Cloud-First Platform Strategy
This is great. There's ownership and buy-in. I'm actually super excited about how you've framed everything up. And it can help us share with the other stakeholders what we've been hearing directly from customers to show that we've actually been having these conversations.
— Product Leader, Fortune 100 Digital Communications Technology Company
Opportunity
One of the leading global B2B network vendors was experiencing high organic growth after acquiring a cloud-first platform. But, a pivot was necessary from a primarily hardware-first technology business to a cloud-first platform business. The challenge was that there were deeply siloed global technology partners, capabilities and processes which were leading to slower GTM and lack of feature parity.
Approach
We performed a rapid voice of the customer inventory and led a gap assessment. During these workings sessions with global partners, we listened to their needs, pain points, and concerns. Informed by the assessment, we employed a jobs to be done framework and then made pragmatic, sustainable recommendations on how to serve customers and businesses. Informed by internal processes, we provided a measurable multi-year roadmaps, restructuring plans, and process models to support the business’ pivot and to shore up their foundation.
Results
Defined a North Star for a global networking company
Customer and Partner challenges grounded in a jobs to be done framework backed by customer insights and data
Decreased TTM and improved agility, using customer listening accelerators and steerco guardrails
Improved delivery predictability, with clear and shared expectations with their business partners and customers.
Achieved cost avoidance, from duplication of technology, roles, and services
2-year Tactical Planning and Roadmap with account follow-through approach
8% revenue growth for the following quarter