Market Assessment and GTM Strategy for online lingerie portal

KEY QUESTIONS.

  • What is the market size and opportunity for lingerie – online vs. offline? How is the market growing and what are the key growth drivers?
  • What is the competitive landscape? Detailed profiles of competitors
  • What are the trends in consumer buying behaviour and preferences?
  • What should be the Go-to-market strategy for launching and online portal?

APPROACH.

  • 20+ In-Depth Interviews with industry experts and competitors to understand the market dynamics and trends
  • 250+ customer surveys across segments to understand buying behaviour, trends and preferences

RESULT

  • The client is executing the Go-to-market strategy as proposed by us and acting on recommendations

Farmers’ perception and challenges on plant population for rice seeds; Agri-products

KEY ISSUES

  • Farmers’ perception on increasing plant population
  • Challenges and benefits of this practice; as well as the trade-off between them
  • Awareness and willingness to adopt this approach
  • To understand the experience of farmers in using the plant population tool, its impact on yield realization
  • Understanding of farmers who got company assistance versus who did not
  • Other suggestions on the tool

APPROACH

  • 14 in-depth interviews and 180 surveys were conducted with farmers in a UP district
  • Analysis was done on the data collected from farmers to provide key recommendations to the client

RESULT

  • The insights from the survey helped the client understand the challenges faced by the farmers
  • The insights were further presented to the management team for brainstorming on the population tool

Preparing an Organization for the next wave of growth.

KEY QUESTIONS

  • A sales organization, with limited end-to-end manufacturing view
  • Weak manufacturing team, had no sync with corporate and sales team
  • Vision and values of organization were not reflected upon workforce
  • Lack of focus on human resource

APPROACH

  • A three pronged approach towards assessment of Business Process, Organization and People
  • Defined KRAs, KPIs and communication channel for existing teams
  • Proposed new organization, aligned with business processes

RESULT

  • Senior management was able to focus on the strategic and long term vision, ~60% reduction on time spend in day- to- day activities
  • A strong manufacturing arm with production rise of 75% over a period of 1 year

Approach towards Organization restructuring

South India market entry in cPVC pipes and fittings

KEY ISSUES

  • What does the market look like by state, district, channel, products and customer type?
  • What is the brand positioning of the company? What channel strategy should be adopted keeping in mind the customer preferences?
  • What is the competitor’s marketing and distribution strategy? How does the customer purchase the product?

APPROACH

  • 100+ Competitor Interviews
  • 500+ Channel Interviews
  • 300+ Customer Interviews

RESULT

  • The research was helpful for client to design a go-to-market strategy for the new product launch

Impact of digitization on Australian automotive dealers and way ahead

KEY QUESTIONS

  • How has consumer buying behaviour changed?
  • How is internet changing the dynamics of car buying in Australia?
  • How will the digitization impact the role of manufacturers and dealers in the sales and after sales process?
  • What are some of the success stories in digitization of automotive dealers?

APPROACH

  • Secondary research was done to understand the key trends
  • Interviews with some top dealers to understand the success stories in digitization and capability building

RESULT

  • The client, one of the largest chain of automotive dealerships, was able to apply the learnings from the study to create their own digitization strategy

Expansion strategy for a Medical products manufacturer

KEY QUESTIONS

  • What are the products which would be strategically most suitable with the current portfolio?
  • What is the market size and what are the growth factors for the shortlisted product categories?
  • What are the profiles of the key players in the shortlisted product categories?
  • How is the margin structure of the shortlisted product categories?

APPROACH

  • Interviews with purchase department personnel of leading hospitals (chains)
  • Interviews with supplier / agents / company sales people
  • Interviews with competition & Secondary research

RESULT

  • We helped client in shortlisting 5-6 product categories and expand its product portfolio in medical products based on market size, growth trends and competitive landscape assessment

Helping a US based university explore alliance options with Indian universities

SCOPE

  • Understanding the overall market landscape of Indian higher education
  • Exploring the current alliance scenarios and the universities currently having foreign alliances
  • Estimating the overall demand for foreign alliances among Indian universities
  • Identifying key decision factors of Indian universities looking for foreign alliance

METHODOLOGY

  • Expert interviews
  • Interviews with university decision makers (50+)
  • Detailed secondary research and market sizing estimations
  • The schools were covered across 4 fee brackets and tier-I,II and III cities

RESULT

  • The research helped our client
    • to understand the key decision factors used by Indian universities
    • choose a suitable alliance partner for higher education

Business model validation for a niche player providing physical education services in the K-12 space

SCOPE

  • A 360-degree analysis of the business model of the company
  • Specific deep-dive areas were the following:
    • Market sizing of the potential market including detailed segmentation and competitive landscape
    • Willingness of parents and schools to try out new physical education programs
    • Profitability and scalability analysis of the business model of the firm
    • Sales & marketing and operations assessment with respect to the strategic requirements of the firm

METHODOLOGY

  • Detailed market assessment was carried out including market research activities to schools (1500), parents (350) and teachers (100)
  • Study of the market dynamics (Stakeholder Analysis) and focus on key forces which are going to influence the industry as a whole
  • Restructuring of the organization and developing processes and systems

RESULT

  • A 30% increase in the top of the mind recall of the brand and 20% increase in the willingness to try a new program after implementing the recommended sales and marketing initiatives

Digital sales channel strategy for an Indian healthcare IVF chain

KEY QUESTIONS

  • What is the potential of digital sales in IVF? How is it growing?
  • What are competitors doing in digital space? What are their strengths and weaknesses?
  • What should be the lead generation and content marketing strategy?
  • What is the customer purchase behaviour online?

APPROACH

  • 30+ In-Depth Interviews with industry experts and competitors to understand the market dynamics and trends
  • 100 customer surveys for target audience to understand buying behavior, trends and preferences

RESULT

  • The client implemented the digital sales channel and  generated significant sales from digital marketing and content

Talent Sourcing Strategy for a leading IT services player in India

SCOPE

  • Understand the employment outlook in organized sector in the IT services sector
  • Market understanding:
    • Talent pool size
    • Compensation Analysis
  • Stability Analysis:
    • Stability Framework Creation
    • Compensation Analysis

METHODOLOGY

  • Build a framework for creating a strategy of sourcing stable talent
  • Creating a stability model for identifying candidates that seek stability in their careers (among other incentives)
  • Interviews with industry executives
  • Secondary research and government data

RESULT

  • The research helped our client create a long-term strategy for sourcing talent
  • Stability modeler was used for hiring long-term prospects