Procurement in Pharmaceuticals

Analysis improves enterprise’s social network

A benchmark assessment improves the go-to-market strategy for an Enterprise Social Network.


Our international information technology services client had an Enterprise Social Network (ESN) that supported document sharing and instant messaging. The company also used it to centralize information used for research, which ultimately increased business performance. The client had leveraged its global presence and cloud technology expertise to expand a powerful software-as-a-service (SaaS) solution but needed to ensure the solution was priced competitively and that features were properly aligned.

Imagining IT Differently
Imagining IT Differently

ISG performed a benchmark assessment to ensure price competitiveness and to challenge the price structure, gaining insight into the ESN market in EMEA and North America and understanding how the ESN product’s features, services and support, contract and prices were positioned.

Future Made Possible

  • A detailed market analysis of vendors selling ESN as a core business and vendors selling ESN as an add-on to a broader portfolio and their very different go-to-market strategies
  • A clear vision of a market where ESN products frequently start out with a low-scale operation published prices frequently differ from negotiated prices
  • Identified strengths and weaknesses of the client’s solution
  • Improved go-to-market strategy