The Skills Connection Small Business Computer Hardware Company

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The Skills Connection Case Study

Small Business Computer Hardware Company

Introduction

This case study of a small business computer hardware company is based on a June 2016 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“Helping us move up and to the right on the Magic Quadrant is something we fully expect to see as a real business result from this engagement. Our submission this year was 100 times better than last years because of their assistance. We developed collateral and materials and marketing messaging we will continue to utilize throughout the year as well.”

“They were extremely knowledgeable about the Gartner process and their expectations. They went above and beyond working around our schedules to help make our response much better than we would have put together on our own. They helped us put all the information Gartner would want to see in a format they would want to see it in, hitting the points Gartner would care about. Their engagement was extremely valuable to help us for honing in on our essential story to help shape our marketing message, as well to help with customer endeavors.”

Challenges

The business challenges that led the profiled company to evaluate and ultimately select The Skills Connection:

Engaged with The Skills Connection for the following reasons:
- Did not have the in-house expertise to effectively engage with analysts
- Wanted to learn how to effectively differentiate themselves from their competitors when talking with analysts
- Wanted to change their position in the MQ/Wave/Marketscape to generate new business

Use Case

The key features and functionalities of The Skills Connection that the surveyed company uses:

Uses The Skills Connection to:
- Provide the necessary expertise to effectively engage analysts
- Show them how to gather the right information for analysts
- Show them how to effectively communicate their story to analysts
- Help them improve their position in an MQ/Wave/Marketscape
- Help them enter an assessment, such as an MQ/Wave/Marketscape, for the first time
- Focus just on what was needed, and avoid wasting time on anything else
- Create an internal learning environment so that their team can be more effective in the future
- Provide the tools and best practices needed to build a strong case for analysts
- Create compelling evidence-based cases for analysts

Results

The surveyed company achieved the following results with The Skills Connection:

Experiences gained with The Skills Connection:
- Confidence communicating the unique value of their solution to analysts
- The ability to create a strong evidence-based case to analysts covering their product / service
- The skills needed to communicate with analysts in the future
- Unique insights about their solution that were instrumental in winning over analysts
Benefits from working with The Skills Connection:
- Made the most effective use of their internal resources
- Generated new business by improving the clarity of their market story
- Positively shifted their position in the MQ/Wave/Marketscape
- Received better results than when they had engaged with analysts
- Provided their internal team the tools and skills to effectively engage with analysts
- Effectively communicates the unique value of their products / services
Rates The Skills Connection 5 out of 5 stars.

TechValidate Research on The Skills Connection

Small Business Computer Hardware Company

Introduction

Challenges

Use Case

Results

Company Profile

About The Skills Connection

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