Market Entry project

Market entry strategy for Hi-Tech company

Challenge

After having established a leadership position in its current market category, this company was looking to get into an adjacent category to turbo-charge its revenue growth

Project scope

To validate the hypotheses that the internal team had about the new category that they wanted to enter and create a framework that outlined the key factors for the entry strategy to succeed

Timeline

4 weeks: To validate the hypotheses with external parties such as analysts and customers as well as to create a framework of factors that the client needed to consider before making the final decision about entering the adjacent category

Outcome

The project is currently underway

Impact

The project is currently underway

Mobile project

Mobile SFA solution for Consumer Products giant

Challenge

Due to the lack of a mobile solution, the field sales teams in one of the world’s largest consumer goods companies were completely dependent on their distributors to get sales and inventory information. This led to widespread gaming of the sales metrics and an inaccurate view of the overall business at the corporate level.

Project scope

To design the user experience of a mobile solution, validate it with the end-users, build the solution on one of the latest devices available in the market and roll it out to the field

Timeline

Phase 1 – Total of 12 weeks: 3 weeks to design and validate, 5 weeks to build and test and 4 weeks to roll out and train the users

Outcome

The project was successfully completed within the planned timeline and budget. The biggest challenges were:

  1. Managing the change within the sales teams to ensure that they understood the benefits of the new solution
  2. Developing the solution on an early release of a new mobile platform which ensured exciting uncertainty on a daily basis

Impact

The sales teams were empowered with fresh information that was supplied daily from their corporate systems. More importantly, they were able to capture inventory information and customer feedback offline and synch these with their corporate systems whenever they got back online. This resulted in significantly higher transparency about the business results and a motivated and empowered salesforce.

Other Highlights

  1. The solution was voted as one of “Top 5 most innovative” solutions developed anywhere within this large, global corporation
  2. After the initial success in one country, the solution was rolled out to 65 more countries and is currently in daily use in those markets