ICP and Product

Since this product is already monetizing, I am skipping the litmus test.

Introduction

Everest Group is a leading research and advisory firm that helps organizations make confident, data-driven decisions. With over three decades of experience, we empower service providers and enterprises through actionable insights, benchmarking tools, and industry expertise. Our services span multiple industries, including Banking, Insurance, Healthcare, Retail, Manufacturing, and more, giving us unparalleled expertise in IT/BPO services.

Historically, we’ve catered to Tier 1 and Tier 2 IT/BPO service providers and enterprises, offering both research memberships (annual subscriptions that include reports, analyst inquiries, and workshops) and custom projects (tailored engagements, primarily with marquee service provider clients). For this project, I’ll focus on the BFSI service line and the onboarding process for research membership—a standardized offering across our service lines.

Within the BFSI service line, Everest Group offers seven research membership products, including marquee offerings and newer, emerging solutions. For this exercise, I’ve chosen INS ITS, our marquee product, which I handle directly and have extensive expertise in. This focus allows me to dive deeper into defining the Ideal Customer Profile (ICP) and optimizing pricing for this specific product.

BFSI Service Line Research Membership Products

ICP Table

ICP Prioritization Framework

Focus Areas Based on Prioritization

From the prioritization framework, ICP 2 (Service Providers) should be the focus for onboarding strategies. Additionally, Advisory and research are critical for Service Providers (SPs) because they operate in highly competitive and rapidly evolving markets. These insights enable SPs to:

• Understand market trends, customer needs, and emerging technologies to stay ahead of competitors.
• Optimize their delivery models and pricing strategies, ensuring cost efficiency and scalability.
• Identify growth opportunities in new geographies, service lines, and client segments.
• Benchmark their performance against competitors and industry standards.
• Build credibility with clients by leveraging data-backed insights to refine offerings and demonstrate expertise.

These segments demonstrate:

• A strong appetite to pay.
• High distribution potential.
• Large total addressable markets (TAM).

In-Depth Experiments for Monetization Improvement for Everest Group's INS ITS Product

Case 1: Free-to-Paid Conversion Experiments

Experiment 1: Freemium Model with Limited Free Access

• Goal: Convert free users to paid by showcasing premium features through a controlled freemium model.
• Detailed Steps:
• 1. Setup Free Tier:
  2. • Offer access to 2 trending reports per month for free.
     • Limit advanced features like analyst inquiries, custom data cuts, and quarterly connects to paid users.
  3. Onboarding Emails:
  4. • Send free-tier users a “Welcome to Everest Group” email highlighting what’s free and the benefits of upgrading.
     • Include a comparison chart of free vs. premium features (e.g., report access, analyst inquiries).
  5. Free Trial for Premium:
  6. • Offer a 7-day trial for users who engage heavily with the free tier (e.g., download 3 reports in a month).
     • During the trial, provide guided tours of premium features.
  7. Upgrade Nudges:
  8. • In-app popups and email prompts when users hit their free limits (e.g., “Upgrade to unlock unlimited access to industry-leading insights!”).
• User Journey:
• 1. User registers for free and accesses the portal.
  2. Downloads the 2 free reports.
  3. Encounters an upgrade nudge to access additional reports.
  4. Opts for a trial, experiences premium features, and upgrades.
• Metrics to Track:
• • Number of free-to-paid conversions.
  • Trial-to-paid conversion rate.
  • Engagement metrics during the free trial.

Experiment 2: Personalized Email Campaigns for Premium Features

• Goal: Highlight the value of premium features to free users and nudge them to upgrade.
• Detailed Steps:
• 1. Segment Users:
  2. • Identify high-potential free users based on report downloads, session time, and industry focus.
  3. Personalized Messaging:
  4. • Highlight premium features aligned to their specific needs (e.g., for CXOs: custom benchmarks, for AR users: PEAK Matrix).
  5. Educational Content:
  6. • Include short case studies or testimonials in emails showing how other users have benefited from upgrading.
  7. Limited-Time Offer:
  8. • Incentivize upgrades with a time-limited discount (e.g., “Get 20% off your first year if you upgrade by [date]!”).
• User Journey:
• 1. Free user downloads multiple reports.
  2. Receives an email showing the value of premium features based on usage patterns.
  3. Upgrades after seeing relevant case studies and the discount offer.
• Metrics to Track:
• • Email open and click-through rates.
  • Conversion rate from emails to paid subscriptions.
  • Engagement rates post-upgrade.

