Original Research on Frost & Sullivan

Frost & Sullivan Case Study

Case Study: Global 500 Telecommunications Company Leverages Frost & Sullivan’s Account-Based Marketing Research To Reach Key Decision-Makers

Introduction

This case study of a global 500 telecommunications services company is based on an August 2017 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.

“We were able to identify new decision makers as a result of Frost & Sullivan Account-Based Marketing (ABM) Research.”

Challenges

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

Faces the following challenges when conducting their own Account-Based Marketing (ABM) Research:
- A lack of internal resources
- A lack of external resources

Use Case

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

Finds Account-Based Marketing Research important to their company for the following reasons:
- It provides real-time intelligence to their sales & marketing teams
- It frees up the sales team to maximize their sales time
- It provides them with the ability to develop customized marketing/sales approaches for key accounts
- It identifies new decision makers
Chose Frost & Sullivan for Account-Based Marketing (ABM) Research because of the following reasons:
- Its expertise
- Its industry / vertical knowledge

Results

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

Finds Frost & Sullivan Account-Based Marketing (ABM) Research to be excellent.
Finds Frost & Sullivan Account-Based Marketing (ABM) Research to be much better versus alternative research sources.

Frost & Sullivan Customer Statistic

Customer Response To Outreach Is a Key Conversion Challenge

49% of surveyed organizations identify getting prospects to respond to follow-up attempts as their biggest lead conversion challenge.

49%

Frost & Sullivan Customer Research

Which of the following describes your organization?

B to B: 62%

B to C: 13%

Both B to B and B to C: 24%

Customer Engagement Leadership Council Event Case Study

Hear from Our Members on the Value of the Customer Engagement Leadership Council!

Introduction

This case study of a large enterprise health care company is based on a June 2019 survey of Customer Engagement Leadership Council Event customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

Challenges

The business challenges that led the profiled company to evaluate and ultimately select Customer Engagement Leadership Council Event:

Problems plague today’s traditional executive membership associations:
- Events consist of too many vendors trying to collect business cards

Use Case

The key features and functionalities of Customer Engagement Leadership Council Event that the surveyed company uses:

Chose to join the Customer Engagement Leadership Council for the following reasons:
- To network with other customer experience-focused executives
- To be a part of learning and problem solving on this year’s identified critical issues
- To get new ideas I could bring back to my team
- To learn customer engagement strategies, tactics and operational insights from other industries
- To see how concepts are applied in real life

Results

The surveyed company achieved the following results with Customer Engagement Leadership Council Event:

Rated the quality of networking with their peers (made possible by the Customer Engagement Leadership Council) as exceptional.
Rated the value of the Frost & Sullivan research and content library they receive as part of their membership as not utilizing or not relevant.
Value from the site tours included in their membership:
- They gained insight on how to run their team or operation more efficiently
- They learned about new technologies I might like to invest in to increase efficiency and/or new capabilities
- It opened their mind to new processes or practices they can put in place to achieve greater service excellence
- It allowed them to benchmark their company’s performance against other state-of-the-art companies
- They walked away with new ideas they plan to bring back to their company
Benefits received from the monthly virtual calls:

They did not attend yet

Received the following benefits by participating in the Executive MindXchange Events:

Collected valuable insights on topics I had not had much time to dive into prior
Got advice from peers to help with my own challenges
Gained access to best practices from cross-industry peers in customer service
Increased networking and relationship building
Generated new ideas for solving business challenges I face on a day-to-day basis
Enabled me to have my views heard on a subject of interest to me

Felt that the following made the Customer Engagement Leadership Council unique and valuable in comparison to other executive associations to which you may belong:

The flexibility to delegate program participation to members of my team helping me in advancing their development and learning
The diverse member community that provides first-hand insight into how common problems are solved across multiple industries
The intimate meeting formats allowing for discussions with professionals who face similar challenges
The connections I made that help me in making an impact on my company’s bottom line
Being able to bring new ideas to our team that we have implemented with great success

Frost & Sullivan Customer Research

The Three Best Marketing Channels for ROI

Events, Content Marketing and Email Marketing rank highest among marketing channels for providing the highest return on investment.

Tradeshows & Events	35%
Content Marketing	33%
In-house Email Marketing	33%
Account Based Marketing	30%
Search Engine Optimization	28%
Social Media (not paid)	26%
Social Media (paid/ads)	23%
Print, Radio, TV	21%
Search Engine Marketing/PPC/Retargeting	19%
Telemarketing/Cold Calling	19%
Executive Events	16%
Webinars	16%
Voice of the Customer Research	14%
3rd Party Webinars	7%
Direct Mail	7%
Display Advertising (CPM)	7%
3rd Party Email Marketing	0%

Frost & Sullivan Customer Testimonial

What’s the number one piece of advice you would give your past self about your 2018 marketing plan?

Focus more on ABM.

— Director of Sales, Small Business Computer Software Company

TechValidate Research on Frost & Sullivan

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

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Selected Research Highlights

Case Study: Global 500 Telecommunications Company Leverages Frost & Sullivan’s Account-Based Marketing Research To Reach Key Decision-Makers

Introduction

Challenges

Use Case

Results

Company Profile

About Frost & Sullivan

Customer Response To Outreach Is a Key Conversion Challenge

Hear from Our Members on the Value of the Customer Engagement Leadership Council!

Introduction

Challenges

Use Case

Results

Company Profile

About Customer Engagement Leadership Council Event

The Three Best Marketing Channels for ROI

What’s the number one piece of advice you would give your past self about your 2018 marketing plan?

More to Explore

About Frost & Sullivan