More than 10 Product Categories P&L ...across Value Chain Premium soaps, fabrics, sanitary napkins, printing, ink and toner... Brand Building, GTM and Business Turnarounds
Started & Scaled Businesses - 4
3 businesses < $5 M and 5 businesses $50 M to $4B businesses
Value Proposition Video - https://youtu.be/6WZ-tLcIwaI
Built the SaaS platform with 5 BETA (3 Paid) customers across 4 Business Verticals
Managed more than 15000 (200 plus per week) automated schedules, 1000 plus App installs
Verticals including Hotels, Restaurants, Sports, Residential’s, Clubs, Wellness and Fitness.
Global Annuity Model
Deconstructed
India Inkjet Business
Turnaround
Business Model Inquiry -
Global EM
Brand Building
Retail Photo Solutions - $5M to
$ 35M
Web Intelligence
FRIDAY.LIFE - Entrepreneur
Advisor - Curiosity Gym
Research / Insights
Customer Segmentation
Uncovering Growth Vectors
Uncovering Growth Strategies
for Global Markets
Using Data & Insights to Create a Scientific Decision Making Culture.
Challenge was
All Business Understanding was at a regional level...not country level
Effort was to build an Annuity Model at a country level(across 14 Asia Pacific countries) for
- Every customer segment across printers
- Every consumables usage and market share
The model was built by 2 NUS interns - before the availability of analytic tools of today
The Deconstruct Annuity model was adopted Globally
Decisions now focused on targeted profit pools within specific countries.
Turnaround of Inkjet Printing Business In India by Regaining 8% of lost Market Share
Relocated from Singapore to reset critical business in decline
Successfully scaled New Business Model
- Increase Razor (Printer) price and lowered Blade(Ink) price with High end Mix from 12% to 29%, and improved bottom line
Achieved this by
- Actively driving teamwork and collaboration of category, sales and marketing
- Implementing an end-to-end strategic plan across Consumer, SMB and Enterprise segments; including product mix, channel re-engineering, a 360 communication plan
Significant gains in brand equity scores for HP inks
Rationalized the entry into new channels – Online, LFR and HP Branded stores
Voted Best Practice in Asia Pacific
Global Emerging Markets Led the INQUIRY into the $12B Laser Printing Business Across Global Emerging Markets
Managed cross-functional teams across regions – Latin America, Eastern Europe, MEMA and Asia Pacific, to deep dive into the Laser Printer business
Solutions and pilots evaluated included disruptive business models and managing profits pools around pricing, support, GTM and partnership plays
The Inquiry had consensus across the Leadership teams of Region and Countries
LED BRAND POSITIONING AND COMMUNICATION STRATEGIES ACROSS LEADING MNC BRANDS
Consumer Brands - Premium Soaps/Sanitary Napkins/Skin
Care/Detergents/Fabrics
Launched Brand Variants/Extensions for Fast Moving Consumer Categories
Across Asia Pacific countries
SCALE UP OF RETAIL PHOTO BUSINESS START UP BIZ ACROSS ASIA PACIFIC
RPS (Hardware, Inks„ Solutions, Service and Financing) — involved Big Deal Pursuit and Partner/GTM Development (Photo Specialty Retailers)
Highpoints included
Solution Selling — the vision of business transformation from 4x6 photo prints to photo books/gifting
Kmart 5 year Contract: ROI projections required investment of $80K per store in a business declining at over 20%.
With Country teams, developing entry strategies, localizing solutions, driving investment and meeting Business targets
Customers across SPAC/Japan/China/Indonesia/India : Kmart, TEDs, Warehouse Stationery, Kitamura, Tesco, Future Group
Spent a year localizing the solutions for Japan market.
BUILT A TECHNOLOGY ENABLED DECISION MAKING PLATFORM AGGREGATING DATA FROM SPRINKLR, SOCIAL MEDIA AND NEWS CHANNELS.
You want to grow by
Uncovering a new position for your Brand
Enter new markets with a Tested Entry Strategy/Position
Understanding customer's attitudes and perceptions around your category and competition
SAAS MOBILE EXPERIENCE MANAGEMENT PLATFORM
https://www.youtube.com/watch?v=6WZ-tLcIwaI
FRIDAY.LIFE has a SuperApp Construct which enables Consumers to "Be In Control" of their lives. Business have an API-led "plug and play" micro services platform to provide Extraordinary Mobile Experience for members/customers. Business Growth is enabled by Automating Operations, Increasing Customer Loyalty and Reducing Churn
Platform built with Architect and Solutions Team of 8. 5 BETA customers, 15, 000 bookings over 2 years, Mobile app on Global IOS and Android Stores. 15/30 day sprints over 3 years.
Validations over more than 10 Business Verticals including esidentials, Sports, Wellness, Hotels, Clubs...
AN EDUCATION PLAY IN INDIA
Curiosity Gym promises Experiential Learning at top schools in Mumbai for more than 5 years. These schools are the most elite schools of India
Being familiar with App and Platform Plays in India; had the opportunity to work with a passionate team from Curiosity Gym
Founded by an IIT batchmate,
Girish's frustration about rote learning resonated.
Teaming with his Leadership team, helped develop strategies and investment pitches in the very competitive Education space.
SET UP THE RESEARCH PROCESS AND CADENCE ACROSS ASIA PACIFIC – FOR CUSTOMERS, COMMUNICATION AND CHANNEL
Vietnam complains about no market share data…India complains that market share data not frequent enough…Category teams want to focus on Emerging Markets, but very few insights.
Brand Equity score trackers may help signal urgent actions.
US business unit complains of no reliable Asia Pacific view…
As with some businesses, the print business at HP had research which had evolved incrementally. A reboot of research needs apart from answering accumulated business needs (like those listed above) may help you to rethink the business.
MATRIX OF CUSTOMER ACQUISITION COSTS AND LIFE TIME VALUE OF CUSTOMERS
S and profit contribution of Enterprise and SMB customers are…
Low End printer customers may be …
SMB customers are switching to non-originals because…
That big deal for Enterprise customer A can afford a bigger discount …
DEEP DIVES INTO COUNTRY BUSINESSES ACROSS ASIA PACIFIC
Countries love this –
Deep dives into country business helps country management and sales
Especially insights based on Analytics/Segmentation which will help sales team understand their business better.
Country teams get to run their current business better. They can construct meaningful and targeted ROI based marketing and channel programs.
Also most importantly, new strategies are coming through from the regional team -country voices heard, their ideas considered.
AN IN-MARKET PRESSURE TEST ACROSS CUSTOMER SEGMENTS
“$1.5M for six months in two provinces of India!!”
Yes, for a Pressure Test to uncover a tool kit for a >$2 B business
Six months later, after gaining 6% market share points, the tool kit was scaled ( 7 new growth strategies) Globally. Investment in Asia Pacific markets was >$10M each year. Returns per year greater than $30M.
The 7 strategies uncovered are in play from 2007 till today.