Experiment 3: In-App Milestone Prompts

• Goal: Use gamification to drive upgrades by rewarding users for hitting engagement milestones.
• Detailed Steps:
• 1. Set Milestones:
  2. • Example milestones: Download 2 reports, attend 1 webinar, or engage with portal for 30 minutes in a week.
  3. Visual Prompts:
  4. • Add a progress bar to the dashboard showing milestones achieved and premium benefits unlocked.
  5. Reward Preview:
  6. • Show users what they unlock when upgrading (e.g., custom benchmarks, unlimited inquiries).
  7. Upgrade CTA:
  8. • Include a clear upgrade button after milestones (e.g., “You’ve achieved 75% of free benefits—unlock premium now!”).
• User Journey:
• 1. Free user explores the portal and achieves their first milestone.
  2. Progress bar shows remaining milestones to premium features.
  3. User upgrades to access full benefits after hitting their limit.
• Metrics to Track:
• • Percentage of users reaching milestones.
  • Conversion rate post-milestone prompts.

Case 2: Increasing Average Order Value via Cross-Selling and Up-Selling

Experiment 1: Bundled Memberships

• Goal: Encourage higher spending by bundling core memberships with premium add-ons.
• Detailed Steps:
• 1. Bundle Creation:
  2. • Offer bundles like “Membership + PEAK Matrix Licensing” or “Membership + Strategy Workshop.”
     • Showcase savings (e.g., “Save $10,000 with this bundle!”).
  3. Dynamic Bundles:
  4. • Use AI to recommend bundles based on user activity (e.g., users who download competitive benchmarks may benefit from a strategy workshop).
  5. Targeted Promotions:
  6. • Promote bundles via email campaigns, portal banners, and sales discussions.
• User Journey:
• 1. User engages with the portal and downloads a report on competitive benchmarking.
  2. AI recommends a bundle including PEAK Matrix Licensing to deepen insights.
  3. User purchases the bundle to maximize value.
• Metrics to Track:
• • Revenue increase from bundles.
  • Adoption rate of specific bundles.

Experiment 2: AI-Driven Cross-Sell Recommendations

• Goal: Use AI to recommend complementary products during user interactions.
• Detailed Steps:
• 1. Data Analysis:
  2. • Identify complementary products (e.g., users engaging in strategy workshops are likely to benefit from PEAK Matrix reports).
  3. In-App Suggestions:
  4. • Add dynamic cross-sell prompts in the portal based on user behavior.
     • Example: “You attended a strategy workshop. Consider adding PEAK Matrix Licensing to strengthen your positioning!”
  5. Personalized Outreach:
  6. • Send follow-up emails or sales calls based on cross-sell suggestions.
• User Journey:
• 1. User attends a webinar or workshop.
  2. Receives an in-app suggestion to add complementary services like custom benchmarks.
  3. Proceeds to purchase based on clear ROI messaging.
• Metrics to Track:
• • Click-through rate on cross-sell prompts.
  • Revenue from cross-sell transactions.

Experiment 3: Loyalty Incentives

• Goal: Reward users for higher spending and encourage repeat purchases.
• Detailed Steps:
• 1. Loyalty Tiers:
  2. • Create tiers based on spending (e.g., Silver, Gold, Platinum).
     • Offer benefits like exclusive workshops or early report access for higher tiers.
  3. Spend-Linked Rewards:
  4. • Example: “Spend $50,000 this quarter and unlock a free thought leadership report.”
  5. Leaderboard:
  6. • Showcase top spenders to foster a sense of achievement and exclusivity.
• User Journey:
• 1. User spends $45,000 on memberships and workshops.
  2. Receives an email about reaching the Gold tier and a reward for additional spending.
  3. Makes a cross-sell purchase to unlock a Platinum benefit.
• Metrics to Track:
• • Increase in repeat purchases from loyalty tiers.
  • Revenue from loyalty-driven cross-sells and up-sells.

In-Depth Substitute Pricing Analysis for Everest Group’s INS ITS Product

1. What Are Customers Paying For?

Customers pay for Everest Group’s INS ITS product because it delivers:

1. Strategic Insights:
2. • Customized benchmarks on delivery costs, outsourcing strategies, and operational efficiencies.
   • Market-specific trends tailored for BFSI service providers.
3. Expert Advisory:
4. • Direct access to analysts for high-value inquiries, strategic planning, and actionable recommendations.
5. Convenience:
6. • Seamless access to insights through the research portal, on-demand data cuts, and curated content.
7. Impact-Driven Value:
8. • Quantifiable outcomes such as cost savings, increased deal win rates, and improved competitiveness in BFSI markets.

