What we do
Our consulting expertise in our industrial platforms is focused on working with leadership teams to enhance growth and margin through detailed understanding of:
- Products, applications and adjacencies
- Customer behavior and segmentation
- Competitive environment
- Market structure, dynamics and “right to win”
- Coverage and go-to-market strategies
Products, applications & adjacencies
We believe that understanding our clients’ products and services and how these are used by their customers is fundamental to driving any growth agenda. We focus on understanding:
- What are the customer applications and how are our clients’ products and services used in these applications?
- How do customer applications differ by sector and segment?
- How do our clients’ products match up against their competitors’ products?
- What are the opportunities for our client to address adjacent applications and what product modifications and developments are required?
Customer behavior
Understanding customers through primary research and interviews is key to developing any growth agenda. One of our core strengths is in undertaking detailed and relevant interviews using experienced consultants to address:
- What are customers’ key purchasing criteria?
- How do these criteria differ by customer segment?
- What customer segmentation does this different behavior drive?
- How do our clients’ products and services meet these criteria?
- And particularly – how do our clients’ products and services compare to competitors?
- What are customers’ unmet needs?
- What are customer key purchasing channels?
This understanding drives key recommendations on customer segmentation, customer targeting, product/service positioning and channel optimization to improve customer value.
Our clients see our disciplined interview process coupled with our industry expertise as a key differentiator enabling us to engage with our clients’ customers to drive unique insights.
Competitor analysis
Competitor analysis helps to validate space size, understand key trends in the market, quantify organic growth opportunities and identify potential acquisition targets.We focus on:
- Mapping out the competitive environment
- Understanding their key products and services
- Understanding the competitors’ strengths – in terms of sectors, geographies and products and services
- Understanding unmet customer needs
- Identifying potential acquisition targets
Market structure/dynamics
We combine our primary research with strong analytical capabilities to quantify the size and growth of the market. We focus on:
- Understanding the drivers of demand
- Quantifying the size and growth of the overall market
- Segmenting the market by application, product, sector and geography
- Using this segmentation to identify the segments where our clients have a “right to win”
- Understanding the drivers of demand and the market trends
We use this capability both for driving our clients’ market growth as well as undertaking commercial due diligence.
Coverage strategies
We work with our clients to develop actionable and measurable go-to-market strategies that:
- Identify the right coverage model for the target segments and identify the purchase channels in those segments
- Help define the split between direct and indirect channels and, for indirect channels, help to identify appropriate third party channel partners and distributors
- Quantify the most appropriate direct sales force and account management structure required
- Define the salesforce territories