Case Studies

Corporate

Client Challenge

The client was looking for a broad global voice of customer study across decision makers, influencers, and users of their products.

Team

To address client challenge Strategic Project put together a customized team of subject matter experts and consultants.

  • Management consultant with 20+ years of tech experience
  • Dedicated GLG Research and Survey specialists
  • Expert populations in 6 countries and 6 end use verticals for both survey and consultations


Research Approach

To cover the global market across industry verticals GLG fielded a survey of over 3,500 IT professionals in 5 languages; a range of decision makers, users, and influencers were also selected for 1:1 interviews.


Findings

The large sample was able to resolve details on perception across the customer journey while max-dif analysis highlighted critical decision factors.


Impact

The client was able to determine it’s current state market position, opportunities to differentiate, what will bolster their value proposition, and insights on future customer needs.


Follow Up

As the client uses these results to develop their sales and marketing strategy they are able to follow up with experts representing these same populations through their subscription, testing hypotheses and strategic options.


Industry

IT Hardware


Company size

$75B in sales


Project Term

2 months


Project Topic

Growth Strategy


Client Challenge

Client executives had been long considering expansion into an adjacent material space but have had trouble reaching a go/no-go decision.

Team

To address client challenge Strategic Project put together a customized team of subject matter experts and consultants.

  • Experienced market researcher with strength in industrial markets
  • Project associate added to accelerate work to meet client’s compressed time frame
  • Experts in material markets, application details and production technology


Research Approach

Engagement team developed detailed market perspective that segmented by specific products and applications, uncovering ‘on the ground’ realities in the market.


Findings

While on the surface the adjacent market is large, most of it is low margin commoditized material, only highly specialized subsegments are attractive. These niche markets were too small to be of interest.


Impact

Leadership at the client company was able to decide with conviction that they would not invest in exploring the adjacent market.


Follow Up

Resources were able to be deployed on other growth initiatives.


Industry

Basic materials


Company size

$17B in sales


Project Term

2 Weeks


Project Topic

Growth Strategy


Client Challenge

A corporate M&A team needed market diligence on an e-scooter and electric vehicle charging infrastructure startup in Asia.

Team

To address client challenge Strategic Project put together a customized team of subject matter experts and consultants:

  • Expert with 40+ years experience in SE Asia auto, cycle, scooter markets
  • Former top tier consultant based in Korea with both DD and growth strategy
  • Consultations with experts in 5 ASEAN countries; secondary research on incumbent products


Research Approach

Engagement team focused on specific customer needs, value proposition, and product economics in each of the 5 target markets.


Findings

Research and analysis uncovered the fastest growing market segments and regions and which had the best fit with the target company’s operating model.


Impact

The client found the analysis to be rigorous and convincing in assessment of the market opportunity, supporting the decision to move forward investing in further diligence and in the bidding process.


Follow Up

GLG Strategic Projects was engaged in a second project to identify retail models that would help accelerate growth for the target.


Industry

Consumer Products


Company size

$4B in sales


Project Term

3 Weeks


Project Topic

Due Diligence