GIA White Paper Update – “Market Intelligence for Sales & Marketing – Case Examples”

Market Intelligence for Customer Processes, i.e. marketing, sales and account management, in four large companies will be presented and discussed in the GIA White Paper 3/2008. The case descriptions are based on interviews with intelligence executives in the case companies that have been conducted during April-May 2008.

The case companies featured in the White Paper are Cisco Systems, De Telefoongids,
MAG Industrial Automation Systems, and Tetra Pak. Each case story provides a different
angle to serving sales and marketing operations with systematic Market Intelligence
activities.

• The Cisco case discusses how strategy and business development can be supported through sophisticated research, analytics and econometric models.
• The De Telefoongids case demonstrates how emerging business models and industry players require new MI measures from an established market player.
• The MAG case highlights the benefits of systematized sharing of intelligence when supporting sales, marketing and strategic decision making.
• Finally, the Tetra Pak article discusses the company’s systematic approach to managing new opportunities in the marketplace.
  

Download the White Paper for free