Case Study
Navigating Market Shifts in Online Learning & Development Platforms
Challenge
A leading online learning platform, was experiencing a gradual decline in market share and sought to understand the underlying reasons for customer attrition. They engaged us to conduct a comprehensive analysis of the e-learning landscape, with a particular focus on identifying current customers of competing platforms. The goal was to uncover why clients were migrating to alternative providers and to benchmark against evolving customer expectations.
Our Approach
Market Benchmarking & Competitor Intelligence
We began by identifying key decision-makers across major organizations in a variety of industries. Our research prioritized companies with significant investments in learning and development - specifically those spending $250,000 or more annually on e-learning solutions, with a core focus on organizations exceeding $1 million in spend.
Expert Sourcing & Rigorous Screening
Our team sourced 180 highly relevant experts over a four-week period, including CTOs, CIOs, CISOs, and CFOs - each with direct, recent experience in evaluating or procuring e-learning platforms. Every expert underwent a detailed 10–15 minute vetting process to ensure credibility and firsthand insights into selection criteria, pain points, and switching behavior.
Confidential Consultations & Anonymity Protection
To preserve strategic confidentiality, we facilitated blinded one-on-one consultations between the client’s internal teams and the experts in our network. The client’s identity remained fully anonymous throughout, minimizing market speculation and safeguarding competitive positioning - especially critical in this space where competitive intelligence leaks can have long-term ramifications.
Deliverables & Impact
- 35 consultations facilitated over 4 weeks
- Detailed transcripts of all expert calls provided for internal reference
- Strategic insights into customer decision-making processes and competitor strengths
- Improved alignment with evolving industry expectations and best practices
The findings enabled our client to fine-tune their product strategy and customer engagement models, informed by real-world perspectives from enterprise buyers across key global markets.
