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Multi-Firm Business Value
Research Studies
Sample Deliverables

White Papers

Value Testimonials

Analysis Reports |
HCR designs and conducts
multi-participant studies to more credibly
quantify and articulate the costs and benefits
of IT-enabled products and solutions.
These studies are based on detailed surveys
(mini-assessments) of multiple technology
user-organizations.
The results of the study are
typically detailed in one or more of the following:
- A data-intensive auditable marketing
white paper edited by a professional
writer. It is usually used to market and sell IT-enabled products and
solutions. The white paper typically includes the following:
- Summary of findings
- Product features and how these features enabled benefits
- Costs, benefits, and ROI by industry
- Benefits by benefit type and costs by cost type
- Participant quotes
- Easy-to-understand tables and graphs
- Call to action, study methodology, references, detailed appendices, participant
profile
- Case studies that showcase one or more of the customer scenarios. These
case studies summarize the customer scenario, how the customer used the
technology/solution, how and how much the customer benefited from the solution,
the customer ROI, and testimonials.
- A business value tool (ROI calculator) that is based on the results of the
study. These calculators tend to be highly credible since they are based
on actual customer experiences.
- Other marketing collateral (such as quotes, testimonials, references, graphics,
and formal messaging) that is typically used by IT vendors to more credibly
articulate the benefits of their products and solutions. This marketing
collateral is typically incorporated into a variety of other marketing
communications.
- A detailed results report that analyzes data collected for product
development/management purposes. This report may include analysis of:
- Analysis of capabilities, needs, issues, concerns, priorities, purchase
drivers/inhibitors, installation experience, adoption, satisfaction, feature
usage, etc.
- Benefits enablers, the perceived value of product features, feature-benefit
maps
- Correlations between inputs (business characteristics, such as size, industry,
maturity levels, etc) and outputs (costs and benefits)
Typical Multi-Firm Study Scope
Planning, Design, and Research
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Recruit qualified participants
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Conduct interviews/mini-studies
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Develop final deliverables (report,
whitepaper, case studies, or tools)
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- Collect and analyze existing research
- Interview subject matter experts to
obtain input on issues, benefits,
preferences, etc.
- Create benefit map
- Detail data to be collected, analysis
requirements, and white paper requirements
- Design survey instruments
(questionnaire, interview guide)
- Design data collection and analysis
document(s)
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- List acquisition
- Recruiting, screening, scheduling
- Administer questionnaires and incentives
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- Document and summarize data collected
- Analyze and validate information
collected
- Consolidate and analyze dataset
- Structure qualitative information (key
quotes)
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- Outline deliverables
- Write report and whitepaper
- Write case studies
- Develop tools and supporting
documents/training
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Contact HCR for more
information
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