Our client, a prominent player in the mobile communications and telecommunication services industry, approached us with a unique challenge. They were facing stiff competition from direct rivals and smaller independent companies who were rapidly introducing new services and products. Additionally, their long bureaucratic process for evaluating and introducing new offerings was slowing them down.
- Objective -
The client sought a solution that would help them strike a balance between the need for speed in launching new products and services, while also ensuring business stability and financial planning.
- Solution -
To address our client's challenge, we undertook a Customer Development project that involved working closely with 40 top managers within the company. By leveraging our expertise in lead generation, we were able to provide valuable insights and guidance.
- Key elements of the solution -
Strategic goal alignment:
- Through intense discussions and collaboration, we facilitated an agreement on the strategic goal of developing additional services for the client. This helped align the entire organization towards a common objective.
Evaluation criteria:
- We collaboratively defined four limiting criteria for evaluating innovative products. This created a structured approach to assessing new offerings and helped the client prioritize ideas and opportunities effectively.
Process development:
- By working closely with the client, we developed comprehensive requirements for the process of managing the introduction of new products and services. This ensured a streamlined and efficient workflow, minimizing bureaucratic delays.
- Results -
Our Customer Development project delivered tangible business outcomes and provided the client with a competitive edge in the market. Key results include:
Increased speed to market:
- By implementing the defined evaluation criteria and streamlined processes, the client was able to accelerate the introduction of new products and services. This allowed them to keep pace with their competitors and stay ahead in the industry.
Enhanced competitive advantage:
- Through the strategic goal alignment process, the client developed additional services that catered to evolving customer demands. This helped them differentiate themselves in the market and maintain a strong competitive advantage.
Risk mitigation:
- The client successfully mitigated the risk of losing market share to faster and more active rivals. By following the developed evaluation criteria and process, they ensured that new products and services were extensively validated before launch, reducing the risk of significant investment losses.