Consolidate before you forecast
A global logistics equipment company of around 16B euro revenue had three confident regional market views and no European one. One consolidation, three markets, one format, and 15M euro of estimated opportunity value identified inside a unified 5 to 10 year outlook.
Twenty one tools, and no recommendation
ContentsOverviewA manual process with compliance attachedTwenty one down to fiveThe functionality is nearly identical, which is the findingWhy no winner was namedDigital […]
Wait until the seventh
ContentsOverviewAsking the users rather than the vendorThe corporate tool is not where the work happensWhat people are doing in spreadsheets that they […]
The answer was that rain did not matter
ContentsOverviewThree hypotheses, stated before the analysisSpeed did not moveCounts moved on some days and not because of rainWhy the data could not […]
Twenty searches a month
ContentsOverviewPerception measured by proxy, which has to be said firstNobody is searching, and the page nobody reachesReach, and what the leading competitor […]
The platform was never the constraint
ContentsOverviewA benchmark built on the client own carrier listThe coverage numbers were the findingOn features they are nearly interchangeableCost and timeline were […]
Ten logins to run one plant
ContentsOverviewWhat the customers were actually doingThe cost sits in training, and the customer pays itFour trends, five requirementsWhy it had stayed this […]
Nobody knew who to call
ContentsOverviewThe margin problem is not a pricing problemWhat happens today when a building misbehavesThe evidence for digital FM belongs to somebody elseThe […]
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