Rob has helped organizations rationalize product roadmaps and develop go-to-market strategies through comprehensive competitive and market research, win/loss analysis, and voice of the customer feedback.
Opportunity Assessments
Rob has helped companies define their strengths, weaknesses, and growth opportunities.
In this example, Rob developed an excel model to quantitatively assess opportunities based on strategic fit and the ability of the company to execute. The market size was captured by the circle size. He used the model to help the company develop directional strategies.
Marketing Requirements
Rob has developed market and product requirements based on competitive intelligence, win/loss analysis, and direct customer feedback.
In this example, Rob created requirements for an online blood bank ordering system. The marketing requirements were captured in Aha!
Internal/ External Roadmaps
Rob is very familiar with the processes for developing product roadmaps for internal planning and external communication.
In this example, Rob worked with the product teams to deliver a customer-facing product roadmap that could be shared with clients to provide an overall direction and set expectations.
Business Plans
Rob has drafted and presented many business plans to justify investment for a solution.
In this example, he developed a business plan for a product that required additional investment to compete in its existing markets and expand in new ones. Rob provided information on the market segments and sizing, positioning, competitive analysis, pricing, sales forecasts, and investment required. The company moved to the next step to secure funding.
Win/loss
Rob is a strong advocate for capturing the Voice of the Customer. Collecting Win/loss feedback from customers helps identify opportunities for improvement in all areas of the business.
In this example, Rob worked with a contractor and developed a survey to understand why the company revenue within a segment was declining. The survey results revealed the quality of support and the lack of pricing flexibility were two key drivers impacting customer decisions.
Market Research
Rob has worked with a number of industry-specific market research firms and analysts such as Gartner, Frost & Sullivan, IDC, and Signify Research to understand information such as market trends, sizing, key players, and unmet needs.
In this example, Rob needed to collect market data that was not available through market research firms. To collect the data he created a short market survey that was sent to a network of healthcare CIOs. Rob was able to collect over 120 responses to accurately segment and assess the state of the market.
Competitive Intelligence
Meaningful competitive intelligence requires planning and work. Google searches are not enough. Rob builds external and internal networks to piece together enough information to formulate competitive assessments.
In this example, Rob worked with some contacts in the UK market to learn how GE won a significant contract but struggled to deliver. Rob and his team used that information to develop a SWOT with positioning to share with the commercial teams