Why Customers Pay:

• To make informed, data-driven decisions quickly.
• To reduce operational costs and maximize ROI on outsourcing initiatives.
• To outperform competitors through strategic differentiation.

2. What Sets Everest Group Apart?

Everest Group’s INS ITS product stands out through 4 key differentiators

3. Substitute Pricing Comparison Table

4. Deep Dive into Pricing Nuances for Everest Group’s INS ITS Product

To justify premium pricing for Everest Group’s INS ITS product, it is critical to break down what customers are paying for, why they would pay, and how Everest differentiates itself in the market. Here's a more granular analysis:

What Should Everest Group Charge For?

1. Customization and Tailored Engagement
2. • What Customers Value:
   • • Personalized benchmarks aligned with specific BFSI operations and outsourcing strategies.
     • Analyst inquiries that solve real-time challenges, such as compliance or operational efficiency.
   • Why Customers Pay:
   • • Clients value direct relevance and applicability to their unique business context, ensuring higher ROI compared to substitutes.
   • Pricing Implication:
   • • Premium justification: Custom solutions warrant higher prices since substitutes provide generalized insights with limited direct applicability.
3. Outcome-Based Results
4. • What Customers Value:
   • • Insights that directly contribute to reducing delivery costs, improving outsourcing efficiency, or gaining a competitive edge.
     • Real-world application of insights through workshops and tailored reports, which drive tangible business outcomes.
   • Why Customers Pay:
   • • BFSI-focused service providers are result-oriented and willing to pay a premium for actionable insights that can save millions in operational costs.
   • Pricing Implication:
   • • Position Everest Group as a strategic partner rather than just a research provider, charging based on the demonstrated business impact.
5. Ease of Use and Accessibility
6. • What Customers Value:
   • • Instant access to actionable data through an intuitive portal.
     • Ability to interact with analysts via inquiries and follow-up discussions without cumbersome processes.
   • Why Customers Pay:
   • • Convenience saves time and effort, ensuring decisions are made faster with less internal resource strain.
   • Pricing Implication:
   • • Highlight the time savings and user-friendliness of Everest Group’s platform as part of its premium positioning.
7. High-Touch Engagement Model
8. • What Customers Value:
   • • Quarterly connects, thought leadership events, and tailored workshops that align with their strategic priorities.
     • Direct collaboration with analysts ensures ongoing alignment and maximizes the relevance of insights.
   • Why Customers Pay:
   • • Clients are willing to pay more for frequent, personalized interactions that evolve with their business needs.
   • Pricing Implication:
   • • Emphasize engagement as a differentiator, justifying premium pricing for consistent touchpoints.

Where Does Everest Group Stand Out?

Pricing Strategies for Everest Group

To maximize revenue and justify premium pricing, Everest Group should focus on value-based pricing. Below are the specific elements and pricing approaches:

A. Research Portal

• Value Proposition:
• • Provides seamless access to curated insights and reports.
  • Helps users stay informed on industry trends and competitors.
• Pricing Approach:
• • $20,000/year for core membership.

B. Analyst Inquiries

• Value Proposition:
• • High-value, one-on-one sessions with Everest Group’s analysts to address immediate and strategic challenges.
• Pricing Approach:
• • $10,000/year or $2,000 per inquiry for standalone requests.

C. Quarterly Connects

• Value Proposition:
• • Strategic alignment workshops focused on client-specific needs and goals.
  • Tangible ROI through collaborative problem-solving.
• Pricing Approach:
• • $12,500/year included in full membership or $4,000 per session as a standalone add-on.

D. PEAK Matrix Licensing

• Value Proposition:
• • Competitive benchmarking and external validation that enhances client positioning in the market.
• Pricing Approach:
• • $15,000/year when bundled with membership or $20,000 as a standalone service.

E. Custom Data Cuts

• Value Proposition:
• • Granular insights specific to client challenges, allowing precision in decision-making.
• Pricing Approach:
• • $7,500/year included in membership or $3,000 per custom report as a standalone add-on.

Bundled Pricing Example

5. ROI Justification: Why Clients Will Pay More

1. Quantifiable Benefits:
2. • Clients using Everest Group’s insights have reported 10-15% cost savings and increased deal wins by leveraging benchmarks and advisory services.
3. Efficiency:
4. • Faster decision-making saves internal team time, reducing operational overhead.
5. Market Positioning:
6. • Clients gain competitive differentiation by accessing PEAK Matrix data and leveraging thought leadership.

