Driving new growth and margin opportunities for a leading electronic discovery service provider. Partnering with Waterstone, the company has successfully launched a cloud-based e-discovery software product.

The Issue

A global data services company focused on providing commercial information, and insight on businesses was experiencing flat Y/Y growth in their core risk management business, which contributed 50% of their total revenue. Client engaged Waterstone to identify scale opportunities to accelerate growth in this area.

The Approach

Waterstone developed a comprehensive market structure map for client, outlining share, penetration, growth and end-customer value proposition of competitors, substitutes, new entrants. We used market structure map analysis to surface growth opportunities for clients in various customers segments and developed strategies to capture identified growth opportunities, including partnership options and inorganic plays. The team conducted preliminary testing of proposed strategies, via engaging in customer discussions and brokering conversations between client and potential partners/acquisition candidates.

The Results

Identified over $300M in growth opportunity for the client.

The Waterstone team rapidly added value to our initiative. Their on-the-ground team brought relevant industry expertise that was very useful to us. Their expert model, and ability to drive a balance between strategy and execution, differentiates them from other consulting firms.