‹ Success Stories

Foxtrot Papa

Audience understanding to improve content impact.

Sapio has been a wonderful partner to work with. They listened closely to our business goals and objectives and created a research design that best fit our needs.

Jamie Bothwell
Director of Marketing (Northern Europe)
DocuSign

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The brief

Foxtrot Papa, an automotive content and experience agency wanted to raise their visibility among Comms Directors and Brand Directors in the Automotive sector. Foxtrot Papa needed to create their own thought leadership that demonstrated their understanding in their target market’s customer base and collect insights that would enable them to offer better counsel. So, Foxtrot Papa set out to potentially explore a number of topical issues but didn’t have direct access to their clients’ customer base.

Creating their own thought leadership that demonstrated their understanding in their target market’s customer base

Workshops and interviews with insights used as a basis for a launch event

What we did

After leading a number of workshops we focused on a topic that was both future facing and would generate information to overcome sales objections. We got around the lack of direct access to their clients’ customer base by selecting a topic that was relevant to the whole of the UK adult population, and using our specially selected panel partners. Once we had an agreed questionnaire, we completed over 1,000 interviews with UK consumers in less than a week. Outputs were reported in several stages, initially via Excel data tables with an annotated presentation highlighting significant differences and story lines, followed by additional data cuts. Sapio met again with Foxtrot Papa to run through the results and brainstorm on the storyline for the report, written by Sapio, which Foxtrot Papa typeset and used as a basis for a launch event with supporting social content.

The outcome

The event drew a packed house for a panel discussion formed off the back of the insights. The event was a lever to invite both current and potential clients not only to attend but participate in the panel too. The Electric is Now report received coverage in both the automotive and marketing press. It also resulted in a direct lead at the event itself.

A packed house for a panel discussion

‹ Success Stories

Whirli

Discovering engaging headlines that convince parents about the benefits of using the novel toy-sharing service.

We were very pleased to discover their approach to developing and building out our brief and delivering additional assets to the project.

Tom Leeson
Industry & Value Marketing Strategist
OpenText

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The brief

Whirli is a unique and new to the market toy subscription service. Consumers pay monthly for different sized ‘toy boxes’; they choose their toys and their children play with them at leisure. When toys are got bored of, grown out of or forgotten, they are sent back for a new set and so on, helping to reduce costs and waste. At the end of 2018 they started a trial service run with customers who had registered their interest with the service. At this same time Whirli were looking to run some research with parents of children aged 0-7 in order to generate some headline stats which could be used to showcase the importance of reducing, reusing and recycling toys. Whirli were also hoping to understanding a bit more about how their target audience buy, manage, play and dispose of toys. The brief included full questionnaire design and collaboration, a 2,000-consumer survey plus analysis.

Generating headline stats which can be used to showcase the importance of reducing, reusing and recycling toys

Questionnaire design and an online survey reaching 2,000 parents of 0-7 year olds

What we did

Sapio met with Whirli in the first instance for a brainstorming session. This helped Sapio to understand exactly what was required and informed the questionnaire design process. The research had been pre-thought out and consequently there was flexible and sufficient timings to allow for a well-researched questionnaire design phase. Sapio created the first draft, then worked with Whirli and their own PR agency to refine the questions. Once this was finalised, fieldwork commenced using an online survey to reach 2,000 parents of 0-7 year olds.

The outcome

The findings have been used in numerous ways – both to talk to news outlets with, for Whirli’s own marketing messaging and on their website, showing just how versatile a single research project can be.

The findings have been used in numerous ways

As a novel start-up in a poorly-researched space, we needed to validate the problems Whirli is solving. Sapio Research were fantastic partners from start to finish – creative in brainstorming angles, careful in designing the questions, and rigorous in analysing the results. The research brought a wealth of insights, backed by hard figures, for our business decision making and for us to talk about publicly in the press.

Nigel Phan
Founder
Whirli
‹ Success Stories

Flight Club

Helping an agency succeed their campaign to increase visitors at the hand of trend spotting online quantitative research.

When insights are required to drive engaging content that delivers actual business outcomes, Sapio have been invaluable.

Tom Buttle
Managing Director
Made by Chameleon

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The brief

A themed London based bar wanted to launch the brand in new cities and locations. It wanted to do this in an elegant, on-brand way that wasn’t just another bunch of London luvvies demanding adoration from ‘the regions’ but instead ensured that the brand weaved itself into the local communities.

