A small company providing ERP, customized software, and cloud solutions primarily targeting SMEs.
Situation: The client approached Cornerstone to assist in performing a supply and demand analysis, identifying targeted segments, and developing a market strategy.
Complication: The client had 40+ software products in its portfolio, but was experiencing decline in both sales and profitability.
Approach: Cornerstone held a series of workshops with the client development and sales teams, performed internal and external assessment, analyzed four years of historical performance, reviewed client relationships, and assessed profit contribution by product.
Results: Assessment revealed that the client’s process for product development did not factor market needs, and hence pre-market assessment is required prior to investing in a new product. Moreover, of its product portfolio, only 25% of products are being sold. A full turnaround plan was placed for management to restore profitability.