APPROACH
based on proprietary Customer-Focused Business System.
DISCOVER
discover customer value through systematic, quantitative, multi-dimensional customer understanding.
CREATE
capture discovered customer value through customer-focused product development and management.
DELIVER
deliver created customer value through go-to-market, marketing, sales and support strategies and operations.
REALIZE
realize business value by organizing the entire business around discovered, created and delivered customer value.
100+
Number of Clients
10+
Client Countries
250+
Number of Assignments
$100B
Attributed Client Profits
2
Segments Created
VALUE DISCOVERY
discover customer value through mechanism-level, bottom-up, inside-out, quantitative customer understanding.
SCOPE
Starting with use cases and through a series of inquiries, analysis and validations, acquire mechanism-level, quantitative understanding of customer technology, production, operations, economics, management, markets and forecast. Synthesize such understanding into systematic and actionable customer value drivers sufficient to define products. Related suites of methodologies and skills.
SITUATIONS
Works best if the client target customers or segments use (or are projected to use) client products to create quantifiable value. Such situations widely exist in B2B technology, manufacturing, energy sectors.
SUITABILITY
Startups contemplating market-fitting products or planning product-market fit; mature businesses attempting to re-align product offerings with existing markets or to open new markets; investors evaluating businesses for product-market fit.
DELIVERABLES
Complete mechanism-level quantitative understanding of how and why client target customers or segments use client products; actionable value drivers sufficient to define products; through questionnaires; assessments; interviews; substantive discussions; reports; training.
VALUE CREATION
capture discovered customer value through customer-focused product development and management cycles.
SCOPE
Based on discovered customer value drivers in Value Discovery. Define product and solution. Define, develop, iterate and deploy technologies. Manage product development, launch and life cycles. Related suites of methodologies and skills.
SITUATIONS
Works best if a client has successfully completed the Value Discovery process or is in possession of equivalent, and is in the process of building the technologies and solutions to deliver the discovered customer value.
SUITABILITY
Startups productizing technologies that fit the market; mature businesses rebuilding or improving product offerings that fit existing or new markets; investors evaluating businesses for product-market fit.
DELIVERABLES
Market requirement documents; product definition documents; technology definition documents; market requirement and customer validation schedules and methodologies; go-to-market and marketing strategies and collaterals; complete set of product management cycles documents; through templates; questionnaires; assessments; interviews; substantive discussions; analysis; reports; training.
VALUE DELIVERY
deliver created customer value through go-to-market, marketing, sales and support strategies and operations.
SCOPE
Continued market validation throughout product development phases. Go-to-market with strategic customers. Articulation of customer value. Sales cycles and sales funnels. Value-based pricing. Market adoption and expansion. Collaterals hierarchy, development and construction. Marketing and sales roles. Digital marketing.
SITUATIONS
Works best if a client has successfully completed the Value Discovery process or equivalent and is in the process of the Value Creation process.
DELIVERABLES
Market validation framework, planning and execution; value validation with strategic customers; sales cycle planning and sales funnel construction; value-based pricing framework, strategy and communication; market adoption and expansion planning and execution; value proposition, marketing and sales collaterals for various channels; digital marketing strategy and setup; through templates; frameworks; analysis; worksheets; reports; training.
VALUE REALIZATION
organizing the entire business around discovered, created and delivered customer value.
SCOPE
Create and maintain a value-driven, customer-focused business and organization that is at its optimum valuation. Corporate or division strategy. Long- and mid-range strategic planning and roadmapping. Customer-focused R&D, manufacturing, marketing, sales and service planning and execution. Building and re-aligning internal supporting operations. Digitization and other infrastructure. Financial operations and planning. Business valuation optimization and presentation. Special package on locating, preparing for, convincing and working with investors.
SITUATIONS
Works best if a client has successfully completed the previous processes or equivalent, or if a client is preparing for fundraising or being acquired.
SUITABILITY
Businesses seeking transformation into true value-driven, value-offering, customer-focused organizations. Business seeking financing or being acquired.
DELIVERABLES
Strategy summary and detailed descriptions documents; execution action plans; training and handholding through entire engagement period; part-time executive assignments; fundraising or acquisition strategy, planning and execution; related internal and customer-facing presentations and communication.
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