Services
Security and Compliance
Ensure your organisation is protected and compliant across infrastructure, mobile, and cloud.
Security
Infrastructure
In today’s environment it’s critical to protect your infrastructure from threats. This includes your endpoints, servers and network devices. These can be protected with the right solution balancing impact with cost.
Mobile
We ever increasing mobile workers your organisation’s data is distributed outside of your perimeter on mobile devices. This information needs to be protected which is much harder on mobile devices that access unsecured networks and can get easily lost.
Cloud
The ever increasing trend is moving payloads to the cloud to increase availability and reduce operating cost. Cloud based services can easily be accessed from anywhere which provides a new sort of challenge for organisations.
Compliance
Governance
Every organisation should have a compliance policy that classifies the organisations data and it’s importance to the organisation. Based on this classification different policies should be applied. Typical example of industry standards include ISO27001 and NIST.
Regulatory
In oder to ensure protection of personal identifiable information regarding your customers, partners and employees many countries have implemented privacy protection policies. The most well known in is GDPR Act and specifically in Germany DSGVO.
Industry
In industries that are dealing with highly sensitive information there are specific compliance regulations that companies need to implement. For the financial industry this often PCI-DSS, in health care it’s HIPAA and for example for the care industry in Germany it’s TISAX.
Product Strategy and Management
Manage the product life cycle from strategy through development to release management.
Product Strategy
Market Analysis
Development of detailed market analysis to define the market including market sizing, growth, drivers and opportunities in the market. This also includes industry and technology trends that influence the markt and can impact a paradigm shift that needs to be anticipated. Tools used here are Porter’s Five Forces and/or BCG Matrix to visualise the situation.
Competitive Inteligence
A detailed look at the direct competitors in the market space but also influencing factors that provide an alternative to product/service. The outcome of the this analysis is usually a SWOT analysis and for direct competitors battle cards that can be used as strategic planning tool or given to sales teams to effectively compete.
Roadmaps
Having a roadmap in place is not only important for internal developments team to understand where the product is going and adjust the development process but also for customers to see the company’s vision and help with purchasing decision. There are several iterations of roadmaps such as goals, initiatives, values, features, etc.
Product Management
Product Requirements
Any company usually struggles with a number of product requirements from different sources. There is the strategy direction of the organisation, feature request from existing customers and product enhancement request for new customer acquisition. These requirements have to be managed, prioritised and feed back to the product development department.
Release Planning
Every product release cycle needs to be carefully planned to balance enhancing the product with new features, eliminating product defects and cleaning out technical debt while at the same time delivering the product release within time and quality. Development resources need to be carefully planned ahead due to usually time lag between development and product release.
Pricing
The right pricing strategy must consider customer’s price elasticity, competitor’s price points and substitute products. It also needs to have a strategic direction of volume focused or value focused which will determine the price margin compared to the competitive. Changes to product structure might be necessary to serve different market segments with different price expectations.
GTM and Sales Enablement
Enable your sales, marketing and partner teams execution through comprehensive Go-To-Market plans.
Go-to-Market
GTM Plan
An effective GTM Plan needs to analyse the market and focus different methods of execution depending on the market segment. It needs to be comprehensive plan that includes all deliverables necessary for the market introduction, the key activities that need to occur as well as a consideration for the ecosystem, e.g. analyst and press relations, that are relevant for a successful launch.
Collaterals
The collaterals are important to reflect the key messaging for the offering. At a minimum the collaterals that need to be available are a customer presentation, datasheet or brochure, competitive battlecard, a sales presentation and a technical whitepaper. Depending on the product offering these can be adjusted and expanded to the target market needs.
Programs and Promotions
There can be various programs or promotions around a product. For a new product launch a program that introduces the product/service to the market is most effective covering the full ecosystem that offering plays in. For existing products short term promotions that attache to a specific hook are most effective to increase revenue streams and expand market penetration.
Sales Enablement
Education
A key part of enabling the sales team to sell the products is education on the offering. This includes not only the product features and competitive intelligence but also information about the key targets audience, buyers personas as well as how to handle customer objections and deal with substitute products that might prevent a deal from closing.
Partners
A strong partner ecosystem is often important to have different routes to market. This can be through local VAR/Resellers who have the right contacts in to specific target audiences or it can also be in the context of out of area routes to market that cannot be covered with the existing sales force. Developing this partner relationship is key to business expansion beyond current staffing.
International Expansion
For domestic or regional focused companies an international expansion can be the key to growth. Especially for European based companies an expansion in to Americas or Asia Pacific can open up new revenue streams and give a first mover advantage over competitors. We can provide insights and local contacts to establish a business entity and start with early lead generation programs.