industries
Data & Information
The value of data across all businesses, including Technology & Media, is only increasing (especially recently with the rise of generative AI). As a result, data and information businesses specifically focusing on this aspect of the value chain have become ubiquitous. As these companies seek to reinforce and grow their position, their main challenge is often to evolve from providing data and insights (and, in many instances, analytics and professional services) to embedding themselves in their clients’ workflows and decision-making processes, resulting in sustainable and defensible growth.
Our team has significant experience guiding companies towards changes that deliver significant and durable impacts, pulling all the critical business levers including strategy and product roadmaps, go-to-market, partnerships, performance improvement plans, and enablement programs.
What we do
Growth strategy
Developing 3-year strategic roadmaps and initiative evaluations (opportunity identification and assessment, new business development, organic growth performance improvement drivers, M&A and partnerships)
Value proposition development and product roadmaps
Optimizing near- and long-term product-market fit by realigning and future-proofing product roadmaps and investments with major market and customer needs, in light of competitive and ecosystem dynamics and technological innovations
Go-to-market strategy and execution plans
Determining the most effective ways to acquire and serve customer demand; building optimal combinations leveraging channel opportunities, field sales approaches, inside-sales motions, and product-lead growth – creating specific strategies, customer and channel propositions, and execution playbooks
M&A strategy & value creation roadmaps
Buy-side support: investment thesis development, target identification, due diligence, deal execution support
Integration support: pre-acquisition integration planning, synergy identification and planning, post-merger integration
Sell-side support: investment narrative, company positioning and roadmaps, management presentation, 3- to 5-year financial models
Value creation roadmaps: designing growth strategies aiming to maximizing value creation and shareholder outcomes
Pricing strategy, program, and performance optimization
Driving profitable growth and long-term customer value by developing differentiated pricing capabilities encompassing optimal pricing structures, metrics, and processes
Channel and ecosystem strategy and program development (including managed services)
Maximizing market reach and commercial impact through the identification of high-potential channel and strategic ecosystem partners and development of partner propositions and programs that foster long-term mutually beneficial partner connections
Customer/buyer insights and development of sales playbooks
Capturing the voice of customer across decision-makers, influencers, and end-users, to develop highly actionable leads and sales insights and deliver detailed playbooks (narrative, stakeholders, proposition, pricing)
Customer economics and route-to-market optimization
Maximizing long-term growth and profitability by developing customer-level economic KPIs to optimize acquisition channels and costs, service models, and overall customer segment prioritization
Marketing effectiveness
Supporting CMOs as they determine how to optimize spend, especially given new user challenges and the changing roles of technology platforms and major media companies (data and segmentation, evaluation of existing solutions, KPIs, budgeting and mix, optimal partner ecosystem, organization)
Sales effectiveness
Maximizing ROI of sales investment by enhancing the full sales funnel management, processes (prospecting, lead generation and qualification, customer engagement strategies and coordination, etc.) and organization (territories, goal-setting, incentives, etc.), delivering high impact performance improvement plans
Operating model transformation and organization development
Redesigning organizations, processes, and operating models to meet the requirements from major industry shifts and digital transformation
Data & Information segments
Audience measurement Shopper insights Consumer insights Media & consumer metadata Retail data Automotive data Weather data & API Medical & scientific publication and information Legal information Accounting & taxes Financial data & information Consumer data management & compliance
Impact examples
Example #1
Consumer insights company
Growth strategy including product portfolio, pricing, and new customer segments
Example #2
Weather data platform
Strategy to create a new advertising platform targeting enterprises
Example #3
Metadata and content services
New business strategy and go-to-market, leveraging established metadata assets to build new product set
Example #4
PE-backed Data & Information solution
Defined the company’s 2.0 strategy, leading to new revenue growth through expanded sales coverage models, pricing and packaging improvement, sales incentives, and expanded product suite. In addition, we defined the company’s 3.0 strategy, which involved the migration of the company’s product suite into digital products and services
Example #5
Global data and measurement company
Defined the strategy for growth, including new products, innovations, sales approach, and pricing that would improve revenue and cost performance, while positioning the company to more effectively address the needs of an evolving media landscape and its customers
Example #6
Partnership strategy for data and information company focused on MarTech
Conducted comprehensive MarTech ecosystem screen (incl. voice of competitors, potential partners, agencies, advertisers) to identify and prioritize partnership opportunities. The work included the definition of the specific proposition for each potential MarTech partner and the potential partner engagement approach.