HOW TO IMPLEMENT NEW STRATEGY SUCCESSFULLY
Create a bridge between Strategy and Implementation
Creating a solid insight and knowledge platform for strategy implementation
Typical reasons for challenges
- Strategy its foundation on macro economic trends and feels fluffy
- People have challenges in defining how strategy meet their daily responsibilities
- People feel disconnected from company and its direction
- People struggle to see the purpose and meaning, how their daily work contribute to the large picture, customers and society
- Need for clarity and prioritization
How can we help?
Clear and Transparent view to where we stand
Bottom-up 180 Perspective Change is about understanding where we stand, what are the customer developments that show in Turnover and other financial measures. Our approach is to concentrate on what is happening with customers and markets, which is an approach that offers shared view to what is important. This view has the power to unite people, give purpose and empower them. Having a shared narrative and transparency is a must for strategic story telling. With our help, it is easy.
Connecting Topsight strategic intention and everyday operations
According to multiple researches, majority of employees don't really understand their employer's strategy and don't see how strategy should influence their everyday activities. There is a great disconnect between management and staff.
We are helping with this challenge with bottom-up analytics and tools that create a bridge between strategy and customer management. All data, risks and prospects have their foundation on individual customer IDs and you can look at the data with single account views as well as aggregated by eg. industry classification or strategic segments. When the same data steer all internal levels and stake holders, it is easier to create synergies and collaboration, succeeding together. This is about driving change that makes sense.
Show practically, how strategy meets customer growth goals
We address this challenge with bottom-up approach in which we define with algorithms how much potential there is in an individual company by different offerings. In this example majority of billing comes from Business Group 3 offerings, primarily two offerings. The growth however, is available with cross-selling Business Group 1's offering and upselling Business Group 2's offering.
This is customer level intelligence that is distributed to salespeople via CRM. Each account has advice about how to discover upselling and cross-selling opportunities. This will help sales define how they approach customers and meet their goals.
Powerful tool for Sales & Marketing Collaboration
Make priorities clear
Different business sectors and industries represent very different types of potential and opportunities. In some industries you can serve customers with large variety of services, and in others with just one or two. Defining where the growth is available and accessible is an imperative foundation for strategy design. This analysis gives you broad view towards question: "Where's the money?"
Monetary potential is one thing, the next is about timing. What market changes represent risks and opportunities to us? Are your target customers non-compliant, on addressable, obtainable of active markets. Learn more here
How to prioritize by speed to money? Overcoming Friction
In both customer industries and offerings there is a great variation in demand. We need to understand market conditions that we are addressing. Active market is the easy part, because these customers are asking RFIs and RFPs and can be recognized from analytics. The hard part is to make a difference between markets that are out of our reach, addressable market that doesn't have the product fit and only consume resources. Or, to discover that we can innovate something that moves customers from Addressable market to Obtainable markets and by doing so expand the size of potential growth and market share victories. The value of this analysis is strongly dependent on outside-in data and insights
Customers in Obtainable Markets have the product fit, but they are not actively looking for answers. How we catch their attention, get them to pay attention and start considering is a path to growth and market share. This is powerful insight for the 3-5 year strategy period outline and foundation for eg. OKR development.
Discover how to segment customers by value & prospects
Our standard approach is to create a segmentation based on current value (Annual Revenue Per Account = billing/year) and growth potential. This will help you recognize Farming customers, which have no growth potential as well as strategic, Growth and priority new customer acquisition targets. The customer typology is an invaluable source of insights for strategy design, account development and customer care model design. Note! This map wil look very different in industry and business sectors. Some might be driven by large corporations with millions in potential and others could reprsent SME's that require different approach to channels and resources.
Learn more here
Designing solutions from Offering Portfolio
When companies have grown organically and with M&A they have also developed new offerings and offerings may have very different position in their offering life cycle. Some might work on saturated and declining markets and others in growth markets.
When we are analyzing history with time series analysis and aggregating potential by offering, we are likely to discover offerings that have been in the sidelines of strategy, but hold very tempting prospects. By segmenting customers, we will be able to recognize growth potential with bottom-up and outside-in perspective. This is great for strategic story telling, creation of solutions from existing portfolio and recognition of competitive advantages.
Need based segmentation is a tool for discovery for use cases and growth potential. These use cases and strategic segments offer great platform for creation of objectives and defining Key Results to go after. This type of data also gives very clear advice for activity and value proposition development, Customer Journey Design and Customer Lifecycle planning. It builds a shared platform for offering, marketing, customer facing organization and management.
Shared view for Management, Offering, Sales and Marketing
How we can help you succeed?
Fast and low effort
Quick start with data dumps. Low datamaturity requirements. Easy to use for sales and Contact Center
Facts and evidence based approach. Concentrate on what is happening with customers and markets. Connect strategic intent and customer management as well as offering together
Capability to analyze markets by industry segments and by offerings. Readiness and Risk tools help you discover drivers of risk and opportunities
Purpose and Unity
Shared and common tools to collaborate and succeed together. This approach brings people together and unite them with shared perspective and objectives
Measure what matters
We all speak one language, money. Everything is analyzed in monetary perspective to steer attention
Direct link between strategy and deployment
Our platform help you connects strategy directly to implementation. Tools monitor change and stay tuned with the markets.
Book a demo, intro & sparring
Let's have a discussion. We can show you the demo and would love to discuss about your challenges and how we could possibly help you.