Case Study Client Situation
Our client, a data and Ethernet services provider for customers on Australia’s Eastern seaboard, had market share aspirations of around 30% in the mid market (200-1000 employees) but did not have a channel / distribution model to support this target.
Pacific Strategy Partners helped to develop a distribution / channel model, organisation structure and implementation plan to meet its share goals in the mid market.
Approach
- The Mid Market Channel Strategy was a major strategic initiative for the client and its parent company
- Pacific Strategy Partners delivered a recommendation for the most suitable channel option and implementation plans to assist the client to achieve their mid market share goals in the required timeframes
- The key steps in the solution development were:
- Develop a baseline for the client’s share of the mid market
- Analyse mid market customer behaviours and buying patterns
- Define and workshop channel model options and selection criteria to determine preferred model
- Develop implementation plan (including implications, risks, costs) for preferred model
Impact
- The team developed a comprehensive economic analysis to support the mid market channel strategy decision. The economic analysis included:
- Size and share of mid market (based on market value and number of customers)
- Sales volumes and revenue by line of business and individual product lines
- Sales team size and structure required to achieve market share goals
- The project provided a level of analysis that was not available to the client prior to the engagement of Pacific Strategy Partners. This has helped the client to gain a better understanding of the mid market to inform better decision making
