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How a Big Data Company Achieved Business Repositioning and Brought Uniformity across Business Units

 

Scalar Market Research aims to provide real-time data and consulting services to clients around the world. The following case study showcases how we work with our Information and Telecommunication Technology clients across a range of issues to deliver impactful advantage.

The Client Challenge

Our client, a tier 2 big data vendor engaged us for business reposition and strong strategy to bounce back from their lean financial situation. The client was going through a complicated fiscal situation despite offering several successful products. The client lacked focus on key market segments. As a result, despite an array of big data products, they could not lead in either of the segments. This also affected the profitability and consumer perception. The client was on the verge of sharp decline in both sales and market share. The major challenge faced by the client included:

  • Achieve sustainability and repositioning in the niche market
  • Bring uniformity across the business units

Approach

Our team began the preliminary analysis for the client to identify growth opportunities and streamline all the available products in order to improve the sales and overall market shares. We collaborated with the top management of the client and focused the analysis on the strengths of the business. The detailed analysis of the client business helped us understand the lack of production. We recommended creating new supply agreements to resolve this issue. We assisted the client to develop a roadmap to business expansion opportunities.

Our team recommended improvements in the core focus, which included divesting unprofitable business units, align products with the market where the client had the potential to be the segment leader, create a straightforward decision-making process and implementation of an advanced commercial management system for long-term success. Our recommendations also included analysis of additional growth opportunities and redesigning the commercial structure and delivery processes across different business units.

Results

Through implementation of the recommendations by Scalar, the client was able to create a clearly defined decision-making framework and roadmap designed for different regional units. The client was able to streamline the lack of production and capitalize on the market segments with the potential of gaining maximum business advantage. The management and owners started working with a newfound trust in the business and the products, which started reflecting on the growth, sales and market share prices.

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