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Insights To Growth Presentation
 

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    Insights To Growth Presentation Insights To Growth Presentation Presentation Transcript

    • Zvi Goldman Founder
    • Insights to Growth Home Mission Solutions About Us Expertise Services Engagements References Contact Us February 20, 2009 2
    • Insights to Growth Mission ‘Insights to Growth’ leverages market intelligence, strategy development and management expertise to: Support clients’ business planning process and critical decisions necessary to promote growth. Serve clients with forward looking, analytics-based insights, opinions and options. Advise clients on improving business competitiveness and reducing operation costs. Personalize and customize solutions through collaboration with clients throughout the consulting relationship. February 20, 2009 3
    • Insights to Growth Solutions Assess market value and revenue potential of Intellectual Properties assets considered for commercialization. Work with Research & Development to align product specifications with market needs. Estimate market potential for emerging products, technologies, customers and markets. Track market share performance of business segments and premier accounts to identify growth opportunities and strategies. Prioritize allocation of Sales & Distribution budgets among competing business segments to optimize total company sales. Develop risk cases and business prioritization for various combinations of market attractiveness and ability to execute. Turn around business performance through business process transformation. February 20, 2009 4
    • Insights to Growth About Us Experience Over 20 Years in Marketing, Management & Consulting Cross-Industry, IT, Life Sciences, Biotechnology, Medical Device/Imaging Full Product Life Cycle, R&D Marketing Customer Support Industry & Academia Multi-Culture & Multi-Environment Exposure Credentials Higher Education (PhD, MBA), Business, Sciences & Engineering Continuous Education & Training Recognized for innovation & excellence by colleagues, managers and clients February 20, 2009 5
    • Insights to Growth Expertise Data Collection Primary/Customer Research & Interviews Secondary/Resource Research, Online Searches Due Diligence Analysis & Operation Assessment Knowledge Creation Data Integration, Consolidation & Reduction Statistical Analysis (SAS, SPSS) Modeling, Simulation & Scenario Testing Risk & Variance Analysis System Analysis (MATLAB) Insight Presentations Power Presentation & Graphics Marketing, Business & Executive Reporting February 20, 2009 6
    • Insights to Growth Services I Customer Qualification Market Needs Assessment Competitive Intelligence Concept Testing, Intellectual Properties Commercialization Field Evaluation & Acceptance of Concepts & Products Market Assessment Customer Segmentation & Clustering Opportunity & Revenue Assessment of Emerging Markets & Technologies Account-Level Opportunity Modeling, Assessment & Targeting Market & Business Scenario Testing February 20, 2009 7
    • Insights to Growth Services II Performance Assessment Resource Prioritization & Allocation Share & Performance Analyses of Market Segments & Top Accounts Performance Gap Analysis Strategy & Execution Gap Assessment Business Management Profit & Loss Unit Management Pre- & Post-Sales Marketing Management Business Process Transformation Turnaround Leadership Industry Show Representation Site Visits & Show Sites Preparation Training Applications, Sales & Partners February 20, 2009 8
    • Insights to Growth Engagements Annotations for Knowledge Management Client: Top IT Company; Market: Life Sciences, Biotech, Pharma, General Life Sciences Industry Knowledge Base Client: Top IT Company; Market: Life Sciences Premier Account Performance Assessment Client: Top IT Company; Market: General Execution Gap Assessment Client: Top IT Company, Market: General Industry Prioritization for Resource Allocation Client: Top IT Company; Market: General Acquisition Due Diligence Assessment Client: Major Medical Imaging company; Market: Medical Device Business Process Transformation Client: Major Analytic Instruments company; Market: Biotechnology Application Development and Deployment Client: Major Medical Imaging company; Market: Medical Device February 20, 2009 9
    • Annotations for Knowledge Management Business Objectives Clients & Target Market • Leverage IP assets to develop new • Research, Marketing and Development offering for generating new revenue teams of an IT company • Explore product concepts with potential • Industry-independent, Life Sciences and customers • Characterize and develop new offering Biotechnology industries targeted first • Integrate new offering within existed • Scientific community end users product portfolio Expertise & Deliverables Outcome & Business Value • Primary Research, Interviews, Focus • Concept found feasible & marketable • $300M of incremental revenue potential Groups, Secondary Research • Data Integration generated • Richer portfolio of products offered • Product Definition and Route to Market • Competitive Intelligence • Customer Segmentation • Opportunity & Revenue Assessment February 20, 2009 10
    • Life Sciences Industry Knowledge Base Business Objectives Clients & Target Market • Establish a new emerging business unit, • Emerging Business Unit General Manager Life Science Industry of an IT company • Develop knowledge base on new • Life Sciences: Pharmaceutical, opportunity and potential revenue • Drive business and marketing plans, Biotechnology, Contract Research priorities and resource allocation Organization segments targeted • Large enterprise and SMB included Expertise & Deliverables Outcome & Business Value • Primary Research, Data Integration • $25B opportunity characterized • Modeling, Variance Analysis • Top Pharma, Biotech and CRO segments recommended and focused on • Customer Segmentation • Driven by market view, the new Emerging • Opportunity Assessment, Emerging Business Unit toped $0.5B revenue in three Markets years • Resource Prioritization & Allocation February 20, 2009 11
