In-depth investigation of discrete opportunities
GROWTH OPPORTUNITY ASSESSMENT
Ensuring the growth of your business requires continual evaluation and cultivation of new opportunities.
We can help.
CLIENT SUCCESS STORY
Evaluating a developing market
Client Situation
A Fortune 500 technology firm was considering a CEO-level initiative in an hot developing market; it had potentially related assets spread across the firm and wanted to evaluate the overall strategic opportunity to create a $1B+ revenue business.
Ananya Approach
Ananya led a cross-functional team tasked with preparing a strategy to enter the market, including market sizing, customer perspectives, an assessment of the firm’s assets, strategic options, financials and a phased playbook for execution.
Results
Our client was able to rule out a major investment in the market based upon our team’s findings. None of its disparate assets were positioned for success as a cornerstone product, nor were there reasonable prospects of bundling its other assets to create a compelling offering. Lastly, it was too late to move on prospective acquisitions (that had become far too expensive).
MATURE MARKETS GROWTH STRATEGY
Finding growth can be a challenge as markets mature.
We partner with you to discover opportunities.
CLIENT SUCCESS STORY
Winning in an maturing market
Client Situation
Growth was slowing for a Fortune 1000 software company’s main product—was this the result of secular market decline, or from competitors stealing share?
Ananya Approach
We combined competitive intelligence to understand the growth rates and product plans of our client’s primary competitors, with 100 touchpoint interviews with IT decision makers, to assess expected future purchases and vendor preferences—yielding a rich, multi-dimensional answer.
Results
While market growth was indeed slowing, we uncovered a specific segment that was attractive for targeted investment, and pinpointed the value proposition needed to address customer needs. We also identified how one competitor was targeting this segment, allowing our client to launch a competitive selling program to stem defections.
STRATEGIC PLANNING
Our consultants have deep experience leading senior executives through team-based strategic planning processes.
We can help you decide where to play and how to win.
CLIENT SUCCESS STORY
New management refreshes a maturing start-up’s strategy
Client Situation
A technology company had enjoyed great success as a start-up, but growth was slowing. The board had recently brought in new management, which engaged The Ananya Group to lead a strategic planning effort to refine the company’s strategy.
Ananya Approach
Ananya designed and facilitated a series of workshops which led the executive team through a cascade of choices around strategic aspiration, where to play and how to win. It also worked with several client teams to develop a fact base to support the strategy process.
Results
The workshops and analysis allowed the executive team to clarify the company’s strategic position, set a new aspiration, filter through competing options and settle on a strategy. It was able to take the resulting plan to the board and get approval.
PRICING STRATEGY
A good pricing strategy can maximize profits.
We can help find the right model for you.
CLIENT SUCCESS STORY
Transitioning to SaaS pricing
Client Situation
An up-and-coming enterprise software firm was rapidly gained new customers, but its cumbersome pricing model was burdening the sales process and leading to inconsistencies across customers. It needed a new approach.
Ananya Approach
Ananya led a series of workshops which developed and evaluated a spectrum of candidate pricing alternatives, product bundles, and the financial impact of each option, all within the context of our client’s objectives. We also built out the final selected pricing model.
Results
Our approach helped the company reach agreement to transition to a much-simplified SaaS pricing model. Once the model had been chosen, we built a simple pricing tool that could be used easily by the salesforce during customer negotiations.
ADJACENT MARKETS GROWTH STRATEGY
Adjacencies can offer a compelling expansion path to supplement your traditional core business.
Our research and experience can identify which opportunities to grasp, and which ones to avoid.
CLIENT SUCCESS STORY
Evaluating an adjacent market services opportunity
Client Situation
The competitors of a professional services firm had been making aggressive acquisitions in an adjacent, but ill-defined market space. Should it make its own thrust into this new service area?
Ananya Approach
We began by mapping the structure, size, growth and key competitors in each segment of the adjacent market. We then fielded touchpoint interviews with buyers of our client’s services to learn whether they were also purchasing the adjacent services, and if so, whether they would consider our client to be a credible alternative provider.
Results
We found three services in the adjacent market that were both widely used, and for which our client was considered by prospects to be a viable provider. Our client was able to present these results at its annual partners’ meeting to build approval for both organic and acquisition-based forays into the new areas.
We are a boutique management consulting firm, known for melding competitive intelligence and customer research with strategy to deliver practical recommendations for our clients.