CLIENT

  • $500M+ revenue provider of unified communications solutions

SITUATION

  • New management team needed rapid assessment of market, competitive positioning and current operations to inform growth opportunities and new strategic roadmap

ACTIONS

Waterstone developed a strategic roadmap, including growth objectives, and associated set of initiatives

  • Identified key market, competitive, customer and technology dynamics that could impact future growth:
    – Conducted internal and external interviews with management team, unified communications SMEs and customers
    – Developed competitive analysis on traditional and emerging competitors
    – Reviewed enterprise financials and product roadmap
  • Prioritized a set of strategic and operational initiatives based on available opportunity set
  • Quantified the investment and potential benefit around each initiative

RESULTS

  • Client executed against growth plan, including refining target segment focus, expanding into new market segments through acquisitions (e.g., SMB) and transforming their service and support models.