Our Experience
Strategy and Go-to-Market
Scale-Up Growth
#scaleup #strategy #investment #culturalchange #alignment
Challenge
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Highly acquisitive scale-up seeking new investment.
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Ambitious growth and European expansion plans.
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Changing strategy and brand identity.
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Significant cultural changes driving uncertainty and lack of employee buy-in.
Approach
The main priority areas were identified through leadership engagement, strategy reviews, and market research:
Consistency and translation of strategy
Perceptions of customer drivers
Culture and change
Brand and acquisition integration
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One-to-one interviews and workshops with internal leaders and key customers
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Market research to benchmark current business state against future growth aspirations.
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Positively challenging leaders on drivers, interpretations of strategy, and evidence beyond financial metrics.
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Combining diverse viewpoints to help reset strategy and anchor product and sector planning in a more defined way.
Impact
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Redefined planning process to unlock valuable insights, improve sentiment, and align leadership to core drivers based on customer and market requirements.
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Staff empowered to share their voice and connect experience, ideas and challenges to core strategy.
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Customer insights incorporated into test and development processes to strengthen product value proposition and service delivery.
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Stronger investor presentations to better articulate technology and business strategy, unite due diligence efforts, and provide a more consistent articulation of the pathways to success, resulting in further investment and regional expansion.
New Function Integration
#customerinsights #research #newfunction #integration #communication
Challenge
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Critical need to embed research function into product development, product management, and customer success.
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Desire to drive customer connection and improve industry thought leadership position.
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Thinly-spread resources and budgets limiting success potential and stalling progress.
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Cross-functional conflict and resistance to function integration.
Approach
To help identify the blockers, a review of team job specifications was conducted, identifying a number of challenges where big picture thinking that did not connect with the realities of the day to day business:
Crafting of job roles and responsibilities
Cross-functional team buy-in
Customer and sales engagement
Contribution to product development
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People-centric approach working closely with key contributors to leverage unique experiences and identify issues and adjacencies, including previously overlooked individuals who could positively impact initiatives.
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Applied empathy and active listening to identify advocates with experience and fresh insight.
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Identifying conflict cause and effect through process mapping and individual feedback sessions.
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Employee participation in job crafting exercises to redefine roles and responsibilities as part of a more agile model.
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Market research to identify key customer drivers and hot topics alongside competitive positioning.
Impact
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Empowered key individuals and set the foundations for increased trust, collaboration, and innovation.
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Developed new ideas for connected ways of working across product development, sales, and service delivery, resulting in new process definition and full functional relaunch with a clearly articulated value proposition.
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Investor interest bolstered by repositioning the brand as an industry thought-leader.
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Development of a new communications plan and content calendar to drive relevance and thought leadership.
Whatever your challenge, at Phronesis, we take the time to understand the realities of your business growth strategy, aligning goals with the needs of your people and customers to develop a compelling program of action to help you achieve your objectives.