Launching the brand into the local communities

Geographically and profile targeted online quantitative research

What we did

To support the findings of focus groups in the cities of the planned launches, we undertook geographically and profile targeted online quantitative research to confirm some of the trends and local nuances, as well as getting more of an understanding of the culture.

The outcome

Identified tier one and two media and influencers were invited to the London venue before returning to their own location as advocates. The Agency then built bespoke creative themes to fit the fabric of each city and made sure that the right people turned up to the launch. ‘Flight Club Characters’ played by actors, brought the brands’ philosophy of fun, invention, luck and surprise to life.

During the Manchester campaign they increased traffic to Flight Club’s booking areas by 53%, saw 25,000 visit the Manchester page on launch day, and generated 487 pre-bookings in two months. They also generated 76 pieces of coverage.

The Agency has since been nominated for a CIM award for best use of Data and Insight – SME

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Increase of booking areas
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Visits on launch day
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Pre-bookings in two months
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Pieces of coverage
‹ Success Stories

Praxis Medicare

Understanding market opportunity for an AI-driven digital healthcare technology solution.

When insights are required to drive engaging content that delivers actual business outcomes, Sapio have been invaluable.

Tom Buttle
Managing Director
Made by Chameleon

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The brief

The start-up Praxis Medicare was looking to understand the market opportunity for a digital healthcare technology solution. Designed to help organisations (particularly SMEs), the system, which is based on historical healthcare data, uses Artificial Intelligence (AI), plus employees’ responses to help minimise absenteeism, improve engagement, increase staff retention levels and attract high calibre members of staff.

The advanced digital health risk analytics programme was awarded a grant by Innovate UK to test its commercial feasibility as it fitted into the Government brief of:

  • improving patient outcomes
  • offering new approaches to healthcare that transform its delivery
  • reducing the demand on the health system

This feasibility project specifically set-out to understand the required tonality of an AI proposition and its resonance if the output was Productivity/Econometrics based or Employee Engagement/Retention focused.

Understanding the market opportunity for a digital healthcare technology solution

A series of exploratory in-depth face-to-face interviews and a quantitative research phase

What we did

A series of exploratory in-depth face-to-face interviews, using professionally developed customer journey stimulus and story boards, were completed to explain the concept and help to understand the potential issues and perceived benefits. This was then complemented by a quantitative research phase to validate the findings and help develop a go-to-market strategy. Particular insight was provided around dashboard UX/tonality, price point analysis and the characteristics that prospects needed to exhibit. All of the interviews were completed with business managers in high churn industries with specific responsibly for HR and talent acquisition.

The outcome

The project gave Praxis the evidence it needed to meet the review criteria of Innovate UK, the insight required to develop the system further and a route map to take the solution to market.

‹ Success Stories

Jungheinrich

Power Buy the Hour - Using audience understanding to get true impact and innovation.

Sapio research were a brilliant partner for our Electric is Now project, helping us hone the perfect survey to tap into UK consumers’ barriers, motivators and sources of influence when it comes to the purchase of electric vehicles. The resulting report has formed the linchpin of our agency’s new business strategy, with the accompanying launch event generating many leads, one of which has been converted into a piece of new business already!

Hannah Baker
Marketing and New Business Director
Foxtrot Papa Agency

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The brief

Jungheinrich, the leading intralogistics solution provider in Europe wanted to understand the market opportunity for an initiative, using the UK as a test bed. It was an entirely new truck acquisition and charging model based on the use of Telematics data; a technology which has the possibility of redefining the short term rental market for Fork Lift Trucks. Project requirements were two fold, not only generating strategic insights, but also forming part of a thought leadership campaign.

Understanding market opportunity

300 interviews with managers and directors responsible for Fork Lift truck fleets

What we did

Working with Jungheinrich to map out and define the challenges, using the principles of design thinking, Sapio designed the project. Sapio completed 300 interviews with managers and directors responsible for Fork Lift truck fleets. The research, which looked at three key principles of innovation: Desirability, Viability and Feasibility, highlighted the issues that would both encourage and inhibit adoption.

The outcome

The research showed how the complex proposition could be broken down, developed and marketed around three key pillars:

  1. Emotional Innovation
  2. Functional Innovation
  3. Process Innovation

It provided a route map that helped Jungheinrich evaluate the opportunity. The report included price point analysis, recommendations on the proposition structure and tactics on taking the product to market. Within the first six months, a new app was created and launch targets smashed. The pilot launch quickly identified internal training requirements, led to business restructuring and redefining of the brand promise. The new proposition was adopted throughout Europe within nine months. An amazingly agile response from a global giant.

