Business
Challenge:

  • The client is a multinational corporation specializing in software, services, and productivity solutions.
  • They offer training for learners on their technologies through third-party organizations at a discounted price.
  • The client identified a decrease in utilization of training offerings and higher expiration of awarded training in a few regions.
  • They wanted to perform a cannibalization study to understand the impact of multiple other free training offerings in reduced utilization.


 

TurnB Approach


  • Data Gathering
    Gathered data from different sources for formulating the logic.
  •  
  • Consolidation report of all training deliveries reported by partners.
  • Consolidated list of all training provided by other offerings.
  • Comprehensive list of training activations at the Customer Level.

Logic Creation

  • Studied multiple other free product offerings and shortlisted the ones that have the potential to directly impact the training program.
  • Brainstormed and identified the key metrics for comparison to understand the potential cannibalization effect.

Insights and Analysis

  • Conducted a deep dive analysis of the training data across regions and multiple product offerings.:
  • Calculated ratio of different types of courses trained through multiple training offerings.
  • Deep-dived and validated the cannibalization effect on regions where training utilization was the lowest.
Approaches background
Infograph

Implications

We have validated that there is a cannibalization effect on the current training program due to multiple other training offers.

Observed a lower utilization and higher expiry rate in regions where training through other channels was dominant.

 

Implementation of necessary remedial solutions across impactedregions increased the training utilization by 1.5x; the expiry rate reduced by 30%

 

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