2. Insights to Growth Home
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About Us
Expertise
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Contact Us
February 20, 2009 2
3. Insights to Growth Mission
‘Insights to Growth’ leverages market intelligence, strategy
development and management expertise to:
Support clients’ business planning process and critical
decisions necessary to promote growth.
Serve clients with forward looking, analytics-based
insights, opinions and options.
Advise clients on improving business competitiveness and
reducing operation costs.
Personalize and customize solutions through collaboration
with clients throughout the consulting relationship.
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4. Insights to Growth Solutions
Assess market value and revenue potential of Intellectual Properties assets
considered for commercialization.
Work with Research & Development to align product specifications with
market needs.
Estimate market potential for emerging products, technologies, customers
and markets.
Track market share performance of business segments and premier accounts
to identify growth opportunities and strategies.
Prioritize allocation of Sales & Distribution budgets among competing
business segments to optimize total company sales.
Develop risk cases and business prioritization for various combinations of
market attractiveness and ability to execute.
Turn around business performance through business process transformation.
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5. Insights to Growth About Us
Experience
Over 20 Years in Marketing, Management & Consulting
Cross-Industry, IT, Life Sciences, Biotechnology, Medical Device/Imaging
Full Product Life Cycle, R&D Marketing Customer Support
Industry & Academia
Multi-Culture & Multi-Environment Exposure
Credentials
Higher Education (PhD, MBA), Business, Sciences & Engineering
Continuous Education & Training
Recognized for innovation & excellence by colleagues, managers and clients
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6. Insights to Growth Expertise
Data Collection
Primary/Customer Research & Interviews
Secondary/Resource Research, Online Searches
Due Diligence Analysis & Operation Assessment
Knowledge Creation
Data Integration, Consolidation & Reduction
Statistical Analysis (SAS, SPSS)
Modeling, Simulation & Scenario Testing
Risk & Variance Analysis
System Analysis (MATLAB)
Insight Presentations
Power Presentation & Graphics
Marketing, Business & Executive Reporting
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7. Insights to Growth Services I
Customer Qualification
Market Needs Assessment
Competitive Intelligence
Concept Testing, Intellectual Properties Commercialization
Field Evaluation & Acceptance of Concepts & Products
Market Assessment
Customer Segmentation & Clustering
Opportunity & Revenue Assessment of Emerging Markets & Technologies
Account-Level Opportunity Modeling, Assessment & Targeting
Market & Business Scenario Testing
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8. Insights to Growth Services II
Performance Assessment
Resource Prioritization & Allocation
Share & Performance Analyses of Market Segments & Top Accounts
Performance Gap Analysis
Strategy & Execution Gap Assessment
Business Management
Profit & Loss Unit Management
Pre- & Post-Sales Marketing Management
Business Process Transformation
Turnaround Leadership
Industry Show Representation
Site Visits & Show Sites Preparation
Training Applications, Sales & Partners
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9. Insights to Growth Engagements
Annotations for Knowledge Management
Client: Top IT Company; Market: Life Sciences, Biotech, Pharma, General
Life Sciences Industry Knowledge Base
Client: Top IT Company; Market: Life Sciences
Premier Account Performance Assessment
Client: Top IT Company; Market: General
Execution Gap Assessment
Client: Top IT Company, Market: General
Industry Prioritization for Resource Allocation
Client: Top IT Company; Market: General
Acquisition Due Diligence Assessment
Client: Major Medical Imaging company; Market: Medical Device
Business Process Transformation
Client: Major Analytic Instruments company; Market: Biotechnology
Application Development and Deployment
Client: Major Medical Imaging company; Market: Medical Device
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10. Annotations for Knowledge Management
Business Objectives Clients & Target Market
• Leverage IP assets to develop new • Research, Marketing and Development
offering for generating new revenue teams of an IT company
• Explore product concepts with potential
• Industry-independent, Life Sciences and
customers
• Characterize and develop new offering Biotechnology industries targeted first
• Integrate new offering within existed • Scientific community end users
product portfolio
Expertise & Deliverables Outcome & Business Value
• Primary Research, Interviews, Focus • Concept found feasible & marketable
• $300M of incremental revenue potential
Groups, Secondary Research
• Data Integration generated
• Richer portfolio of products offered
• Product Definition and Route to Market
• Competitive Intelligence
• Customer Segmentation
• Opportunity & Revenue Assessment
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11. Life Sciences Industry Knowledge Base
Business Objectives Clients & Target Market
• Establish a new emerging business unit, • Emerging Business Unit General Manager
Life Science Industry of an IT company
• Develop knowledge base on new
• Life Sciences: Pharmaceutical,
opportunity and potential revenue
• Drive business and marketing plans, Biotechnology, Contract Research
priorities and resource allocation Organization segments targeted
• Large enterprise and SMB included
Expertise & Deliverables Outcome & Business Value
• Primary Research, Data Integration • $25B opportunity characterized
• Modeling, Variance Analysis • Top Pharma, Biotech and CRO segments
recommended and focused on
• Customer Segmentation • Driven by market view, the new Emerging
• Opportunity Assessment, Emerging Business Unit toped $0.5B revenue in three
Markets years
• Resource Prioritization & Allocation
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12. Premier Accounts Performance Assessment
Business Objectives Clients & Target Market
• Pay Managing Directors of premier • HR, Finance & Sales executives, Managing
accounts on share performance Directors & General Managers of an IT
• Assess performance collaboratively with company
account teams