6. Practical Implementation

• Tiered Pricing Plans:
• • Offer scalable options to cater to small, mid-sized, and large BFSI service providers.
• AI-Driven Add-Ons:
• • Integrate AI to recommend upsells (e.g., additional inquiries, strategy workshops) based on user behavior.
• Freemium Features:
• • Allow potential clients to trial limited features (e.g., 1 free report/month) to demonstrate value before upgrading.

Monetization Design for Everest Group’s INS ITS Product Based on ARs, Delivery Heads, and CXOs

This approach segments Everest Group’s users based on their roles—ARs (Marketing/Analyst Relations), Delivery Heads, and CXOs (Strategy/Business Leaders)—to define pricing strategies using RFM (Recency, Frequency, Monetary) analysis.

RFM Analysis: User Segmentation

Elasticity Analysis by Role

Who to Charge?

• ARs: Target with basic pricing tiers focused on entry-level features like portal access and thought leadership reports.
• Delivery Heads: Monetize through mid-tier pricing plans, bundling core features like benchmarking and inquiries.
• CXOs: Focus on premium pricing plans, offering high-value features like strategy workshops and executive connects.

Pricing Framework by Role

Elasticity Scenarios and Revenue Impact

Scenario 1: ARs

• Conversion Potential: 100 ARs converting to the Entry Plan.
• Revenue Impact:
• • $20,000 x 100 = $2,000,000.
• Churn Consideration: High churn (~30%) due to price sensitivity.

Scenario 2: Delivery Heads

• Conversion Potential: 100 Delivery Heads converting to the Professional Plan.
• Revenue Impact:
• • $45,000 x 100 = $4,500,000.
• Churn Consideration: Moderate churn (~15%) mitigated through bundled offerings.

Scenario 3: CXOs

• Conversion Potential: 50 CXOs converting to the Enterprise Plan.
• Revenue Impact:
• • $75,000 x 50 = $3,750,000.
• Churn Consideration: Low churn (~5%) as CXOs value premium features.

Monetization Design by Role

1. ARs (Marketing/AR)
2. • Needs: Thought leadership reports and industry webinars for external branding.
   • Monetization Strategy:
   • • Entry-level pricing at $20,000/year.
     • Promote webinar series and limited report access.
     • Upsell custom data cuts for additional revenue.
3. Delivery Heads
4. • Needs: Benchmarking reports and inquiries for operational improvements.
   • Monetization Strategy:
   • • Mid-tier pricing at $45,000/year.
     • Bundle inquiries and benchmarking reports.
     • Offer optional workshops as add-ons.
5. CXOs
6. • Needs: Custom strategy workshops, executive connects, and high-touch engagement.
   • Monetization Strategy:
   • • Premium pricing at $75,000/year.
     • Include unlimited inquiries and quarterly connects.
     • Emphasize ROI through case studies and success stories.

RFM Analysis Visualization

Key Insights

1. Segmented Pricing: Different plans cater to varying user needs, ensuring each role finds value at the right price point.
2. Churn Management: Address churn for ARs by offering low-cost entry plans and upselling additional services.
3. Revenue Maximization: Focus on high-value CXOs and Delivery Heads for premium and mid-tier plans to drive revenue.

When to Charge for Everest Group’s INS ITS Product

The ideal moment to introduce monetization is when the perceived value of Everest Group’s offerings surpasses the perceived price. Below is a detailed framework for identifying the Aha Moments, mapping the user journey, and plotting perceived value and price to determine the right monetization points.

Step 1: Identifying Aspects That Determine Value

Step 2: Competitor Benchmarking

Step 3: Quantifying Perceived Value

Parameters for INS ITS Product:

1. Money Saved:
2. • Average cost-saving potential: 10-15% reduction in delivery costs for BFSI service providers.
   • Example: For a $10M outsourcing project, clients save $1M-$1.5M annually.
3. Time Saved:
4. • Time to decision reduced by ~30% due to access to ready benchmarks and custom advisory.
   • Example: Time savings translate into faster go-to-market strategies or operational decisions.
5. Credibility Boost:
6. • Improved competitive positioning leading to higher deal win rates (~20% increase).
   • Example: PEAK Matrix licensing used in RFPs improves client trust and visibility.

Step 4: Mapping Perceived Value Across the User Journey

When to Charge for Everest Group’s INS ITS Product: Annual Timeline

Adjusting the timeline for a full year provides a more comprehensive view of how perceived value evolves and aligns with the user journey. Below is the updated user journey, perceived value mapping, and milestones for monetization.

