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IHS Technology Director Tim Dawson discusses how an industrial automation company improved its process manufacturing capabilities by leveraging IHS information, research and analyst expertise. Learn how the company leveraged these resources to benchmark its performance, challenge internal forecasts and demonstrate its competitive position to investors, shareholders and customers.
IHS Customer Recognition (CR): What were the organization’s strategic business goals?
Dawson: This leading vendor of industrial automation equipment has historic strength in discreet manufacturing industries. Looking ahead, they are focused on improving their position on the process manufacturing side of things in industries such as oil and gas and chemicals. Their current position, or their longer term focus, is to build and maintain their position on the discreet manufacturing side, but really to focus on outpacing the growth of their competition on the process manufacturing side.
CR: What challenges did this organization face to achieve its goals?
Dawson: Certain aspects for what this customer needs are fairly standard to the industry. They need market size information, market share information and market forecast information for the next five years. I think the big challenge for this vendor is that a lot of the areas of coverage that we have are fairly niche, so they are specialist products. The company’s not able to obtain this information and insight from other competitors. Historically, this vendor would have been limited to obtaining information from its own internal sources. That meant they were restricted in what they could use. They weren’t able to talk to their competition to help build out the information. Obviously, IHS is in a position to obtain data from their competitors, consolidate that information and feed it back to this customer.
Beyond the normal work of what we produce and provide in the studies is a lot of extra insider information that our customer obtains through interviewing and questioning our analysts, getting extra information and insight through an ongoing relationship with the client .
CR: How is this organization working with IHS to address those challenges?
Dawson: This client uses a combination of our syndicated research, our intelligence services – our ongoing subscriptions there, and also a significant amount of custom research and consultancy-type work too. Alongside, my analyst team works with them very closely to provide a personalized service. Beyond the normal work of what we produce and provide in the studies is a lot of extra insider information that our customer obtains through interviewing and questioning our analysts, getting extra information and insight through an ongoing relationship with the client. Alongside, we also do a lot of work to support the business line CEOs of this organization. Understanding their current strategy and them having the chance to tell us about that is a bonus for the organization. But at the same time, those CEOs are very keen to understand our perspective on the market and to maybe challenge some of their ways of thinking.
CR: What results has the organization achieved by working with IHS?
Dawson: The client is utilizing IHS information to benchmark their own performance using our market share data. I know they use this to challenge their sales teams, to outgrow the competition in certain markets. Alongside that, our market forecast information is used extensively for their strategic planning going ahead, and they certainly challenge their own internal forecasts with forecasts produced by IHS. Thirdly – and most importantly – the client is using quotes and market shares that are presented by IHS to show their position and their leading position in a lot of markets to their investors, to customers, and to their shareholders.