Situation: A multinational supplier of solid surfaces sought to expand sales through new markets. Client set an annual revenue goal of $150 million from new segments over a five-year period.
Approach: An assessment was conducted across five markets, and then further divided each into a total of 15 segments. Each segment was rated and ranked according to its unmet customer needs, size, growth, and other criteria. Interviews were conducted to leverage Voice of Customer feedback in identifying the best areas for future business investment, including possible acquisition candidates.
Outcome: The client invested in three market segments and generated new annual sales of over $90 million in year two of its five-year growth plan.