Events and
publications

Free webinar
Mar. 11, 2010
Learn the five key elements of an innovation business model.


Public course
March 24-25, 2010
Realizing value from innovation: successful business models for new technologies



Join our innovation community

Please enter your email address to learn about our community and join our free email list. Your email address is not recorded until you subscribe on the next page.

home  > about us  > experience

Experience

Over the past eight years, we have conducted hundreds of projects for CEOs and top executives of over fifty companies in industries driven by innovation, particularly technology, life sciences and cleantech. These include the following representative projects:

  • Engaged by the newly appointed CEO of a wireless hardware and software device company that had just been acquired by a private equity firm; designed and led a sixteen-person strategy team through a comprehensive strategy development and operational planning exercise to revitalize the company and renew its growth trajectory.
  • Assisted the CEO and management team of a simulation modeling and software company develop a growth and exit strategy; worked closely with the team to identify and evaluate all options, and select a strategy that built on their key strengths and captured their best product market opportunities.
  • Helped the CEO and senior executives of an innovative home entertainment chip designer evaluate alternate market and business model opportunities; assisted in formulating the overall focus and positioning of the company, which led to explosive growth and a successful IPO.
  • Assisted the CEO of a retail hardware and software solutions company develop a new, aggressive growth plan for the business; worked closely with the management team to evaluate the competitive ecosystem, define functional plans, and develop the detailed business plan.
  • Worked with the founders of an early-stage software-as-a-service (SaaS) venture focused on the finance sector to define the overall product market, go-to-market and long-term growth and exit strategy; assisted in exploring business model options and developing the business plan.
  • Assisted the top management of a large engineering services firm explore strategic, organizational and product market options in priority new venture areas; worked closely with nine business unit leaders to develop the business strategy and one-year business plan in each of their units.
  • Assisted the founders of an innovative, research-based software company define their overall growth and exit strategy; explored a range of business model and product market options for their core intellectual property and product portfolio; developed a business model designed to allow the right balance of founder ownership and professional satisfaction, together with rapid value creation and realization.
  • Worked with the top management of an enterprise software company in the hospitality industry to define their overall company strategy; developed a detailed business plan and economic model; assisted in crafting an exit plan to maximize value for investors and meet founder and core team objectives.
  • Helped define a new portfolio of enterprise, mid-market and small business product offerings for an B2B software-as-a-service company; defined target markets and customer needs; developed outline product features, pricing and positioning.
  • Developed a detailed product strategy for an innovative hardware and software network security start-up; analyzed target market and customer options; conducted detailed industry eco-system analysis to identify potential competitors and partners; developed detailed product definition; defined pricing model; developed product value proposition and positioning; designed product hardware concept; defined the longer term product road map.
  • Developed a new software product offering targeted to a niche manufacturing sector; defined market size and customer needs; worked closely with engineering to define product requirements; developed product pricing and positioning; developed and managed product launch plan.
  • Developed a new search product offering targeted at the academic market; initially explored a wide range of B2B and B2C market options; facilitated selection of target market and detailed market size, target customers, and customer needs; conducted extensive customer interviews and competitive analysis; defined long term product road map, and the detailed product features, modules and bundles; developed detailed product pricing model; defined product value proposition and positioning. 
  • Developed the service offering portfolio for an early-stage IT services company; helped founders focus on the optimal target customer; developed service offering features and pricing; defined value proposition; developed service offering launch plan.
  • Developed detailed product offering for innovative web-based assessment tool; worked with engineering to define and implement user experience; defined comprehensive solutions based on the tool for specific target markets; conducted customer and competitive analysis; defined product pricing; designed user interface; developed product value proposition.
  • Worked closely with a public sector software-as-a-service company to re-define and re-position its products as an integrated solution; defined detailed product features; developed modules, bundles and pricing; defined target markets and customers for different product offerings; developed product positioning and value proposition. 
