We give leaders of medium sized IT organisations and their senior management team more than fancy “consulting-theory” and PowerPoint slides. We get our hands dirty, and we hold ourselves accountable for outcomes. We make an effort to really understand your business and dig deep to diagnose the real issues and how we can move the needle. We “say it as it is”, challenge established thinking and take great care to tailor the right strategy for our clients. Then we help to implement the strategy and assure things stay on track with appropriate change management. We take your business’ success personal.
“Unlike many consultants or contractors Ursula was very much “hands-on” throughout the whole process, owning it and accepting full accountability and responsibility for it’s success (or otherwise). From my perspective this was indeed refreshing from the approach taken by many consultants whom I have engaged historically where the focus has been on the high-level strategic component solely.” Ross Gallagher, CEO, GuildLink Pty Ltd
HOW WE WORK WITH YOU:
The task on hand will determine how we best work together, you can count on our flexibility to find the right commercial framework: Ad hoc services (Time & Material), Project based (fixed scope & fee), Interim Executive (Fix term part time contracts)
B2B Blue Ocean Strategy (BOS) Consulting
Customer centric Value Innovation is about leaving the “red ocean” of fierce competition and create new revenue streams. Blue Ocean Strategy (BOS) offers a structured pathway that de-risks innovation. It is the only methodology recognised by Harvard for both, Innovation and Change Management.
Traditional marketing thinking doesn’t challenge sufficiently the status quo of mature industries. The pursuit of “Best Practise” keeps us in the same old competitive playground and drives markets into commoditisation.
How does it work?
The BOS methodology can be implemented in multiple ways but is most powerful when implemented over a minimum of 3 months. The process is based on a series of structured workshops coupled with internal implementation activities to move beyond theory into practical application so real outcomes can be achieved. Ursula tailors her facilitation approach to the specific situation and given constraints.
Ursula Dauenhauer, Director of Business Backstage, is the only Sydney based accredited consultant of Blue Ocean Strategy Australia and has been applying the methodology for over 10 years.
“Companies have long engaged in head-to-head competition in search of profitable growth, but today, competing head-on often results in nothing but a bloody ‘red ocean’ of rivals fighting over a shrinking profit pool. Blue Ocean Strategy contends that although most companies compete in these red oceans, this strategy is unlikely to create strong profitable growth in the future. We believe that tomorrow’s leading companies will succeed not by battling competitors but by creating ‘blue oceans’ of uncontested market space. These strategic moves – termed ‘value innovation’- create leaps in value both for the firm and for buyers, creating all new demand.” (Blue Ocean Strategy excerpt)
B2B Go To Market (GTM) Strategies
If your business needs to adjust to market changes, deal with growing pains or launch new products and services it is critical to develop a robust Go-To-Market (GTM) plan that is tailored to your objectives and in context of market conditions.
Our comprehensive approach reaches from market positioning through to well-designed customer experience cycles across all channels and functions. We develop the most effective sales/marketing coverage model that is aligned with performance objectives. A structured pathway, facilitated by Business Backstage, helps your leadership team to align product development, operations, sales and marketing to engage successfully with customers.
Go to Market Plan components:
- Customer Experience Analysis
- Value Proposition development and testing
- Competitive positioning and differentiation
- Market analysis and target market selection
- Buyer Persona development and sales approach
- Core messaging for marketing and sales
- Sales channel structure and enablement needs
- Customer Enagement Frameworks
Effective GTM strategies focus on three things: clarity on customer value creation, competitive market positioning and robust sales and marketing processes. Solid GTM Strategies bridge the gap between product management/marketing (“this is why we are the best”) and the customer experience cycle (“why should I care about this”). GTM plans need to work the dynamics of the target market, understand the buyer personas and leverage your differentiators. They need to give answers to the hard “why”-questions.
B2B Business Growth
From Vision to Execution
It is challenging for owners / leaders of mid-sized businesses to move away from working in the business and find the sacred time to work on the business. Taking a business beyond organic growth, not only requires time and discipline, but also a reliable framework and pathway covering all the critical factors.
A good strategy includes implementation action plans that carefully consider the impact of change. A whole-of-business view of business growth, and how it impacts your business at a systemic level, is required to minimize risk and execution pain.
To arrive at a robust growth plan and have confidence in it’s successful execution, Business Backstage offers a hands-on program for senior executives that provides not only the structure, process and tools, but also challenges the status quo with fresh thinking.
Tailored to your business and objectives, the 8-12 week program facilitates the planning process around six critical modules: Revenue Objectives, Customer Value Creation, Market Management, Sales Strategy, Execution & Change, People.
The program is applicable to organisations looking to optimise current revenue streams, grow market share or enter new markets. For Innovation centric programs, we integrate Blue Ocean Strategy methodology.