Discovery of 3 marketing pillars

Coverage success

The new proposition was received well by market influencers with many pieces of coverage such as in Logistics Manager. The supporting PR campaign was one of the client’s most successful, even before it pitched its Thought Leadership paper.

The insight findings were presented at the Market Research Society (MRS) conference “Driving Transformation Through Insight”. The presentation summarising key findings is available as a download. A White Paper on the research and proposition is available as a PDF report with the findings published by Research Live.

‹ Success Stories

Maths – No Problem!

Enabling a disruptor in Education Publishing.

We were very pleased to discover their approach to developing and building out our brief and delivering additional assets to the project.

Tom Leeson
Industry & Value Marketing Strategist
OpenText

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The brief

Maths – No Problem!, a family owned publisher offering a teaching maths for mastery programme consisting of a print, digital and CPD offering, is on the brink of becoming one of the biggest disruptors in its space.

As the only provider to be approved for the Government’s Maths Mastery programme (a £41 million Government investment, match funding mastery textbooks for 8,000 Primary Schools), Maths – No Problem! wanted to fully harness this opportunity, whilst maintaining the integrity of its programme. Maths – No Problem! wanted to understand the competitive landscape, what drives schools to choose its programme, what’s working well and understand areas for potential improvement. Although the feedback needed to be from users, it couldn’t be a conventional customer survey as the users are not yet experts in the new maths system; their opinions needed to viewed from a different perspective as Maths – No Problem! drives programmes that will impact the leaders of tomorrow.

Understanding the competitive landscape, what drives schools to choose its programme, what’s working well and understand areas for potential improvement

Twelve tele-depth interviews

Solution

A phased, mixed methodology was designed which complemented the customer immersion work already being undertaken by the organisation. Twelve tele-depth interviews were conducted with maths leads in new and old accounts that covered a range of primary school demographics. While many findings were expected a number threw a curved ball into the understanding of the competitive landscape. The programme progressed to the quantification stage as planned, but upon reflection of the insights its focus was quite different. There followed 147 online interviews were subsequently conducted online.

The outcome

Not only did the programme produce a raft of insights relevant to product development needs, but insights around platform UX, marketing campaigns and customer service were also identified. The results solidified current thinking and took it way beyond the project’s initial objectives; the qualitative stage alone being credited as being more helpful in terms of strategy development than the outputs of a conventional consultant commissioned a little earlier.

Although the use of the insights is in its early stages, Maths No Problem! is already well on the way to smashing renewal and new business targets, and its Net Promotor Score is outstanding. It’s also won the IPG Independent Publishing Award for Education Publisher of the year 2017 and the disquiet among competitors suggests that it’s a disruptor to be reckoned with.

The Maths — No Problem! Primary Series is now the only recommended textbook for schools on the mastery programme.

The Maths — No Problem! Primary Series is now the only recommended textbook for schools on the mastery programme

‹ Success Stories

Kingsmill

Making a relevant and lasting impact to support the launch of a new line of products, enhancing the baker Kingsmill’s reputation.

We wouldn’t hesitate to recommend Sapio Research to any other organisation.

Gemma Spinks
Director
Neo PR

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The brief

Make a relevant and lasting impact to support the launch of a new line of products, enhancing the baker Kingsmill’s reputation. The original research stats needed to be a foundation, highlighting a problem upon which a partner influencer could base their story and go onto sharing handy lunchbox hints and tips aimed at the target audience.

Making a relevant and lasting impact to support the launch of a new line of products

An online survey with 1,000 UK parents

What we did

After checking the research participants and question structures were relevant for the kind of headlines sought we conducted a quick online survey with 1,000 UK parents. The team were new so we not only pulled out the results verbally but popped into the agency to give them a quick master class on how to read data tables.

The outcome

A snappy press release and briefing of media influencers lead to wide coverage in the Daily Mail and discussions on Good Morning Britain and Mumsnet, so comfortably meeting client KPIs.

Wide coverage

‹ Success Stories

DocuSign

Demonstrating DocuSign's thought leadership and ability to aid global Digital Transformation by helping them understand what consumers expect.

As a novel start-up in a poorly-researched space, we needed to validate the problems Whirli is solving. Sapio Research were fantastic partners from start to finish – creative in brainstorming angles, careful in designing the questions, and rigorous in analysing the results. The research brought a wealth of insights, backed by hard figures, for our business decision making and for us to talk about publicly in the press.

Nigel Phan
Founder
Whirli

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The brief

To demonstrate DocuSign’s thought leadership and ability to aid global Digital Transformation, by helping them understand what consumers expected from organisations and the challenges they faced. The study needed to understand whether there was a gap between expectations and execution, how these differed by region and where priorities lay.

