© 2017 INVENTIS STRATEGIES ALL RIGHTS RESERVED

Growth Strategy Action Workshop™Helping companies get strategic about growth

Strategic Planning

Leadership Directed

Unified Teams

Growth Defining

© 2017 INVENTIS STRATEGIES ALL RIGHTS RESERVED

Growth Strategy Action Workshop

Part 1:Market Driven Value

Learn about becoming a Market-Driven company, how it helps a company create sustainable profitable growth, and how the company’s current capabilities measure up.

Part 2: Growth Strategies

Learn about:• The 4 growth strategies that make up the Market/Product Matrix• 10 options for growth that fit within each strategy and the benefits and risks associated with each.

Part 3: Choosing GrowthStrategies

Work through a series of exercises and discussions to determine which growth strategies your organization is suited to pursue that will yield the best results.

Part 4: Action Plan for Implementationand Execution

Develop an action plan that prioritizes what strategies to move forward to create short-term wins and which ones to implement to position the company to achieve long-term sustainable profitable growth.

Timing1-Day (8 hrs.)Note: Larger organizations may require multiple days if extensive planning is needed based on the number of existing markets and product/service portfolio.

Participants• Leadership Teams (C-Suite)• Department Heads• 1 to 3 Inventis Strategies Market-Driven Practitioner

Location• On-site at a client’s preferred location• Conference room/meeting space with digital presentation capabilities

(monitor/projector)

Overview The Inventis Strategies Growth Strategy Action Workshop™ is a structured, interactive workshop designed to help companies build Sustainable Profitable Growth Strategies tuned specifically to their unique situation. Facilitated by Inventis Strategies, the workshop leverages Inventis Strategies’ extensive experience and expertise in developing Market-Driven growth strategies with a company’s own expertise in their market and current situation.

Growth Strategy Action Workshop

© 2017 INVENTIS STRATEGIES ALL RIGHTS RESERVED

A Market-Driven Approach is the foundation that enables a company to attain Sustainable Profitable Growth.

A strategic focus on growth with a Market-Driven Approach ensures a company selects the right paths to grow based on capabilities, markets and customers.

The best Strategy for Growth is defined by the dynamics of the market, a company’s current performance, and differentiating capabilities.

At the core of this workshop are three essential principles.

Where will your growth come from this year?For companies challenged with meeting their growth objectives, as well as companies interested in becoming more strategic about where and how to grow, Inventis Strategies has created a comprehensive and collaborative Growth Strategy Action Workshop™ to help companies attain sustainable, profitable growth.

Understanding the value of and corresponding approaches to generating Sustainable, Profitable, Market-Driven Growth

An introduction of Growth Strategy Options (Market/Product Grid)

An interactive discussion and prioritization that identify Growth Strategy Options specific for the company participating in the workshop

Development of an Action Plan to execute the identified top Growth Strategy Options

Market-Driven ApproachBased on extensive academic research, coupled with our own real-world experiences, we strongly believe that “A Market-Driven Approach is the foundation that enables a company to attain Sustainable Profitable Growth.”

Growth Strategy Action Workshop

© 2017 INVENTIS STRATEGIES ALL RIGHTS RESERVED

Market-Driven Approach (cont.)So, what does it mean for a company to be Market-Driven? As Peter Drucker said in The Practice of Management, “The aim of marketing is to know and understand the customer so well, your product or service fits him and sells itself.”1 We see this as the underlying definition of what it is to be market-driven: knowing and understanding your customers so well and building products and services that fit them, thus removing friction from the marketing and sales processes. Research shows that Market-Driven companies are more profitable than Non-Market-Driven companies and outperform them in enterprise value growth over time.2

As part of the Growth Strategy Action Workshop, we help companies understand the value of being Market-Driven, as well as understand the key elements to a Market-Driven Approach: Market Sensing Capabilities, Market-Driven Strategy & Execution and Fact Based Processes.