Mapping Perceived Value Across the Annual User Journey

Perceived Value vs. Perceived Price: Annual Timeline

Key Moments to Monetize

1. Aha Moments (Months 2-3):
2. • First inquiry submission or workshop participation.
   • Introduce entry-level plans for ARs and mid-tier plans for Delivery Heads.
3. Happy Moments (Months 6 and 12):
4. • Custom workshops, data cuts, or quarterly insights.
   • Promote premium plans for Delivery Heads and CXOs with ROI-focused messaging.

Annual Monetization Timeline

Strategic Recommendations

1. Aha and Happy Moments:
2. • Monetize early at Aha Moments (Months 2-3) to convert engaged users.
   • Leverage Happy Moments (Months 6 and 12) for upselling and renewal strategies.
3. Segmented Plans:
4. • ARs: Charge after 1-2 report downloads or webinar participation.
   • Delivery Heads: Monetize after their first inquiry or benchmark use.
   • CXOs: Introduce pricing after their first strategy workshop or quarterly connect.
5. Annual ROI Demonstration:
6. • Use renewal discussions (Month 12) to highlight tangible outcomes (e.g., cost savings, improved positioning).

What to Charge For: Everest Group’s INS ITS Product

To determine what to charge for, Everest Group must align its core value proposition with the appropriate pricing model. The key is to focus on the perceived value for different user types (ARs, Delivery Heads, CXOs) and choose a model that reflects the product's core currency.

Core Value Proposition of INS ITS

"Providing actionable insights, tailored benchmarks, and strategic advisory services to BFSI service providers, enabling them to optimize costs, improve operational efficiencies, and drive competitive advantage."

Pricing Categories for INS ITS

1. Time-Based Pricing

• Description: Users pay for the ability to access Everest Group’s services over a specific period (e.g., monthly or annually).
• Alignment with INS ITS:
• • Works well for ongoing advisory relationships, where users value consistent access to insights and services over time.
  • Examples: Research portal subscriptions, quarterly connects, annual memberships.
• Applicable Features:
• • Full portal access.
  • Quarterly workshops.
  • Recurring analyst inquiries.
• Use Case: Ideal for ARs and Delivery Heads who need regular access to research and strategic updates.

2. Output-Based Pricing

• Description: Users pay per unit of service or product consumed.
• Alignment with INS ITS:
• • Suitable for add-ons or high-value deliverables that are consumed on a per-unit basis.
  • Examples: PEAK Matrix licensing, custom data cuts, individual workshops.
• Applicable Features:
• • PEAK Matrix licensing.
  • Custom reports or benchmarks.
  • Thought leadership engagements (e.g., co-branded whitepapers).
• Use Case: Ideal for CXOs and Delivery Heads who require specific, high-impact insights tied to unique challenges.

3. Access-Based Pricing

• Description: Users pay for the right to access the service, regardless of usage.
• Alignment with INS ITS:
• • Works for enterprise-wide subscriptions, where multiple teams within an organization need access to Everest’s services.
  • Examples: Organization-wide research portal access.
• Applicable Features:
• • Unlimited portal access for teams.
  • Enterprise plans with no caps on inquiries or workshops.
• Use Case: Ideal for CXOs leading large organizations with diverse needs across multiple departments.

4. Shareability-Based Pricing

• Description: Users pay for the ability to share services or insights across a team or organization.
• Alignment with INS ITS:
• • Suitable for services where collaboration and distribution of insights are critical.
  • Examples: PEAK Matrix licensing shared across multiple business units, team-wide access to workshops.
• Applicable Features:
• • Multi-user access to research reports.
  • Licensing for shared benchmarks or thought leadership content.
• Use Case: Ideal for ARs and Delivery Heads, enabling them to distribute insights across internal teams.

What Should Everest Group Charge For?

Proposed Pricing Models

How Perceived Value Aligns with These Categories

Strategic Recommendations

1. Time-Based Plans for Recurring Revenue:
2. • Anchor annual memberships for ARs, Delivery Heads, and CXOs with tiered pricing based on feature access.
3. Output-Based Add-Ons for High Value:
4. • Monetize high-impact features like PEAK Matrix licensing and custom reports as additional revenue streams.
5. Access-Based Pricing for Enterprises:
6. • Offer organization-wide plans to CXOs leading large firms, bundling unlimited portal access and inquiries.
7. Shareability for Market Leadership:
8. • Price co-branded content and licensing high, as they provide significant external and internal branding value.

How Much to Charge for Everest Group's INS ITS Product?

To determine how much to charge, we’ll explore three pricing strategies based on user segments and value delivered. Each strategy uses tailored approaches to maximize revenue while aligning with perceived value and willingness to pay.

