High-Tech

Business Unit Portfolio Strategy for a Fast-Growing Technology Company

Challenges

The client, a wholly owned subsidiary of a DAX-30 company, has developed and started to commercialize high technology solutions for applications in various industries

 

Core objectives against this background:

  • Detailed bottom-up assessment of the attractiveness of a total of about 40 use cases for different technological products or solutions offered by one of two business units in terms of revenue potential and fit with the needs of target customers
  • Derivation of the future market service portfolio for the client
  • Definition of future business model(s) along the essential elements of the business model canvas
  • Bottom-up review of the sales growth underlying the existing business plan
Problem-Solving Approach

Defining and agreeing on the approach/methodology to evaluate and categorize/bundle the use cases

 

Adjusting the perspective on the use cases—from a strongly technological focus towards a user/customer perspective

 

Conducting extensive research and analyzing the gathered secondary data

 

Evaluating the revenue potential of the individual use cases over the next four years—in each case under a conservative as well as an ambitious scenario and regarding the potential USPs of the solutions offered by the client

 

Taking an aggregate view of the possible sales development

 

Elaborating a proposal for the future portfolio and working out a possible market approach

Results

All defined use cases analyzed, categorized, assessed, and prioritized or deprioritized

 

Aggregated revenue potential matched with client growth ambitions

 

Target customers identified and segmented

 

Product and service portfolio as well as business model defined

 

Go-to-market approach and distribution model roughly determined

 

Most relevant parts of the business model canvas developed

March 2021

‘Best Management Consultants 2021:’ T. K. HAMANN among the top 3 consultancies for sales, after sales, and CRM

The 2021 ranking ‘Beste Unternehmensberater [Best Management Consultants]’ by the German business magazine brand eins and the business data portal Statista has just been published.

 

T. K. HAMANN takes a top position in this with a shared second place in the field of ‘Sales, After Sales, CRM.’  In addition, we are honored for the sector ‘Auto & Suppliers’ and the functional area ‘Strategy Development.’

 

We are grateful to all our clients, the entire team, and business partners who have worked with us since our founding in late 2016.  Together, we will continue to consequently pursue quality leadership in our disciplines.

For this year’s ranking, 2,334 colleagues determined the best management consultancies according to their perception by industry and functional practice area.  Subsequently, assessments were obtained from the clients.  For this purpose, 1,100 senior executives were provided with a list of the recommended consultancies for each industry and work area clients via online survey; another 234 senior executives (Head of Strategy, Head of Business Development, etc.) from DAX, M-DAX, S-DAX and Tec-DAX companies were specifically invited to participate in the survey.