Reach Solutions

client successes

Corporate Strategic Planning

Leading International Development Consulting Firm

Client Challenge: The client, the leading international development consulting firm and a recent Government Contractor of the Year winner, needed to develop a long-term, corporate strategy to shape its future.

Solution: Using our proprietary VisionReachSM methodology, we led the client through a comprehensive and inclusive integrated strategic planning process that:

Throughout the process, we facilitated multiple meetings with DAI’s board of directors to build consensus around the overall strategy and strategic decision making process. 

Result: The client is executing strategic thrusts into three high-potential markets and has reduced investments in under-performing areas.  Further, the client has achieved company-wide execution of the strategy through the integration of its strategic measures into division manager and individual performance objectives and through the implementation of a formal ROI-driven process for evaluating and measuring future strategic investments.  Moreover, the Board of Directors, executive management team, and the entire company are aligned in the execution of a shared strategy for long-term growth.

Corporate Strategic Planning

Washington Technology Fast 50 Company

Client Challenge: The client, a market-leading technology reseller, wanted to develop an integrated three-year corporate strategy that would help it evolve into a new phase of rapid growth.

Solution: Using our proprietary VisionReachSM integrated strategic planning methodology, ReachSolutions led the client’s executive team through a multi-phased series of workshops, exercises and analyses, resulting in an integrated strategy. The resulting strategy framed a shared corporate vision, completely re-directed the firm’s client focus, identified new growth platforms and established a balanced set of objectives and initiatives to ensure execution.

Result: The client has been executing the strategy, pursuing several internal and market-facingstrategic initiatives over the past year. The client has launched several new business areas while continuing to grow revenues by 40% over the past year.

Business Unit Strategic Planning

Large Division of $2B Federal System Integrator

Client Challenge: The client, a $500M+ division of a $2B public sector system integration company needed to develop a 3-year strategy that would guide its strategic growth within the context of the parent company’s overall strategy and position the business unit to become a key driver of the company’s future success.

Solution: Using our proprietary VisionReachSM methodology, ReachSolutions led the client through a comprehensive and inclusive integrated strategic planning process that:

Result: The division re-focused its efforts, aligned its senior management team and has positioned itself as the model business unit for leading the charge in implementing the parent company’s strategy.

Go-to-Market Business Strategy

Leading Enterprise Software Firm

Client Challenge: The client, a leading provider of data integration software, was looking to launch and build a successful, sustainable business in the federal market

Solution: ReachSolutions developed a go-to-market business strategy that addressed the market opportunity, helped the firm position its offerings, focus its sales, marketing, alliance management and professional service delivery activities, identify the organizational and infrastructure requirements and determine the correct level and timing of investment in order to ensure a successful, sustainable business in the new market.

Result: The client followed the strategy as a roadmap and doubled revenue in the first year and increased revenue by 30% in each of the subsequent two years.

Solutions and Alliance Maturity Assessment

Global Consulting Firm

Client Issue: The client, having spotted the shift in the federal market toward solutions that bundled consulting and technology implementation, wanted to understand the strategic, organizational and operational implications of moving into that market space.

Solution: ReachSolutions was part of a multi-disciplinary project team that assessed the market opportunity and laid out the path to becoming an end-to-end solutions provider. In addition to being part of the leadership team setting the direction of the project, ReachSolutions focused on identifying and prioritizing the top solution areas the client was best positioned for as well as developing a framework for effectively managing technology alliances across the firm. ReachSolutions benchmarked the firm to over 120 alliance management best practices, based on our proprietary Alliance Best Practice Maturity model, and identified improvements.

Result: The client has launched several successful new initiatives into target solution areas to establish its capabilities and broaden its business base while continuing to be ranked as a top-5 consulting business in its core market.

Go to Market Business Strategy

$1B Global Systems Integration Firm

Client Challenge: The client, a nearly $1B global systems integration firm and a subsidiary of one of the largest telecommunications firms in the world, wanted to refocus efforts on the federal market. Before its acquisition, the client was formerly the integration arm of one of the largest information technology firms in the U.S. and had a deep federal presence that had dissipated in the wake of the takeover. In refocusing on the federal market, the firm was faced with unique organizational, foreign ownership and re-branding issues

Solution: ReachSolutions helped the client develop a go-to-market strategy to re-enter the federal market. The comprehensive strategy assessed the firm’s core assets and the market opportunity in order to develop a strategy that leveraged their most compelling solution offerings and best positioned the firm. The strategy recommended approaches to sales and opportunity targeting, alliances, marketing and delivery as well as addressing organizational and infrastructure requirements. The strategy also addressed such issues as foreign ownership, rate structure, a refined business model, and the development of a low-cost entity for cost-based bids.

Result: The client re-launched is federal business, re-built its federal organization and infrastructure, solidified its core revenue sources and embarked on a focused pursuit of new bases of government business.