Approach 1: Time-Saved-Based Pricing

• Rationale:
• • ARs: Focused on branding and marketing insights, they derive lower cost savings and time benefits but value streamlined messaging.
  • Delivery Heads: Benefit from operational efficiency gains and frequent use of insights.
  • CXOs: Value strategic alignment and cost savings, driving the highest willingness to pay.

Approach 2: Outcome-Based Pricing

• Rationale:
• • Pricing is tied directly to outcomes like cost savings, improved operational efficiency, or increased deal wins.
  • ARs: Use Everest's insights to refine messaging and branding, leading to smaller but meaningful gains.
  • Delivery Heads and CXOs: Drive large-scale operational efficiencies and strategic wins, justifying higher pricing.

Approach 3: Feature-Tiered Pricing

• Rationale:
• • ARs: Focus on basic, low-touch services like limited reports and webinars.
  • Delivery Heads: Need frequent inquiries and benchmarking for operational improvements.
  • CXOs: Require high-touch services like quarterly connects, workshops, and advanced features.

Comparison of Strategies

Revenue Estimation

• 100 ARs at $20,000 = $2,000,000.
• 100 Delivery Heads at $45,000 = $4,500,000.
• 50 CXOs at $75,000 = $3,750,000.
• Total Revenue: $10,250,000/year.

Insights

1. Adopt Feature-Tiered Pricing:
2. • Simple to understand and aligns with user needs and value delivered.
   • Allows for upselling premium features like PEAK Matrix licensing or custom benchmarks.
3. Justify Premium Plans with ROI:
4. • Use outcome-based messaging to highlight savings, efficiency gains, and strategic wins for CXOs and Delivery Heads.
5. Upsell During Happy Moments:
6. • Encourage ARs and Delivery Heads to upgrade mid-year (Months 6-9) after demonstrating clear value through workshops or inquiries.

At Everest Group, our pricing is presented during a proposal call as part of our tailored onboarding process. This approach ensures that our clients receive a customized pricing structure aligned with their unique business needs and strategic objectives. By integrating the pricing discussion into the proposal call, we can provide detailed explanations of our value proposition, address client-specific requirements, and ensure complete transparency. This high-touch method reflects our commitment to delivering personalized solutions that drive measurable outcomes for our clients.

Analysis of the Slides

Slide 1: Everest Group's Client Journey & Offerings

Key Elements:

• Highlights Everest Group's four key areas of value: Plan, Differentiate, Operate, and Grow.
• Emphasizes the alignment of memberships and custom projects with client needs.
• Mentions key stakeholders such as BU heads, CXOs, and product leaders.

Analysis:

• Strengths:
• • Clearly maps client needs (e.g., "Where is the opportunity?") to actionable offerings.
  • Showcases the flexibility of solutions (fact-based memberships + expert-led projects).
  • Positions Everest Group as a partner throughout the client lifecycle.
• Improvements:
• • Add tangible examples or outcomes for each offering (e.g., "Market opportunity assessment helped a BFSI client achieve 15% growth").
  • Use visual icons or flowcharts to make the "Plan, Differentiate, Operate, Grow" framework more intuitive.

Slide 2: Membership Offerings

Key Elements:

• Lists features of membership programs such as research reports, analyst inquiries, and custom data cuts.
• Provides pricing (e.g., $45,000/year per program).

Analysis:

• Strengths:
• • Comprehensive breakdown of inclusions.
  • Transparent pricing adds clarity for clients.
  • Emphasizes organization-wide access and on-demand features.
• Improvements:
• • Highlight unique aspects of Everest Group’s offerings compared to competitors (e.g., customization, BFSI focus).
  • Add a callout for ROI or specific benefits of using the membership (e.g., "Clients saved $X on average through benchmarking insights").

Slide 3: Standalone Components Pricing

Key Elements:

• Pricing for PEAK Matrix licensing, strategy workshops, speaking engagements, and thought leadership.
• Includes discounted fees for members.

Analysis:

• Strengths:
• • Clear differentiation between standalone and membership-added pricing.
  • Highlights flexibility with à la carte options for bespoke engagements.
• Improvements:
• • Add context about the value of each standalone component (e.g., “Strategy workshops led to X% improvement in decision-making speed”).
  • Include a visual comparison to show savings from membership vs. standalone pricing.

Slide 4: Membership Components Overview

Key Elements:

• Explains individual features like research reports, inquiries, PEAK Matrix licensing, and strategy workshops.
• Mentions specific client outcomes like quicker decision-making and competitive positioning.

