• Audience services with insight
  • Proposition development with impact
  • Delivery with integrity
  • For sustainable relationships that last

What are we?

Fast-tracking a small ISV from boffin to business brains in the digital media industry.

Issues

Very small ISV in Sweden with amazing vision and world class technical delivery, but:

  • No product documentation or technical messages
  • No positioning
  • No sales story
  • Customer loyalty being tested to the limit
  • Cash trickle

Objectives

  • Fast start a product management and product marketing function
  • Gather feedback from customers to establish retention and development priorities
  • Devise a corporate position that resonates with a news publishing industry in flux
  • Identify and engage with European distribution and implementation partners

Programme

This was a rapid programme on limited budget:
  • 2 day workshop with technicians to analyse technology for the origination of a product description
  • Customer interviews to understand and verify impact of technology on the news gathering and publishing business processes and organisations in Stockholm
  • Development of positioning story and business architecture
  • Development of new website to promote story and support and manage customer interactions
  • Identification and introduction to appropriate European implementation partners

Output

  • Product description
  • Customer feedback reports
  • Thumbnail case histories
  • Positioning paper and supporting collateral
  • CMS-based website
  • Partner presentations

Action

The key to success here was to establish the business dialogue between a highly technical staff and an industry looking to make sweeping organisational and process changes. This created the way for:
  • A fresh development direction and prioritisation
  • Renewed motivation throughout organisation
  • Meaningful and achievable sales effort and objectives
  • Buy-in from European partners

Success

  • Strategic commitment from two largest media groups in Scandinavia against major global competitors
  • New local business
  • Cash to reinvest

 

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Why do acquisitions fail?

The single most often stated factor is poor integration. Where solutions exist, they vary, but most place the effort post-acquisition. So you might ask, all that financial due diligence and legal effort to define the asset and agree a valuation is worth what?

So how about improving the odds and doing the meaningful work up front? You could call it Non-financial due diligence.