1 “Market driven organizations are 31% more profitable than self-centered companies.” The Market Driven Organization, by George Day, 1999

2 “Myopic firms, who cut marketing expenses to hit quarterly earnings targets dramatically underperform Non-Myopic firms in enterprise value, losing 17% of value after one year, 41% after four years as compared to similar sized firms.”Myopic Marketing Management, Mizik and Jacobsen, 2006

Market Sensing CapabilitiesEnable companies to know and understand the customer and markets so well that they sense emerging opportunities and anticipate market changes and competitors’ moves.

Market-Driven Strategy & ExecutionLeverage knowledge and understanding of the customer and markets to develop corporate, market and product strategies, that drive successful execution of those strategies by Product and Go-to-Market Delivery.

Fact Based ProcessesProvide a methodology and expectations for the evaluation and prioritization of market opportunities based on facts and data, and enable the allocation of resources to execute against those opportunities.

© 2017 INVENTIS STRATEGIES ALL RIGHTS RESERVED

Strategic Focus On GrowthNext, we shift to a Strategic Focus on Growth.

As Sun Tzu said in The Art of War, “Strategy without tactics is the slowest route to victory. Tactics without strategy is the noise before defeat.” At Inventis, we see a company’s Growth Strategy as a bridge between the Corporate Strategy, which tends to be long-term focused, and the tactics of execution. As such, we recommend our clients start with a Growth Strategy Workshop to provide the best odds of achieving successful growth.

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The foundation for our Growth Strategy discussion is Ansoff’s Growth Matrix – which identifies the four ways to grow: Market Penetration, Market Development, Product Development and Diversification. We have expanded upon this matrix and have identified 10 clear options for growth.

Market/Product Grid

© 2017 INVENTIS STRATEGIES ALL RIGHTS RESERVED

Growth Strategies: 10 Options for Growth

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Within Market Penetration there are four (4): 1. A company can grow revenue from its existing customers and

products (i.e., increase usage, units, etc.),2. Take customers away from its competitors,3. Win more deals in its sales pipeline, or 4. Find a way to get non-customers to enter the market.

Within Market Development there are two (2) options which are differentiated by how similar the needs of the market are: 5. If there is a <20% difference, we consider that adjacent and if there

is a 20-50% difference, we consider that similar.6. If the needs are >50% you are looking at a new product and a new

product in a new market is Diversification.

Within Product Development there are three (3) options:7. A company can build an add-on feature or module for existing

product(s) and up-sell its existing customers. 8. A company can identify a new problem that customers have that

can be addressed as a cross-sell, or 9. If a company’s product/market is at the end of its maturity cycle, it

can innovate with a new/alternate solution for the market.

10. Within Diversification there is a single course of action where a company develops a new product (>50% difference from existing products) for a new market.

Market Penetration

Market Development

Product Development

Diversification

© 2017 INVENTIS STRATEGIES ALL RIGHTS RESERVED

A Strategy Determined by Market DynamicsThe final foundational belief for the workshop is that “The best Strategy for Growth is determined by the Dynamics of the Market and a Company’s Current Performance and Differentiating Capabilities.”

In this workshop, we systematically review each of the 10 growth options with regard to market dynamics (market maturity, market position, etc.) and the company’s performance and capabilities. Based on that review and those dynamics, we are able to identify the strategies with the best odds of success.

For example, it is conventional wisdom that there are diminishing returns when trying to grow a renewal/repeat rate if it is already over >85/90% or increase market share when already the market leader in a maturing industry. Alternatively, as a follower in a market looking at add-on or new product strategies, may not be the most prudent way to allocate time and resources, as compared with targeting a market niche within the existing market or moving into an Adjacent Market.

Finally, with the top three areas for Growth identified, we then focus on developing Action Plans for each derived from what we will need to learn, how we will translate that information into a strategy, and ultimately, what is needed to execute.

© 2017 INVENTIS STRATEGIES ALL RIGHTS RESERVED

Growth Strategy Action Workshop™Helping companies get strategic about growth

If you are interested in having a workshop with your organization and teams please contact John White at:jwhite@inventisstrategies.comor 215.962.2768

We can discuss your specific needs, requirements and goals to determine how to structure it and deliver the best outcome for your organization.