CASE STUDY

Cloud-First Acquisition Platform Strategy

Network Security

Platform, Strategy

Opportunity

One of the leading B2B network equipment vendors worldwide wanted to pivot from a hardware-first technology business to a cloud-based platform business. Additionally, they had organically grown through M&A and had siloed global technology and processes which was leading to slower GTM and lack of feature parity.

Approach

We performed a rapid voice of the customer inventory and assessment and led gap assessment. Using a jobs to be done framework, we then made pragmatic, sustainable recommendations how to serve customers and businesses. We provided 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
  • 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
  • 8% revenue growth for the following quarter
Opportunity

One of the leading B2B network equipment vendors worldwide wanted to pivot from a hardware-first technology business to a cloud-based platform business. Additionally, they had organically grown through M&A and had siloed global technology and processes which was leading to slower GTM and lack of feature parity.

Approach

We performed a rapid voice of the customer inventory and assessment and led gap assessment. Using a jobs to be done framework, we then made pragmatic, sustainable recommendations how to serve customers and businesses. We provided 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
  • 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
  • 8% revenue growth for the following quarter

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