    • Premier Accounts Performance Assessment Business Objectives Clients & Target Market • Pay Managing Directors of premier • HR, Finance & Sales executives, Managing accounts on share performance Directors & General Managers of an IT • Assess performance collaboratively with company account teams • Track and report changes in share for the • All Industries • All WW regions premier accounts portfolio • Support portfolio turnover decisions • Large enterprises, premier accounts Expertise & Deliverables Outcome & Business Value • • Shares & growth rates for opportunity and Primary & Secondary Research • Statistical & Outlier Analysis revenue for individual accounts, industry • Data Integration & Validation averages & the entire premier portfolio • Modeling & Simulation, Risk Analysis were assessed and tracked • Better portfolio performance & • Account Competitive Intelligence management achieved over time • Account-level Opportunity & Share Performance assessments February 20, 2009 12
    • Execution Gap Assessment Business Objectives Clients & Target Market • Identify new potential revenue growth • Marketing General Manager & staff of an out of existing served customers IT company • Characterize customer segments with • All Industries highest potential growth • Prioritize customer engagements to • All WW regions • Large enterprise customers optimize aggregate revenue Expertise & Deliverables Outcome & Business Value • Data Integration & Reduction • $1.2B potential revenue uncovered • Modeling, Scenario Testing, Variance • Lucrative specific industries, regions & Analysis accounts identified • Sales coverage model changed to capitalize • Customer Segmentation & Clustering on the above • Opportunity, Revenue & Share Assessments • Execution Gap Analysis February 20, 2009 13
    • Industry Prioritization for Resource Allocation Business Objectives Clients & Target Market • Prioritize Sales and Marketing funds • Marketing GM and staff, WW Marketing, among competing industry vertical Marketing Intelligence & Industry business segments executives of an IT company • Develop a robust & consistent • methodology for WW regions All Industries • Include internal and marketplace • All WW regions • indicators to allow exploration of various All Customer Segments • business scenarios All major Brands Expertise & Deliverables Outcome & Business Value • Secondary Research • Top industries in each region identified • Data Integration & Consolidation • Variances by Brands and Customer Sets • Modeling & Simulation, Scenario explored & characterized • Sales & Marketing efforts reassigned to Testing optimized total revenue • Market & Business Scenario Testing • Resource Prioritization & Allocation February 20, 2009 14
    • Acquisition Due Diligence Assessment Business Objectives Clients & Target Market • Increase market presence & sales of • R&D & Marketing executives of a Medical the MRI product line Imaging company • Complement existing product line • Healthcare, imaging centers & hospitals with low-field MRI niche system • Acquire new emerging technologies • Commercial, Academia and Government Expertise & Deliverables Outcome & Business Value • • The niche product found different in Primary Research • Due Diligence Analysis technology, incomplete, and high risk • Operation Assessment marketing-wise • • The new technology employed on established Data Integration & Consolidation product lines to reduce manufacturing cost • Market Needs Assessment • Competitive Intelligence • Field Evaluation & Acceptance • Opportunity & Revenue Assessment of Emerging Technologies February 20, 2009 15
    • Business Process Transformation Business Objectives Clients & Target Market • • President and Marketing VP of a Biotech Turnaround business performance • Reorganize & Optimize operation company in the Analytic Instruments business • Respond to Y2K challenges • • Life Sciences companies Improve customer capture & retention • Academia and Government rates • Reduce overhead costs Expertise & Deliverables Outcome & Business Value • Operation Assessment • Original structure and business model found • Data Integration & Consolidation not efficient nor optimal • Variance Analysis • Grew service profitability 40% & improved productivity by 14% within two years • Resource Prioritization & Allocation • Performance Analysis • P&L Management, Business Process Transformation & Turnaround Leadership February 20, 2009 16
    • Application Development and Deployment Business Objectives Clients & Target Market • Extend the clinical & research use of • R&D, Marketing & Sales executives of a an MRI product line Medical Imaging company • Increase marketability of emerging • Healthcare, imaging centers & hospitals technology in global markets • Promote recognition & growth • Commercial, Academia and Government • Support Sales & Marketing efforts Expertise & Deliverables Outcome & Business Value • R&D & Application Testing • Unique clinical & research niches found for • Modeling & Systems Analysis the high field MRI product line • High field MRI product line recognized as • Market Needs Assessment breakthrough in technology & performance • Competitive Intelligence • IP Realization and Concept Testing • Field Evaluation & Acceptance • Sales & Application Training February 20, 2009 17
    • Insights to Growth References “… invaluable player in creating knowledge for emerging business…” (Life Sciences Industry, General Manager) “… industry knowledge, task leadership and management of the research and source input were critical to accomplishing this extremely challenging task…” (Market Intelligence, Manager) “…strong contributor to the success of Industry Marketing, S&D Marketing Insights, and the Marketing Insights Center of Excellence… groundbreaking analysis helped Sector General Managers understand where to allocate resources and how best to leverage existing marketing coverage to influence business prospects… expertise are greatly respected, and the innovative projects led yielded substantial insights…” (Market Insights, Manager) In IBM, in-house consulting: Received many awards from colleagues, managers and clients in recognition of excellent Market Intelligence performance. Nominated in 2008 for IBM’s prestigious Market Intelligence Innovation Award. Additional references – LinkedIn site: http://www.linkedin.com/profile?viewProfile=&key=2598130&locale=en_US&trk =tab_pro#recommendations February 20, 2009 18
    • Insights to Growth Contact Us Zvi Goldman www.insightstogrowth.com (in development) www.linkedin.com/in/zvigoldman 54 Old Sawmill Road Trumbull, CT 06611 zgoldman@insightstogrowth.com (in development) zvigoldman@hotmail.com 203-521-4366 February 20, 2009 19