Business Services
Deep expertise with the following sectors
- Equipment rental
- HR services and staffing
- Learning/education
- Outsourcing firms (beyond HR)
- Professional services
- Supply chain and logistics
- Other providers of B2B services
Improving revenue performance within the context of these market challenges
- Identify and prioritize the most important growth markets, segments, products, channels and customers
- Develop and execute a go-to-market model that is properly aligned against the priority growth opportunities
- Improve the effectiveness of the sales, marketing, and customer service organizations
- Shape the messages to each customer segment
Case Studies
Consumer Products and Retail
Current Challenges in the Industry:
- Increased price transparency and product availability across channels now drive buyer purchase decisions
- Sales are shifting to e-channels and local retailers
- Increased input cost volatility prevents attaining expected margins
- Retailers want significant trade investment and innovation from manufacturers
We help clients improve their performance in these areas
- Rapid and agile evolution of go-to-market strategy and capabilities
- Increased digital marketing, merchandising and selling skills
- Strengthened integration of marketing, sales, finance and supply chain functions to address rapid planning, execution and course-correction
- Agility and flexibility in adjusting channel strategies to address shifting and fluctuating consumer demand
- Continuous focus on pricing and revenue growth management to ensure an optimal balance in volume/share, revenue and profit contribution growth
- Use of predictive/prescriptive algorithms and advanced analytics to achieve predicable outcomes and understand drivers of profitable growth in an omni-channel world
Case Studies
Financial Services and Payments
We work with clients in the following sectors:
- Consumer banking, finance, and mortgage companies
- Payment card issuers, acquirers, gateways and networks
- Payment service providers, processors, retailers and e-commerce companies
- FinTechs, technology, and risk management service providers
- Corporate and institutional banks, as well as public-sector financial entities
- Wealth management, broker dealer, and asset management firms
- Insurance companies and others in the benefits and payer-provider sectors
We provide a tailored assistance in the following areas:
- Market/customer insights and go-to-market growth strategy
- Sales productivity and commercial effectiveness
- Digital/mobile capability enhancement
- Organizational and team performance enablement
- Pricing analytics and optimization
Case Studies
Healthcare
Deep expertise with the following sectors
- Diagnostics and laboratory services
- Healthcare IT, data analytics, revenue cycle and other services,
- Medical devices, equipment and suppliers
- Non-acute facilities and providers
- Other related sectors
Providing a tailored assistance in the following areas:
- Growth planning
- Commercial effectiveness
- Referral marketing
- Market assessment and entry/penetration strategies
- Channel partner management
Case Studies
Industrial Products and Services
We serve clients in a number of segments, including:
- Building products
- Engineered products
- Equipment manufacturers
- Finishing and assembly
- Paper and packaging
- Specialty chemicals
- Industrial services
- Industrial distribution
- Auto parts aftermarket
- Utilities / Energy
We help our clients with the following growth issues:
- Identifying market forces that are changing the growth dynamics as well as the attractiveness of markets and segments
- Entering new market spaces to expand the core at the right time
- Managing offerings, pricing, service levels, and sales efforts across segments to optimize profitability
- Understanding the “sweet spot” in the market and competitive position by listening to customers and other market participants
- Optimizing channels and sales approaches to cost effectively address key customer segments
- Building sales skills to create a high-performing sales organization
- Creating strong linkages between sales and marketing, especially to ensure a steady stream of new leads and customers
Case Studies
Technology, Media and Telecommunications
We serve clients in a number of segments, including:
- Analytics/data businesses
- Cybersecurity
- Data center/ cloud and managed services
- IT professional and managed services/VARS/distributors
- Media – publishers, advertising, omnichannel, programmatic
- Software/SaaS
- Technology and web-centric businesses and services
- Technology services
- Telecommunications/UCaaS/ CCaaS– wireline, wireless, satellite
We offer assistance in the following areas:
- Altered paths in the customer journey
- Omnichannel buying
- Internet of Things
- Transparency of vendors, third-party metric aggregators, and social media
- CAPEX to OPEX
- Predictive analytics
- SaaS pricing challenges
- Growth complexities
