Case Study

Industry Analysis: Cloud Management Solutions

Market Sizing, Competitive Positioning Analysis, and Voice of Customer

Overview

Unique Engagement Model:
Using GLG's engagement model, our client gained access to a former Microsoft executive with 30+ years of experience. This accelerated the "get-smart" phase of diligence and ensured final insights were nuanced with first-hand expertise.

Targeted Scope, Precise Methodology:
GLG partnered with our client to pinpoint the critical investment thesis questions, designed a research approach consisting of 10 expert calls and a survey of 100 customers, and helped deliver a 75-page report within two-and-a-half weeks.

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Challenge
A private equity client conducting acquisition due diligence wanted a market study of cloud management solutions utilized by managed service providers (MSPs) and enterprises.

Key questions included:

Total addressable and serviceable market size estimates
Competitive positioning, threats, and M&A trends
Customer dynamics, key purchasing criteria (KPC), stickiness, and demand drivers

The GLG Approach
GLG assembled an engagement team led by a former commercial due diligence consultant from a top-tier firm, along with a 30-year former Microsoft executive who served as an advisor. During the two-and-a-half-week effort, the GLG team coordinated:

10 expert calls from the competitor and customer perspectives
A survey of 100 IT decision makers

Outcome
GLG's team helped provide a 75-page report about market sizing, competitive landscape, and customer dynamics. Given market tailwinds the diligence team uncovered, the client gained confidence in the investment thesis to proceed with the transaction.

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