Federal Program Assessment

Fortune 50 Technology Manufacturer

Client Challenge: The client, a leading global manufacturer of technology components, was looking for a way to more firmly entrench its leadership position and most effectively invest its resources to influence the federal market toward solutions based on its technology and architecture.

Solution: ReachSolutions assessed and benchmarked the company’s go-to-market approach and its assumptions about the market and how the firm is viewed within the Federal ecosystem. Based on this analysis, ReachSolutions developed a comprehensive set of strategic recommendations that (1) identified the most effective approaches to influencing the market toward solutions based on its technology and architecture, (2) proposed the most efficient allocation of limited resources to the market, (3) recommended a systems integrator strategy to encourage proposed solutions based on its architecture, (4) prioritized investments in its channel ecosystem, and (5) recommended market development investments to substantially increase the company’s leadership presence in the market.

Result: The client established a significant expansion of presence and revenue growth in the market over a one-year period.

Sales Program Assessment

Leading Enterprise Software Firm

Client Challenge: The client, a leading enterprise software firm that had diverted focus away from a target market for two years, was looking to assess its current operations in that market in order to identify the requirements and ROI for reinvesting.

Solution: ReachSolutions performed an assessment of the market potential for the client’s products, the client’s current market positioning and its existing sales operations in the market. Through market research and focused customer and partner surveys, the ReachSolutions team projected potential demand and identified how the company and its solutions were perceived in the marketplace. ReachSolutions benchmarked the company’s sales, alliance management, marketing, organization and infrastructure maturity against analogous software firms in order to identify key areas in which the firm would need to invest to reach its potential.

Result:  The client made a successful re-entry into the market, focusing its limited investment dollars on the most critical initiatives to become more competitive and best positioned for success while meeting increased corporate revenue expectations in their first year.

Proactive Sales and Marketing Program

Enterprise Application Software Firm

Client Challenge: A leading federal acquisition software company was facing rapidly increasing competition and had introduced new products requiring a different sales approach. The client needed a much more proactive sales and marketing program to address the rapidly changing market.

Solution: ReachSolutions delivered a sales and marketing plan that defined the market strategy and reshaped sales, client relationship and marketing roles. We then took a turn-key approach to launching the execution of the plan, leading the transition to the new model, tripling the sales force, implementing proactive sales and account management practices and then turning the program over to the client’s management team.

Result: The client now has a considerably more proactive and aggressive sales program that has resulted in increased qualified leads, accelerated sales cycles and a much greater market presence.

Market Validation

Leading Software Firm

Client Challenge: The client, a leading provider software provider, was considering entering a new market and needed to validate whether there was sufficient demand for its products and whether there were market barriers that needed to be overcome.

Solution: ReachSolutions delivered a market validation study that assessed and validated the market opportunity. The study was based on direct interviews with industry executives and potential business partners to assess whether (1) there were problems that the solution could address, (2) those problems were important enough for clients to spend money to solve them, (3) customers were addressing these problems now (4) there were barriers or objections the client would need to overcome to successfully sell the product and (5) there were competing alternatives that customers were already considering.

Result: Based on the study, the client realized that the market was not yet ripe for its solutions because customers did not yet feel sufficient pain relative to other pressing problems and was able to redirect valuable resources toward higher potential markets in the short term.

Market Validation

Travel Management Firm

Client Challenge: The client, a leading travel management firm, was considering entering the government market and needed to assess its opportunities, gain insight into which products and services to position into market and understand the resource and investment requirements of entry.

Solution: ReachSolutions delivered a market validation study that framed the market opportunity. The study also included a comprehensive solution-fit analysis that identified which products and services the client should focus on in entering the market. The study identified target agencies, deals and programs that offered initial opportunity to the client and assessed the resources required to successful enter the market

Result: The client launched its Federal business initiative last year, has won initial deals and is actively pursuing several key opportunities that could offer considerable revenue over the next few years.

Sales Program Assessment and Go-to-Market Business Strategy

Leading Printer Manufacturer

Client Challenge: The client, a leading global manufacturer of printers, needed to re-assess its current sales approach and frame an more effective business strategy.

Solution: ReachSolutions performed an assessment of the client’s current market positioning and its existing sales operations in the market.   ReachSolutions benchmarked the company’s sales, alliance management, marketing, organization and infrastructure maturity against analogous firms in order to identify key areas in which the firm would need to invest to reach its potential.  Building upon that assessment, ReachSolutions developed a go-to-market business strategy that addressed the market opportunity, helped the firm position its offerings, focus its sales, marketing, alliance management and professional service delivery activities, identify the organizational and infrastructure requirements, realign its sales force, and determine the correct level and timing of investment in order to ensure a successful, sustainable business in the new market.

Result: The client has embarked on the strategy, ramping up its sales force, reframing its value proposition and re-focusing its operations.

 

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