CLIENT

  • A global private equity firm evaluating a high-growth wireless collaboration technology provider

SITUATION

  • As part of its diligence efforts, client wanted a tech industry expert to assess the wireless collaboration market and the target company’s ability to penetrate that market

ACTIONS

Waterstone sized the nascent technology market, evaluated target company’s competitive positioning and projected its go-forward financials.

  • Assessed customer base to inform market and company growth perspective: interviewed ~30 customers and channel partners to understand selection, adoption, usage and future growth plans and inform market perspective; launched blind market survey to validate the company’s product awareness, competitive positioning and price point relative to other solutions
  • Provided an understanding of the market and competitive landscape market landscape  conducted primary and secondary research, including secret shopping, SME interviews and benchmarks
  • Forecasted market and company share capture over five-year period based on customer and market research
  • Prioritized go-forward product roadmap and operational improvement initiatives based on voice of customer, operational assessment and competitive research

RESULTS

  • Provided a comprehensive perspective on the wireless collaboration market and the target company’s relative positioning within that market
  • Equipped the PE client with quantitative and qualitative analyses to support the investment plan
  • Client completed acquisition of target company