ICT-enabled projects are complex undertakings involving large human and financial capital investments which at the same time contain the potential to transform future business operations. For this reason, every business case requires validation at the earliest possible opportunity, because an erroneous decision regarding the solution’s foundation will only be magnified as the project continues to evolve. To address this risk, organisations undertake independent project reviews, develop solutions architectures, run market scans, conduct vendor profiling, perform marketplace sizing and definitions, market intelligence, environmental scans, analyst reviews, and industry impact assessments.

By whatever name you call it, your organisation can now increase its level of confidence in strategic ICT project decisions and avoid the ivory tower of aggregated global industry analysis in the Asia Pacific region. Longhaus’ Last Mile Markets solution, based on a validated market scanning and industry research methodology, delivers proven strategic support to Australian-based end-user and vendor organisations; from the first local mile of procurement to the last global mile of adoption.

For End-Users

Doing business in a global ICT economy from within Asia Pacific is often encumbered with barriers not found elsewhere in the world; your first mile of technology adoption is most often your ICT vendors’ last mile of support. This disconnect has consequences at every point of the ICT adoption cycle from internal ICT policies, pre-procurement considerations, upgrade paths, customisations, through to ongoing support, supplier viability, and centralised vendor management. Longhaus’ Last Mile Markets assesses peer organisations to identify potential commercial-off-the-shelf product solutions, their suppliers, and market alternatives, including open source, plus other key insights not available through globally oriented ICT research offerings. Last Mile Markets:

• PROVIDES quantifiable assurance for major ICT project decision-support and analysis to assist in the development of supplier selection and negotiation strategies.
• DELIVERS a comprehensive solution for end-users seeking to identify suppliers capable of delivering and supporting solutions within their region.
• SUPPLIES a representative cross-section of solution options available from a defensible list of suppliers to use for early market engagement, market sounding and market creation.
• PRESENTS a clear understanding of the local state-of-play of global ICT adoption and supply including future trends and emerging solutions within the market that organisations can leverage now, or in the future.
• IMPARTS independent implications and recommendations for increasing the strategic fit of ICT solutions to business requirements and organisational capability, facilitating business transformation and increasing the leverage of existing solutions from the marketplace.

For ICT Vendors

Asia Pacific markets often represent the last mile for sales and marketing for international vendors operating in the region. It is the final 10% of the journey from distant corporate headquarters, and R&D facilities oriented towards the traditional economies of North America and Europe. Conversely, for local vendors it is a long road to achieve visibility on the radars of foreign-based multi-national analyst houses. Different adoption patterns, market education, competitive intelligence, and thought leadership are all valid and necessary reasons to undertake in-country research activities. Longhaus’ Last Mile Markets can differentiate your products and services based on deeper understanding of the contextual issues, drivers and functionality requirements of your end-user customers in Australia and near shore markets. Last Mile Markets:

• IDENTIFIES quantifiable business pressures, barriers, and market forces driving change in end-user markets.
• DISTINGUISHES how end-user organisations are addressing these changes with a localised and independent view of current adoption intentions.
• ARTICULATES key success factors for particular solutions based on real end-user experiences of customised implementations within the local market.
• SUMMARISES vendor intelligence and positions as they pertain to specific ICT solutions to assist in short- and long-term planning for competitive risk identification.
• PROVIDES local recommendations, analysis, and positioning support upon which to align targeted ICT solutions for regional specific ICT solutions, sales, and marketing strategies. 

Solution Coverage

The Australian 50 provides industry analysis based on single-language, single-solution-domain primary data collection from industry-specific organisations within Australia and New Zealand. The Australian 50 is designed for organisations seeking customised decision support through reporting of key local market trends, identification of solutions and suppliers, and ratification of adoption drivers and barriers through comparison with equivalent end-user organisations. These results are further contextualised through secondary research of supply-side industries including interviews with local ICT vendors or end-users. 

The Australian 100 provides industry analysis based on single-language, single-or-multi-solution-domain data collection from both industry-specific and adjacent organisations from within Australia and New Zealand.  The Australian 100 is designed for organisations seeking all the outcomes of the Australian 50 along with improved decision support through an increased sample, addition of market sizing, and detailed vendor assessment, plus product profiling using the Longhaus Pulse Methodology^TM.

 

The Global 50 provides industry analysis based on multi-country, single-language, single-solution-domain data collection from industry-specific organisations. The Global 50 is designed for organisations seeking customised decision support through reporting of key global market trends aligned to the local market, identification of solutions and suppliers, and ratification of adoption drivers and barriers through comparison with equivalent end-user organisations. These results are further contextualised through secondary research of supply-side industries including interviews with local ICT vendors or end-users.

The Global 100 provides industry analysis based on multi-country, multi-lingual, single-or-multi-solution-domain data collection from both industry-specific and adjacent organisations. The Global 100 is designed for organisations seeking all the outcomes of the Global 50 along with improved decision support through an increased data sample, addition of market sizing, and detailed vendor assessments including local vendors, and product profiling using the Longhaus Pulse Methodology^TM.

 

Last Mile Markets allows organisations to engage an in-region perspective for analysis and decision support for major ICT purchases, pre-tender reviews, or marketing and strategy development. The service provides coverage for each side of the ICT economy through research into both demand-side markets and supporting supply-side industries.

Through a series of pre-defined project deliverables, Longhaus delivers unparalleled transparency in decision-making by leaving behind both a framework and foundation of research that allows organisations to manage their portfolio of existing suppliers or competitors, as well as providing a lens through which to assess emerging vendors as they present to the organisation over time.

Last Mile Markets is the final word for vendors seeking international support to establish added value by undertaking research involving a broad scope of the local market to provide account management and marketing teams with additional sales qualification data for emerging ICT solutions and disciplines, and their prospective clients.