Two words sum up our strategy mantra. Segment and focus. Whether you are a small on-line services company or a large Software/Hardware/Services vendor, you can only gain superior profit and growth performance by providing, communicating and capturing value that is above and beyond your customers alternatives. Two key mechanisms to achieving this are:
- Identify (or create) your sources of differentiation and structure your offer around those, deliver, communicate, and build on them, relentlessly
We use both qualitative and quantitative methods & tools to understand what is happening in the business and with the market. Then we prove or disprove hypotheses and assumptions about the opportunities/problems and the potential solutions.
External insights and analysis
Understanding your customers and competitors (alternatives) is essential to adoption, growth and profit in any market. But this is especially true in high-tech markets where the focus on technology and engineering of products and services can supersede what customres value and what will be adopted by them.
We have proven techniques for identifying the relevant segments in your marketplace, understanding unmet and unspoken customer needs, defining and quantifying value, identifying frames of reference, and uncovering key buying behavior and purchase patterns. We have worked with both new and innovative products/services where there is little to no benchmark data, and we have also worked with products and services in more established markets. The type of research needed varies drastically from one to the other.
Inhale market intelligence, Exhale market strategy Professor Dan Gray, Babson College
Internal insights and analysis
For those clients that have an existing established business, we have found that our clients gain valuable insights and make better /more profitable decisions when they can view their own customer, transaction and deal data through specific lenses and then visualize what is happening both at points in time and over time. When that is combined with research and insights about customer behavior and needs as well as competitor behavior and position, it provides the kind of intelligence and signposts that can allow a company to get to the next level, or survive a sudden change in the game.
Beware of an average and never trust a total Brad Bray, VP of Revenue Management, Ceridian.
