TENSAI
FROST & SULLIVAN
CASE STUDY
About FROST & SULLIVAN
Frost & Sullivan is a global business consulting firm that provides market research, growth strategy consulting,
and corporate training and has 60 years of expertise with the ability to gather intelligence in a variety of ways to help clients make critical business decisions.
take a look
CHALLENGES
FACED
F & S, a consulting and analyst firm, excels in secondary research but faced challenges organizing primary research. They addressed this by hosting round table discussions followed by a content syndication
FROST & SULLIVAN
01.
VIRTUAL THINK TANK FACTS
75% of marketers use their reports to show how strategic campaigns are directly impacting revenue
02.
CAMPAIGN
TIMEFRAME
3 months
TENSAI’S STRATEGY
& GOALS
Primary research involves surveys and focus group discussions. One example is ‘Thought Leadership Panel Discussion,’ where experienced and recognized CIOs from various industries share insights, experiences, and best practices.
With the assistance of our strategic campaign specialists, we designed the campaign to include ice-breaking sessions prior to the event date.
Tensai crafted a discussion guide to provide context for all CXOs during the ice-breaking sessions and ensured one-on-one interactions with each CXO.
Additionally, we ran LinkedIn campaigns featuring quotes/thoughts from each panellist on the topic, along with multiple teaser campaigns.
After the Virtual Think Tank session with leaders, the next step was to roll out an intelligence report capturing inputs from participating CIOs. To ensure maximum downloads of the final white paper among the target segment, we launched the ‘Pipeline Accelerator’ campaign.
Results
In three months, we conducted 6 Virtual Think Tanks with 6-7 CIOs per series from various verticals, achieving 250 downloads from the targeted audience. Frost & Sullivan successfully presented a comprehensive whitepaper report following the think tank discussions, concluding a well-structured market study.
