Capitalizing on Change

Case Study


Situation

The global payments industry was being transformed by both new technologies and new competitors.

Our client, a $10B financial transaction company, was beginning to feel their dominant position erode.

They needed fresh insights on where the market was going and how they could take advantage of change to find new opportunities for profitable growth.


Approach

Chartic worked closely with the client to identify opportunities for innovative growth.

We conducted a wide range of analyses from across the various payment processing segments to uncover areas in which new profitable opportunities would emerge.

We then worked across the client organization to help develop clear strategies to take full advantage of emerging market opportunities.


Results

Our client successfully developed and introduced new and innovative payment technologies across a wide range of transaction processing markets, capturing significant new profitable growth.

Capitalizing on Change

How is the competitive landscape changing?

How are these changes affecting our competitive position?

How can we use these changes to our competitive advantage?

Targeting Growth Markets

Case Study


Situation

A $2B analytical instruments company was dominant in the most mature global markets. The only way for them to grow was to target higher-growth emerging segments in which they had minimal share.

They needed to identify which market segments would provide the greatest opportunity and what steps they should take to establish themselves in these markets more meaningfully.


Approach

Chartic worked closely with the client to develop the necessary analytical approach to size alternative market segments, determine who makes the purchasing decisions, what the critical purchase drivers are and to define the critical actions they needed to take to capture share.

We conducted significant primary research in North America, Europe and Asia and collected and synthesized multiple sources of secondary market and competitor data to highlight the greatest opportunities.


Results

Our client was then able to focus specifically on key emerging markets with clearly aligned offerings to enable them to gain meaningful market share that will position them for greater growth as these emerging markets expand.

Targeting Growth Markets

Which market segments offer the greatest opportunity for profitable growth?

How do their needs differ – and what is our relative position?

What specific actions do we need to take to gain additional share and profitability?

Influencing the Influencers

Case Study


Situation

A division within a $100B+ health insurance company found that the number of patient referrals to its specialized hospital network was falling well short of expectations. It recognized that it didn’t have a clear understanding of the overall value chain and who has the greatest degree of influence on patient behaviors.


Approach

Chartic worked closely with senior management to suggest an analytical framework for understanding market behaviors, and in particular who had the ability to influence patient referral decisions.

We combined our primary research with additional industry and market data to develop a clear linkage between specific information and market behaviors.

Based on these fresh insights, we worked with our client to develop a targeted market strategy that focused on specific key influencers in the value chain.


Results

This strategy allowed our client to focus more directly on the influencers that have the greatest impact on how the ultimate care decision is made, enabling them to increase their network of supporters and ultimately the number of patient referrals they received.

Influencing the Influencers

Who has the greatest influence on the ultimate purchase decision?

What factors drive their perceptions and behaviors?

What can we do to influence the influencers?

"I’ve done lots of work with the ‘big three’ strategy consultants who are 80% presentation but only 20% substance. Chartic is 80% substance and 20% presentation. Their work is the best I’ve ever seen."

General Manager for $4B Global Industrial Company