High technology
intermediary: market portfolio direction and competitive positioning
The business unit of this intermediary (business to
business, computer equipment and peripherals) used a very effective method of
determining its competitive position and defining its strategic direction and detailed proposition. The
company first identified broad segments of potential customers. It used a
third-party data provider to do this, defining companies by industry type, size,
and a derived field to define purchasing policy (centralized or devolved). It
came up with five segments.
Sections
Syndication
