Product Market Combination Fit

The client was an European leader in a B2B market. A key strategic growth pillar for them was is in the large, enterprise segment. Our client wanted to understand the product gaps that need to be closed for success in this segment.

We started by analysing all internal data, which quickly allowed us to form key hypotheses for needed change. These hypotheses were tested with internal interviews, as well as customer interviews. We developed a long-list of gaps covering many business areas. We further prioritized the gaps, defined key enablers and developed a roadmap.

By taking a step back, we quickly realized that real success in the targeted segment was only possible through a transformation, and by addressing areas much broader than product alone. This includes e.g. changing the organizational setup, reviewing existing processes or developing new supporting systems. We helped our client understand the hurdles and kick-off a transformation programme.