Market Strategy & Forecasts

Our market strategy practice combines an understanding of underlying market, pricing and competitive trends with field issues, such as distribution, sales incentives, training, and technology deployment.

Here are several dimensions of this practice:

• Competition: Our approach to competitive strategy is to identify and leverage a small number of key factors that will determine the battle for profits and market share (an illustrative success case was helping an incumbent cellular operator limit the second operator's market entry to less than 20 % of the subscriber base for five years after competition began).
• Forecasting: We have a strong 20+ year track record in being able to forecast new service and product development trends accurately (e.g., VCRs, videodiscs, cable TV, cellular, email, fiber networks, VSATs, etc.) using a combination of quantitative techniques, primarily research and new product adoption experience.
• Distribution: This is one of our specialty areas, which we generally approach from the standpoint of products offerings, market segmentation, channels, incentives and customer support—we have completed sales and distribution assignments in western and eastern Europe, Brazil, New Zealand, and North America.

Our strategy work benefits enormously from our case managers' and senior consultants' experience with specific competitive markets, either through former industry positions they have held or through consulting or research case studies the firm has completed. This experience is highly international and has involved Australia (cellular), Brazil (mobile, PCS, fised), Canada (long distance, LMDS, cable TV), Chile (cellular, long distance, international services), Hong Kong (3G, cellular, local), Israel (international, cellular, cable TV/DBS), Italy (3G), Japan (long distance, PHS, international), Sweden (PCS), United Kingdom (cellular/PCS, cable telephony, long distance), United States (long distance, CLEC, cable TV/DBS), and many other countries.