Demonstrate DocuSign’s thought leadership

Understanding the state of the market and evaluate the issues that were being uncovered by the research

What we did

Initially a UK only study was conducted to test the campaign approach, understand the state of the market and evaluate the issues that were being uncovered by the research. These were then reflected in a global study of over 10,000 consumers and 2,000 Business Decision Makers in: Legal, HR, Sales, Finance and IT Departments across 10 countries. A common set of questions for all the markets was used along with country specific questions for added local insight.

The outcome

Results from the study were developed into a White Paper by Made By Chameleon, presented through Webinar’s and discussed at a round table event with senior executives from key accounts and featured across different media channels such as The Raconteur.

A White Paper discussed at a round table event with senior executives

As a novel start-up in a poorly-researched space, we needed to validate the problems Whirli is solving. Sapio Research were fantastic partners from start to finish – creative in brainstorming angles, careful in designing the questions, and rigorous in analysing the results. The research brought a wealth of insights, backed by hard figures, for our business decision making and for us to talk about publicly in the press.

Nigel Phan
Founder
Whirli
‹ Success Stories

BW

Initiating a conversation to understand what was causing gender imbalance in the Fit Out sector.

Sapio Research were a pleasure to work with, Jane was quick to pick up on our specific needs and turn around our complex, multi-national, small business research in a matter of days. We look forward to having the opportunity of working with her and the wider Sapio Research team again in the near future.

Michael Stovell
Commercial Manager
BCSG

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The brief

BW was aware of the gender “in balance” that existed in the Fit Out sector and wanted to initiate a conversation by understanding what was causing it, what could be done to help improve the situation and how more women could be attracted into the Industry. The initiative needed to be positive, focused on the importance of “balance” and be something that key employers in the industry could align with.

Initiate a conversation by understanding what was causing gender imbalance

A series of workshops with women of different ages and seniority from the range of disciplines

What we did

A series of workshops with women of different ages and seniority from the range of disciplines that make up the Fit Out Industry: Architects, Project Managers, Quantity Surveyors, Office Designers, Mechanical and Electrical (M&E) consultants etc. The workshops, which were run under “Chatham House”, rules set out to: understand the issues, identify potential sources of prejudice and identify ways in which the industry could be promoted in a more positive light. While convectional facilitation processes were used these were complemented by projective techniques to help make the outputs as creative as possible.

The outcome

A different perspective on the causes of the gender “in balance” challenges facing the industry and a series of actions that could be taken to help improve the situation. Combined with the momentum and goodwill engendered by the workshops BW was in an excellent position to lead a campaign and help bring about change in the Fit Out Industry.

A different perspective

‹ Success Stories

OpenText

Generating insight that to help position OpenText as thought leaders on Digital Transformation and Industry 4.0 in the Manufacturing sectors in the UK and Nordics.

We were very pleased to discover their approach to developing and building out our brief and delivering additional assets to the project.

Tom Leeson
Industry & Value Marketing Strategist
OpenText

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The brief

To generate insight that would help position OpenText as thought leaders on Digital Transformation and Industry 4.0 in the Manufacturing sectors in the UK and Nordics. The research needed to be insightful, build on what was already published, be interesting enough to present as part of OpenText’s Innovation Tour in London and Stockholm and provide collateral for a White Paper.

Generate insight that would help position OpenText as thought leaders

Extensive secondary research to identify topics

What we did

Extensive secondary research to identify topics and issues that had already been covered – and were trending – and then, in conjunction with OpenText, developed themes that would benefit from further original research. The original research needed to build on what was known, be of interest and help OpenText establish a Point of View.

The outcome

A telephone research study of 150 “C” suite decision makers that identified the drivers and challenges manufacturers were experiencing on their Digital Transformation journeys. While technology was a challenge it wasn’t necessarily the one people expected and the study also identified a whole new set of people orientated challenges that hadn’t necessarily been anticipated – the new skills shortage. The results were presented as part of OpenText’s Global Innovation tour, developed into a Thought Leadership piece and summarised in an Infographic.

Identified undiscovered challenges

As a novel start-up in a poorly-researched space, we needed to validate the problems Whirli is solving. Sapio Research were fantastic partners from start to finish – creative in brainstorming angles, careful in designing the questions, and rigorous in analysing the results. The research brought a wealth of insights, backed by hard figures, for our business decision making and for us to talk about publicly in the press.

Nigel Phan
Founder
Whirli