique and valuable.
- Positioning of vendors as peers
- An environment that fosters relationship building
Chose Frost & Sullivan’s Brand and Demand Solutions Practice as a trusted marketing partner for the following reasons:
- Best-in-class program management and support
- Unique approach to marketing (new marketing channels)

Results

The surveyed company achieved the following results with Frost & Sullivan:

Generated 5 relationships with decision makers as a result of the Frost & Sullivan Executive MindXchange.
Ability to generate ROI is 2 times as likely at the Frost & Sullivan MindXchange vs other events.
Would very strongly recommend sponsorship of the Frost & Sullivan MindXchange to a peer.
They agree that Frost & Sullivan’s Executive MindXchange is the best sponsorship investment in the market.

Executive MindXchange Customer Fact

Providing Deeper Insight

A medium enterprise professional services company agrees that by leveraging Frost & Sullivan’s Executive Think Tank Dinner, their sales team was able to gather more candid pain points, challenges, and strategies than they would have on their own.

Frost & Sullivan Executive MindXchange Customer Research

Participants of Customer Contact Europe were asked… “What are the problems that plague today’s ‘traditional’ trade show and/or conference?”

Aggressive sales tactics by sponsoring & exhibiting companies	58%
Networking is limited & activities are dull and relationships are difficult to develop due to transient audience	58%
Content is a one-way push from the podium with little interaction or Q&A	46%
Presentations produce too few action items and takeaways - too theoretical	42%
Bait & Switch: Content does not stay on point and speakers are not qualified to present on topic	38%
Lack of community amongst event participants	31%
Audience is too junior	27%
Poor communication & customer service by organizers	19%

TechValidate Research on Frost & Sullivan ARCHIVED Surveys

These pages present data that TechValidate has sourced via direct research with verified customers and users of Frost & Sullivan ARCHIVED Surveys. TechValidate stands behind the authenticity of all published data. Learn more »

About TechValidate Research

Selected Research Highlights

Small Business Computer Services Company

Introduction

Challenges

Use Case

Results

Company Profile

About Frost & Sullivan

Intimate Environment to Share Best Practices

How Frost & Sullivan’s MindXchange is Different Vs the Trade Show Atmosphere

Axiom Case Study (for Axiom Only)

Introduction

Challenges

Use Case

Results

Company Profile

About Frost & Sullivan

Providing Deeper Insight

More to Explore