• Track and report changes in share for the • All Industries
• All WW regions
premier accounts portfolio
• Support portfolio turnover decisions • Large enterprises, premier accounts
Expertise & Deliverables Outcome & Business Value
• • Shares & growth rates for opportunity and
Primary & Secondary Research
• Statistical & Outlier Analysis revenue for individual accounts, industry
• Data Integration & Validation averages & the entire premier portfolio
• Modeling & Simulation, Risk Analysis were assessed and tracked
• Better portfolio performance &
• Account Competitive Intelligence management achieved over time
• Account-level Opportunity & Share
Performance assessments
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13. Execution Gap Assessment
Business Objectives Clients & Target Market
• Identify new potential revenue growth • Marketing General Manager & staff of an
out of existing served customers IT company
• Characterize customer segments with
• All Industries
highest potential growth
• Prioritize customer engagements to • All WW regions
• Large enterprise customers
optimize aggregate revenue
Expertise & Deliverables Outcome & Business Value
• Data Integration & Reduction • $1.2B potential revenue uncovered
• Modeling, Scenario Testing, Variance • Lucrative specific industries, regions &
Analysis accounts identified
• Sales coverage model changed to capitalize
• Customer Segmentation & Clustering on the above
• Opportunity, Revenue & Share
Assessments
• Execution Gap Analysis
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14. Industry Prioritization for Resource Allocation
Business Objectives Clients & Target Market
• Prioritize Sales and Marketing funds • Marketing GM and staff, WW Marketing,
among competing industry vertical Marketing Intelligence & Industry
business segments executives of an IT company
• Develop a robust & consistent
•
methodology for WW regions All Industries
• Include internal and marketplace • All WW regions
•
indicators to allow exploration of various All Customer Segments
•
business scenarios All major Brands
Expertise & Deliverables Outcome & Business Value
• Secondary Research • Top industries in each region identified
• Data Integration & Consolidation • Variances by Brands and Customer Sets
• Modeling & Simulation, Scenario explored & characterized
• Sales & Marketing efforts reassigned to
Testing
optimized total revenue
• Market & Business Scenario Testing
• Resource Prioritization & Allocation
February 20, 2009 14
15. Acquisition Due Diligence Assessment
Business Objectives Clients & Target Market
• Increase market presence & sales of • R&D & Marketing executives of a Medical
the MRI product line Imaging company
• Complement existing product line
• Healthcare, imaging centers & hospitals
with low-field MRI niche system
• Acquire new emerging technologies • Commercial, Academia and Government
Expertise & Deliverables Outcome & Business Value
• • The niche product found different in
Primary Research
• Due Diligence Analysis technology, incomplete, and high risk
• Operation Assessment marketing-wise
• • The new technology employed on established
Data Integration & Consolidation
product lines to reduce manufacturing cost
• Market Needs Assessment
• Competitive Intelligence
• Field Evaluation & Acceptance
• Opportunity & Revenue Assessment
of Emerging Technologies
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16. Business Process Transformation
Business Objectives Clients & Target Market
• • President and Marketing VP of a Biotech
Turnaround business performance
• Reorganize & Optimize operation company in the Analytic Instruments business
• Respond to Y2K challenges
• • Life Sciences companies
Improve customer capture & retention
• Academia and Government
rates
• Reduce overhead costs
Expertise & Deliverables Outcome & Business Value
• Operation Assessment • Original structure and business model found
• Data Integration & Consolidation not efficient nor optimal
• Variance Analysis • Grew service profitability 40% & improved
productivity by 14% within two years
• Resource Prioritization & Allocation
• Performance Analysis
• P&L Management, Business Process
Transformation & Turnaround
Leadership
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17. Application Development and Deployment
Business Objectives Clients & Target Market
• Extend the clinical & research use of • R&D, Marketing & Sales executives of a
an MRI product line Medical Imaging company
• Increase marketability of emerging
• Healthcare, imaging centers & hospitals
technology in global markets
• Promote recognition & growth • Commercial, Academia and Government
• Support Sales & Marketing efforts
Expertise & Deliverables Outcome & Business Value
• R&D & Application Testing • Unique clinical & research niches found for
• Modeling & Systems Analysis the high field MRI product line
• High field MRI product line recognized as
• Market Needs Assessment breakthrough in technology & performance
• Competitive Intelligence
• IP Realization and Concept Testing
• Field Evaluation & Acceptance
• Sales & Application Training
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18. Insights to Growth References
“… invaluable player in creating knowledge for emerging business…” (Life Sciences Industry, General Manager)
“… industry knowledge, task leadership and management of the research and source input were critical
to accomplishing this extremely challenging task…” (Market Intelligence, Manager)
“…strong contributor to the success of Industry Marketing, S&D Marketing Insights, and the
Marketing Insights Center of Excellence… groundbreaking analysis helped Sector General
Managers understand where to allocate resources and how best to leverage existing marketing
coverage to influence business prospects… expertise are greatly respected, and the innovative
projects led yielded substantial insights…” (Market Insights, Manager)
In IBM, in-house consulting: Received many awards from colleagues, managers and
clients in recognition of excellent Market Intelligence performance. Nominated in 2008
for IBM’s prestigious Market Intelligence Innovation Award.
Additional references – LinkedIn site:
http://www.linkedin.com/profile?viewProfile=&key=2598130&locale=en_US&trk
=tab_pro#recommendations
February 20, 2009 18
19. Insights to Growth Contact Us
Zvi Goldman
www.insightstogrowth.com
(in development)
www.linkedin.com/in/zvigoldman
54 Old Sawmill Road
Trumbull, CT 06611
zgoldman@insightstogrowth.com
(in development)
zvigoldman@hotmail.com
203-521-4366
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