Case Study
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| Customer Description: |
| • Multi-billion dollar publicly traded company |
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| Industry: |
| • Hardware & software |
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| Business Need: |
| • Understand key market trends and opportunities in emerging markets globally (BRIC and beyond) |
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| Key Challenges: |
| • Large and complex company, operating in 150+ countries globally |
| • Considerable ‘flux’ between HQ staff and field/regional staff; classic/traditional control issues. |
| • Product life cycles are very quick, 20 to 36 months average. Platform lifecycles are 48 to 60 months average. |
| • Company is awash in data/reports/analysis |
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| Strategies/Solution: |
| • Conducted a comprehensive analysis of emerging market sales data, by product category, uniquely reviewing data through novel ‘market filters’ not used before |
| • Built a very detailed and data driven ‘market model’ utilizing our Science of Revenue™ methodology |
| • Prioritized new product launches by country, based on the market model |