A leading provider of full-scope streaming services, requested a targeted research engagement to strengthen its commercial, product development and go-to-market strategy for an online video platform (OVP) solution.

• The client faced a lack of foundational market research covering market size, the competitor landscape, buyer profiles and customer relationships within the media technology industry.
• It required expert strategic consultancy services and dedicated marketing support to position its offerings effectively in the rapidly evolving online video platform and streaming technology market.

• The engagement provided access to essential underlying market data and a fixed research scope for strategic projects.
• The focus was on understanding products, services, buyers, and competition across online video platforms and associated digital media distribution technologies.
• Key elements of the approach included:
  1. Competitor profiling and landscaping for key vendors, providing a review of their product offerings, strategy and market positioning.
  2. Analysis of buyer requirements through direct interviews with key stakeholders such as broadcasters, pay TV operators, and OTT platforms, summarising needs based on buying behaviour.
  3. Development of account planning tools and sales battlecards to target potential customers, involving the mapping of existing technology and segmenting buyers based on behavioural indicators.
• The approach also included providing marketing services, such as writing a public-facing research based on the comprehensive research findings.

• The project successfully delivered strategic and tactical guidance essential for the client’s product development and commercial success.
• The deliverables included data, proprietary databases, and qualitative analysis reports, summarising key research findings.
• The engagement provided critical insight on the competitor landscape, detailed buyer pain points, effective buyer segmentation, and actionable recommendations on go-to-market messaging.