Headquartered in Bangalore, the client is a global IT services provider and the third
largest IT services company in India.
Serving over 300 customers worldwide, the company provides a range of IT services, software solutions, IT consulting, business process outsourcing (BPO) services, and research and development services in the areas of hardware and software design.
Sustaining leadership position and differentiating oneself in a crowded marketplace is a
challenging task, especially in the intensely competitive IT services marketplace. As
strong relationships with global analysts are essential to positively impact deal flow,
mindshare and solution planning as they act as influencers to the buying community,
the client wished to set up an analyst relationship program.
As such a program was the first of its kind implemented by the company, it needed a partner who would be able to lay the foundation and provide guidelines to operate the same independently. Based on demonstrated expertise within Prayag’s core team in running analyst programs, the company awarded the mandate of setting up a global analyst program to Prayag.
Prayag’s expertise in creating and running analyst programs as well as our deep understanding of the client’s context helped us in successfully executing this engagement.
Establishing the required analyst relationship program involved two phases -
The engagement resulted in significant benefits for the client in a relatively short
span of time. Initiating the program with nearly 20 key analysts from leading
firms, the client, with Prayag’s assistance, was able to cross over to 170 analysts
in a short period of 2 years, a significant achievement.
(An important outcome of this exercise is that it led to maximum number of mentions for the client in analyst reports among the Tier 1 Vendors in the second year, which is a significant achievement and a key metric in determining mindshare among influencers)