Analysis:

• Strengths:
• • Highlights how each component addresses specific client needs (e.g., "So I can… make quicker and more effective decisions").
  • Emphasizes the practical outcomes of each feature.
• Improvements:
• • Use client success stories or testimonials to reinforce credibility.
  • Group features into tiers (basic, premium, enterprise) to show clear progression of value.

Slide 5: Proprietary Data Sources

Key Elements:

• Highlights Everest Group's proprietary database and research capabilities.
• Mentions annual updates through primary outreach and market tracking.

Analysis:

• Strengths:
• • Establishes Everest Group's authority by emphasizing proprietary data.
  • Positions insights as well-researched and up-to-date.
• Improvements:
• • Visualize the data flow (e.g., from research to actionable insights) with diagrams.
  • Showcase examples of proprietary insights that have driven client success.

Slide 6: Report Formats

Key Elements:

• Breaks down reports into three types: market trends, PEAK Matrix assessments, and thematic reports.
• Explains the purpose and content of each format.

Analysis:

• Strengths:
• • Provides clarity on the different report types and their benefits.
  • Aligns each report type with specific client needs (e.g., "market trends for strategy").
• Improvements:
• • Use visuals or icons to differentiate report types.
  • Highlight exclusive elements of Everest Group’s reports compared to competitors (e.g., depth, granularity).

Slide 7: Thematic Reports & Viewpoints

Key Elements:

• Focuses on thought leadership reports that address industry trends and disruptions.
• Examples include case studies and frameworks.

Analysis:

• Strengths:
• • Positions Everest Group as a thought leader.
  • Demonstrates capability to provide actionable frameworks and insights.
• Improvements:
• • Include metrics or outcomes achieved through thematic reports (e.g., “Used by X clients to optimize Y”).
  • Use a sample timeline to show how often thematic reports are updated.

Slide 8: Analyst Inquiries

Key Elements:

• Lists types of inquiries (e.g., competitor insights, market trends, ecosystem intelligence).
• Highlights agility in responding to client needs.

Analysis:

• Strengths:
• • Reinforces the value of analyst inquiries for real-time decision-making.
  • Covers diverse inquiry types to cater to various client needs.
• Improvements:
• • Provide a case study or example of a successful inquiry session.
  • Add visuals (e.g., inquiry workflow or client-analyst interaction).

Slide 9: Custom Data Cuts

Key Elements:

• Explains use cases for custom data cuts (e.g., strategic planning, marketing support).
• Includes examples of specific client scenarios.

Analysis:

• Strengths:
• • Showcases customization capabilities to meet unique client needs.
  • Uses relatable client scenarios to explain value.
• Improvements:
• • Include more data-driven examples (e.g., “This data cut saved Client X $Y”).
  • Highlight the speed or efficiency of delivering custom data cuts.

Slide 10: Licensing Rights (PEAK Matrix)

Key Elements:

• Describes PEAK Matrix licensing and associated deliverables (e.g., publishing rights, custom extracts).
• Lists pricing and member discounts.

Analysis:

• Strengths:
• • Explains licensing as a tool for competitive differentiation and market validation.
  • Provides transparent pricing details.
• Improvements:
• • Add examples of companies that have successfully leveraged PEAK Matrix licensing.
  • Use visuals to show how PEAK Matrix licensing can be displayed across channels.

Slide 11: Strategy Workshops Slide

Key Elements:

1. Content Covered:
2. • Market Overview: Topics like market size, growth, and buyer adoption by geography and size.
   • Competitive Landscape: Insights into competitors' positioning and differentiation.
   • Trends: Emerging trends and their implications for providers.
   • Buyer Adoption: Analysis of buyer adoption of solutions and products.
   • Outside-In View: SWOT analysis comparing providers with industry leaders.
   • Recommendations: Actionable advice and roadmaps for growth.
3. Target Audience:
4. • Sales, marketing, operations/delivery, and business teams.
   • Queries addressed include future growth areas, buyer requirements, and competitive positioning.

Strengths:

• Comprehensive coverage of market insights, competitive intelligence, and actionable recommendations.
• Tailored to specific audience needs, ensuring relevance for multiple business functions.
• Clear value proposition with growth-oriented deliverables.

Improvements:

• Add Case Study: Showcase a workshop that led to measurable results (e.g., improved sales win rates, strategic clarity).
• Visual Improvements: Use icons or visual separators to highlight each component distinctly.
• Clarify Output: Specify workshop deliverables like presentation slides or strategic roadmaps.

