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Following, some of the challenges we have successfully solved at PrimeChange:
Product portfolio analysis
Our client had a history of significant success in the telecom industry, manufacturing network equipment. However, their new optical equipment division had been struggling for nearly 3 years to be profitable.
After our initial analysis, it became apparent the company was mostly investing in the right products, but with the wrong timing. There was a significant problem with differentiation from their competitors too. The portfolio was unbalanced, with too many products looking too far into the future. The few products selling well had unclear plans concerning upgrades and evolution. We interviewed key staff, including product managers, engineers and high management staff. We found out there was a problem to bring new ideas into products.
PrimeChange implemented and streamlined a new process that would facilitate bring new ideas into potential products and product enhancements. We recommended to close three of the companies products and concentrate resources on further differentiating the current "cash cows" of their portfolio. After our market research, we recommended to start investing in two particular areas we identified with potential medium-term demand.
Sales channel management
The client came to us looking for new ways of increasing sales. It was apparent sales were strong, except in their APAC region. While other regions mostly employed direct sales or distributors that worked very closely with our client, that was not the case in India, China, Taiwan, Korea and Japan. Having recognized that some of their competitors had experience the biggest growth in some of these markets, that was a serious concern.
At PrimeChange we proposed a sales structure that replaced over a period of 9 months all the direct distributors by a internal sales workforce. In addition, we introduce a small team of local product managers that would support the local sales force interact between the headquarters' R&D team and the client, constantly gathering requirements specific for that region.
After the change was implemented, sales in APAC surged 120% in the second year.
Location Based Services
One of the main network operators in central Europe used PrimeChange's expertise to plan their strategy concerning the technology to use, services to offer and target market segments to provide location based services based on assisted GPS (A-GPS).
We provided a complete business plan which the company is now using to deploy LBS services during 2009.
Satellite Navigation Technology
A leading European chipset maker turned to PrimeChange to obtain additional market intelligence on the evolution of satellite navigation systems. Their goal was to assess whether to stick to GPS or to invest in adding new technologies to their position calculation engine. And if so, when.
PrimeChange's unique combined business intelligence and technology knowledge drafted a 3 year detailed plan, including the progressive adoption of new satellite navigation systems (GLONASS) and other sensors, P&L analysis and an additional 2 years follow-up strategy. Our client, satisfied with PrimeChange's approach, is currently at the end of the first year and is already recognizing several key competitive advantages brought by the timely adoption of PrimeChange's solution.
Innovation policy
One of the fastest growing Eastern European governments was in need of defining an unambiguous long-term R&D strategy. Our strategic insight and socio-political know-how was used to concentrate the efforts on three particular areas: education policy, R&D strategy and investment policy.
We provided a new curriculum that stressed science and engineering disciplines. We provided a process to dynamically cap the access to non-technological undergraduate and graduate disciplines to those with real vocation. This systems will create internal competition in high-tech subject matters such as biotechnology, telecommunications and engineering, producing more specialists in these fields. The plan was linked to a smart and simplified taxation policy that attracts foreign (and local) capital which can make use of the local talent in these selected technological fields.
Go to market strategy
A leading Spanish food distributor chain wanted to expand in Eastern Europe. It relied on PrimeChange's marketing and strategic capabilities to successfully invest in an unknown new market.
At PrimeChange we understand the challenges of international business. We worked with local distributors in the target markets and adapted the company's supply chain to meet the local needs. After our marketing research was completed, we recommended acquiring one of the small but steadily growing local food distribution chains, instead of setting up shop as a newcomer. This represented the right compromise between ensuring growth and minimizing risks.
Today, the company has successfully performed the acquisition. It recognizes the new acquisition is going to be a key element in attaining the €50M turnover expected for this year.
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