  • Conducted initial research to evaluate the market opportunity for a new consumer electronics product concept; conducted extensive customer research, competitive and channel analysis; developed detailed financial model to evaluate product potential; developed outline product development road map and launch plan.
  • Developed and launched the overall sales strategy and sales model for a 150 person professional services sales organization; defined organization structure, roles and responsibilities; assisted in developing detailed sales policies; designed core sales processes; coached sales managers in effective sales management practices; worked closely with sales managers to develop individual sales programs for each of their teams; developed and conducted comprehensive sales force training in the new organization, processes and best practices.
  • Defined the sales strategy and sales model for a RFID product company; worked closely with new VP Sales to define organization structure, roles and responsibilities; assisted with sales team recruitment, assessment and compensation; designed and implemented customer relationship management solution; designed and managed introductory sales training program; designed and implemented sales management processes, including metrics and reports, sales team meetings, and individual performance reviews; coached VP Sales on a weekly basis.
  • Developed and managed the sales program to penetrate the banking market for a healthcare payments software solutions company; identified target prospects and managed inside sales program to generate introductory meetings; researched customer buying cycle and developed sales model to meet buying cycle needs; advised on selected strategic account sales plans and negotiations.
  • Defined the channel sales strategy for an innovative construction equipment company; explored channel options and selected three primary optimal sales channels; developed channel partner value proposition for each channel; assisted in development of detailed channel training, management and support programs.
  • Developed channel sales strategy for engineering services firm; developed channel value proposition, pricing and support programs; researched target channel partners; developed and managed inside sales program to initiate contact with channel partners; assisted in detailed channel partner deal negotiation; developed channel support program, including training, marketing and technical support.
  • Helped an advanced search software-as-a-service provider develop an overall marketing strategy; designed the corporate web site; designed and produced product data sheets and white papers; developed and launched an educational webinar series; developed a comprehensive trade show strategy, including show selection and pre-, at- and post-show marketing; designed and launched a corporate email publication.
  • Developed and managed a comprehensive marketing strategy to re-position and revitalize a wireless modem company; executed a public relations program to build awareness in key trade media; designed a launched a range of direct marketing campaigns; designed and produced case studies and white papers; developed and managed the trade show program, including speaker pitches and event marketing.
  • Developed and managed a range of marketing initiatives for a enterprise focused software-as-a-service solution; developed and produced an innovative video customer interview series; designed and produced key trade show and event programs, including booth design, pre-show promotions, and show collateral; developed sales and booth automated presentations; developed and launched educational webinar series. 
  • Developed a strategic alliance program for a simulation modeling company as a path to exit; assisted with identifying and initiating contact with prospective strategic alliance partners; developed partnership presentations; assisted with partnership deal negotiations; helped identify potential acquirers; assisted with deal negotiation and finalization for successful exit; assisted with post-merger integration.
  • Developed and managed an investment and exit program for a enterprise software company; developed detailed investor pitch and coached client CEO; identified and initiated contact with targeted venture capital, private equity and corporate investors / acquirers; assisted and participated in introductory presentations and meetings; supported deal negotiation; managed investor relations.
  • Developed and managed a strategic investment program for a consumer electronics software and component manufacturer; developed partnership strategy; developed introductory presentations; researched and identified senior executive contacts at targeted Fortune 500 companies; scheduled and facilitated introductory meetings; assisted with deal negotiation.
  • Conceived and initiated strategic partnering opportunity for niche software company with Fortune 500 sector leader; facilitated introductory discussions; developed value proposition and presentation to prospective strategic partner; assisted with deal negotiations.
  • Conceived and initiated strategic partnership and investment program for start-up software-as-a-service company with Fortune 500 market leader; developed introductory value proposition and presentation; identified and facilitated introductory meetings; supported deal negotiation; supported deal implementation and launch.
  • Developed funding program for new software innovation; developed value proposition and introductory presentations; identified and initiated contact with angel investors; conducted introductory meetings and investor pitches; led deal negotiations; secured angel investment; managed investor relations.