SaaS Product Strategy: Identifying $109 Million in Potential Annually Revenue
International Professional Services
Background
Our client, a major global consultancy firm, sought to innovate and differentiate its services by introducing a disruptive suite of self-serve automated professional services products. They recognized the potential of emerging technologies, including AI and Big Data, to drive substantial revenue growth and secure a competitive advantage in the market. However, they needed expert guidance and a robust strategy to successfully adopt and implement these solutions.
We assembled a hand-picked team of cross-functional experts to thoroughly understand the customer needs and the firm's priorities. Our initial focus was on conducting comprehensive research and data analysis across 20 countries to identify potential opportunities to drive Annually Recurring Revenue (ARR) by solving persistent problems. We interviewed dozens of senior leaders across financial services, technology, manufacture and other verticals for a fresh view on the customer perspective and first-hand accounts of the shortcomings of their current solutions. We then aligned this information with the firm’s global expertise and resources to architect a portfolio of SaaS-based AI solutions to serve the high-impact needs of these industries.
By combining insights from customer research, market trends, and technology expertise, we designed a cutting-edge, self-serve suite of automated professional services products. This disruptive online platform would revolutionize the way the firm's clients accessed and utilized their services, creating unmatched competitive differentiation in the industry.
Armed with a well-justified and data-driven product strategy, we presented our recommendations to the Global Executive Leadership. The suite of products forecast potential annual recurring revenue of over $100 million provided a strong business case, and our client was enthusiastic about becoming a pioneer in the adoption of AI/ML, SaaS, and other emerging technologies.
The successful execution of this work opened the firm’s eyes to the possibilities of innovative market leadership, propelling renewed digital investment ahead of their competitors in the consulting domain. The disruptive business model and differentiated offerings would cement their position as a top choice for clients seeking modern and efficient professional services. Over time, the new product suite would significantly contributed to the firm's revenue growth and enhanced its reputation as a trailblazer in the industry.
Digital M&A Strategy: Seizing Opportunities for Growth and Competitive Edge
National Technology Services
A prominent technology company sought to accelerate its growth and maintain a competitive edge by expanding its digital services through strategic mergers and acquisitions (M&A). To achieve this, they needed a comprehensive digital M&A strategy that could identify high-potential targets and align them with the company's growth targets and competitive advantage improvement.
Drawing on our previous work mapping the customer wallet of mid-market enterprise stakeholders, we conducted rigorous market research and analyzed the competitive landscape. We interviewed dozens of executives to understand how well the company's current service footprint aligned with customer expectations.
By synthesizing the customer themes, quantitative market data, and growth targets, we identified areas for investment with the highest likelihood of generating a strong return on investment (ROI) and improving the company's competitive advantage. Working collaboratively with finance specialists, we evaluated and prioritized high-profile Digital Service M&A targets based on their strategic fit, growth potential, and financial viability. We continued to implementation, engaging the targets directly and leading to a formal offer for acquisition.
The company's leadership team received a well-structured and data-supported digital M&A strategy that provided clear guidance on pursuing the most promising targets. Armed with this roadmap, the company was confident in making informed decisions and seizing opportunities for expansion that aligned with its vision for growth and innovation.
By executing the digital M&A strategy, the company successfully identified latent gaps in their service portfolio, as well as key digital service providers in the market to fill those gaps, enabling them to broaden their service offerings and deliver on their customers ‘whole product’. This strategic initiative helped executive leadership to solidify the company's position as a leading player in the digital services market.
Customer Experience & Brand Strategy: Elevating Stakeholder Satisfaction and Growth
Reputed Educational Institution
A prestigious educational institution wanted to enhance its customer experience and strengthen its brand positioning to attract and retain students, faculty, alumni, and industry partners. However, they lacked a data-driven approach to measure and prioritize customer sentiment across various stakeholder groups and were in need of an actionable customer acquisition strategy to drive growth.
To address the client's challenges, we assessed the senior leadership's priorities, analyzed the needs of different stakeholder groups, and studied consumer behavior best practices. Utilizing these insights, we developed a data-driven program design tool to quantify customer sentiment across multiple dimensions derived from open-ended stakeholder feedback, enabling ongoing tracking and analysis.
By implementing a systems-approach to customer acquisition strategy, we defined the customer acquisition flywheel, identifying key success factors and points of influence. This strategic framework highlighted areas where the institution could allocate resources effectively to maximize overall benefit and satisfaction for students, faculty, alumni, and industry partners. Additionally, I provided brand recommendations and outlined immediate investment opportunities in programs and brand/marketing initiatives.
Armed with a refocused customer acquisition strategy, the data-driven program design tool and the customer acquisition flywheel, the institution was able to raise new funding for strategic development in excess of 300% of the value of our project. Leadership now has a clear roadmap to allocate resources efficiently and prioritize initiatives that would have the most significant impact on stakeholder satisfaction and growth.
By leveraging the program design tool, the institution was able to monitor and enhance the customer experience for various stakeholder groups, leading to higher levels of satisfaction and engagement. This, in turn, bolstered the institution's reputation and brand positioning, attracting top talent, strengthening industry partnerships, and ultimately contributing to its continued growth and success as a leading educational institution.
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