Analysis of Speaking Engagements Slide

Key Elements

1. Overview:
2. • Everest Group leaders present industry viewpoints at webinars, panels, or industry events.
   • Focus on problem statements, trends, and solutions.
3. Responsibilities:
4. • Everest Group:
   • • Builds content leveraging research.
     • Collaborates on presentations and provides event promotion support.
   • Sponsors:
   • • Handles logistics, hosting, and promotion activities.
5. Support from Analysts:
6. • Analysts from Data & Analytics and AI Services provide expertise for specific topics.

Strengths:

• Defines clear roles for Everest Group and sponsors, ensuring alignment.
• Highlights the expertise of Everest Group analysts, reinforcing credibility.
• Positions speaking engagements as a tool for market leadership and thought leadership.

Improvements:

• Include Metrics: Add data like audience reach or outcomes (e.g., post-event lead generation).
• Highlight Topics: Include examples of trending topics covered in previous engagements (e.g., “Top 3 innovations in BFSI outsourcing”).
• Visual Layout: Use icons to represent Everest Group’s and sponsors’ responsibilities for better readability.

Overall Recommendations for Improvement and Revisions

To enhance the effectiveness of Everest Group's slides, I recommend the following revisions and improvements:

1. General Recommendations

Add Case Studies and Outcomes

• Include real-world examples showcasing how specific services (e.g., workshops, speaking engagements) helped clients achieve measurable outcomes such as:
• • Increased win rates by X%.
  • Cost savings of $Y million.
  • Efficiency improvements by reducing time-to-decision by Z%.
• Use these success stories to build credibility and showcase tangible ROI.

Enhance Visual Design

• Incorporate icons, infographics, and charts to improve readability and engagement.
• Use color coding or section dividers to group related content and make slides less text-heavy.
• Add client logos or testimonials (with permission) to reinforce trust.

Clarify Deliverables

• Specify what clients will receive from each service:
• • For workshops: Strategic roadmaps, benchmarking reports, etc.
  • For speaking engagements: Presentation decks, audience Q&A summaries, etc.
• Include a section on "What You’ll Get" for clarity.

2. Recommendations for Specific Slides

Strategy Workshops

1. Add Workshop Outputs:
2. • Include deliverables like:
   • • SWOT analysis reports.
     • Market insights decks.
     • Roadmaps for growth.
3. Tailor for Target Audience:
4. • Create customized sub-slides for Sales, Marketing, Operations, and Business teams to show how each function benefits from workshops.
5. Visual Improvements:
6. • Use icons for "Market Overview," "Competitive Landscape," etc., for quick comprehension.
   • Include a timeline or workflow to illustrate the workshop process.

Speaking Engagements

1. Highlight Engagement Benefits:
2. • Add a section on key benefits, such as increased visibility, industry recognition, and actionable takeaways for attendees.
3. Showcase Topics and Reach:
4. • Provide examples of recent topics covered (e.g., "Trends in AI for BFSI") and metrics like audience size or post-event feedback.
5. Visuals and Roles:
6. • Use icons or flowcharts to depict Everest Group's and sponsors’ responsibilities.
   • Include a testimonial or endorsement from a previous sponsor to add trustworthiness.

3. Metrics and ROI

• Add quantitative impact metrics for each service:
• • Workshops: "Clients saw a 20% reduction in decision-making time."
  • Speaking engagements: "Generated X leads or $Y million pipeline post-event."
  • Analyst inquiries: "Delivered Z% improvement in operational efficiency."

4. Simplify Messaging

• Use concise, action-oriented language to emphasize the value proposition.
• Example revision for workshops:
• • Current: “Recommendations: Offers advice on key growth areas and a brief roadmap on how to achieve/unlock future growth.”
  • Revised: “Unlock growth with actionable roadmaps and tailored recommendations.”

5. Position Everest Group's Differentiators

• Consistently highlight what sets Everest Group apart:
• • BFSI-specific expertise.
  • Customization and high-touch engagement.
  • Proprietary data and benchmarks.
• Use comparison tables or visuals to reinforce differentiation against competitors like Gartner, ISG, and Forrester.

6. Incorporate User-Friendly Formats

• Use tabular formats or grids for better readability of services and deliverables.
• Example: For strategy workshops, present components (e.g., Market Overview, Competitive Landscape) in a table with associated benefits and outputs.

7. Improve Call-to-Actions (CTAs)

• Add clear CTAs at the end of key slides:
• • “Contact us to schedule your workshop today.”
  • “Speak to an Everest Group analyst to learn more.”