Decoding a Competitor’s Landmark Partnership

• The Challenge:
  A global enterprise cloud technology provider needed to understand a competitor’s newly announced, multi-year strategic cloud partnership with one of the UK’s largest banks. The client’s sales team needed to know the true scope of the deal, which parts of the bank’s technology estate were in play, and how quickly the migration would move, in order to protect and grow its own position in the account.
• The ChrisalysWorks Edge:
  Public statements and press coverage described the partnership only in broad strokes. Through discreet interviews with contacts inside the bank’s digital transformation function, we built a detailed picture of the deal that no amount of desk research could have produced.
• Benefits Delivered:
  We uncovered the bank’s underlying multi-cloud strategy, the scale of the cost savings it was targeting, the value of related technology acquisitions supporting the migration, and the headcounts and transition timelines on both the bank’s and the competitor’s side, giving our client a precise map of where the risk and the opportunity sat.
• The Outcome:
  Armed with this intelligence, the client’s account team built a focused counterstrategy to better protect its existing footprint while identifying specific openings the competitor’s migration had left exposed.

“This project got us real answers about scope, timing and cost, straight from people living the migration. We knew the headlines, but not what was actually happening inside the account. This research let us stop reacting to press releases and start defending our position with facts.”

Enterprise Sales Director, Global Cloud Technology Provider