Growth strategy for SaaS technology player
Situation:
- Leading software-as-a-service (SaaS) player had been acquired by private equity investors pursuing an aggressive growth strategy
- Company sought to extend its market leadership to other segments where its technology could be applied with limited adjustments
- Objective was to identify and prioritize high-potential market segments for expansion and define a market entry strategy
Actions:
- Developed robust methodology to screen, filter, and assess market segments
- Agreed criteria for market attractiveness such as market size, growth rate, customer structure, competitive situation alignment with core competencies and derived scoring system
- Screened over 200 potential segments using market data from industry reports, research, and expert insights
- Shortlisted three most promising segments and conducted in-depth market review
- Assessed addressable market size, structure, trends, client needs, and competitive landscape
- Evaluated barriers to entry and recommended market entry strategies: organic growth, strategic partnerships and acquisition
- Analyzed feasibility, cost-benefit, and time-to-market for each strategy
- Compared product offerings against competitors, identifying USPs and differentiation opportunities
- Assessed product-market fit and potential enhancements
- Profiled key competitors, analyzing their market position, strengths, weaknesses, and strategic moves
- Conducted client interviews to validate market needs and customer willingness to pay
Results:
- Systematically screened 200+ growth segments through structured, data-driven market segmentation and prioritization
- Narrowed down scope to high-potential opportunities and delivered in-depth market analysis and insights
- Clarified market dynamics, client needs, and competitive landscape as well as key success factors and challenges for market entry
- Defined comprehensive market entry strategy with phased implementation plan
- Gained board endorsement and secured resources for implementation
