US Market Strategy

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Summary

A Fortune 100 company hired us to conduct an analysis of the US Market to determine the growth opportunity areas over the next 5 years to deliver $3B in accretive growth.

Context and Complexity

  • Portfolio of over 20,000 products

  • Complex distribution and channel strategies by market by product

  • Product management capabilities were light and disconnected from actions happening in market

  • Product strategy and innovation not aligned with customers and market

  • Lack visibility into competitive landscape and position - no impact/influence on product innovation or strategy

Actions

  • Assessed US Market to determine projected growth opportunities

  • Worked with product management across thousands of products to determine core capabilities delivered to the market

  • Mapped product categories to growth opportunities

  • Completed exhaustive competitive analysis across product categories and market segments

  • Determined "ability to execute" in each opportunity zone - ability to capture value/revenue

  • Built supporting financial model with 5 year projection of opportunity

Outcomes

  • Analysis revealed very low capability to capture growth areas of the US market based on company position/products.

  • Lead to 3 acquisitions over the following 12 months to strengthen position in capturing growth opportunity.

  • Feedback from sponsors: "Better than McKinsey."

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