Case Study

North American Education Company

Client Objectives

Client had no prior experience of the Indian market and wanted to understand the market by mapping the K12 segment, identify potential target customers and potential investor groups
Company wanted to have a detailed assessment of the industry by building up a comprehensive database
Primary objective of the study was to assist the client to establish an inroad into the Indian K-12 segment with its portfolio of services

Methodology

In-depth research on the education sector with key focus on K12 segment
T&A research indicated the following segments as target customer/investor/partner groups: Private Equity focused on the education segment, Business Groups (who have plans to venture into education & who have set up educational institutions), Focused Educational Groups, Existing Schools, ICT Service Providers, Preschools, Real Estate developers and Architects who have experience in the education segment
A master database of 180 companies/institutions across above segments was prepared along with the key decision makers in each of these companies/institutions
The study was conducted through a funnel approach i.e. creation of a broad master database and then narrowing the list at the second stage based on interactions and feedback from each of the target players

Outcome

T&A contacted prospective target customers and held detailed discussions with the key decision makers and thereby generated qualified and actionable leads for the client