CLIENT

  • Leading provider of ATM and POS hardware, software, and services

SITUATION

  • Client was experiencing stalled growth and sub-optimal margins in its Managed Services business, and its merger with a leading competitor had created global opportunity to grow the Managed Services (MS) and Product Related Services (PRS) businesses.

ACTIONS

Waterstone identified priority market segments and defined offerings and operating initiatives needed to achieve the cilent’s 20% CAGR target

  • Interviewed internal stakeholders to deepen understanding of current MS portfolio and develop hypotheses
  • Performed granular analysis of non-traditional competitors to understand strategy and economic model
  • Conducted primary (i.e., subject matter experts) and secondary research to inform managed services trends, competitive landscape, unmet customer needs and segmentation levers
  • Developed Managed Services maturity spectrum based on GTM and operating model elements
  • Built segmented market models to estimate the revenue, growth and profit pools within the banking and retail MS markets
  • Facilitated global working sessions (Americas, EMEA, APAC) to refine regional market and growth priorities
  • Developed a set of operating initiatives and execution roadmap to close maturity gaps

RESULTS

  • Aligned Services leadership team on priority growth plays and critical operating initiatives
  • Defined targeted MS offerings portfolio
  • Recommendations lead to $400M+ MS revenue opportunity in 2020