What Our Clients Say:

“Growth Path interviewed our clients and helped crystallize the value we brought to them. By communicating this value, and our sector specificity, we were able to clearly differentiate JCA as we positioned for a sale.”

- Jack Chute, JCA

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Target Marketing

Whether you sell directly to consumers, or to other businesses, it’s important to understand which are your high potential customers. This enables your organization to target sales efforts more effectively, to maximize impact of your marketing spend, and to focus product and portfolio development.

Segmentation

Using a segmented market model, we determine your highest potential customers, and find underserved segments. These are high potential segments which have inadequate coverage, or need customized portfolio development. These underserved segments are the key to rapid growth and establishing dominant market share. Our international experience helps Growth Path identify regional ‘white spots’ which may well be developed markets elsewhere, from which we can determine success factors.

But finding potential is only the first part of the plan. Next up is a Fit vs Need analysis for these segments to see how well positioned your organization is currently, and where fortification is needed to be a dominant player (e.g. portfolio expansion, custom services, support or delivery infrastructure). This analysis helps identify ‘low hanging fruit’ available for short term growth with existing or minimal additional resources; and also charts a longer term, sustainable growth map.

Short term rapid results provide two significant benefits in establishing your long term growth plans: they provide significant improvement to benefit shareholders; and get the attention of sales staff that the growth plans work. This dual level buy-in helps give your organization the drive and resources to implement the changes required for sustainable long-term growth.

You’ll also find high potential segments for which your current organization does not have a good fit. This is invaluable in developing a rationale for opening new channels to market; for broadening the scope of your portfolio through development, partnering or acquisition; for geographic expansion; and for adding business development initiatives.

Most importantly, we’ll help you structure your organization & processes to ensure that you are focused on the targets at every phase from product development, portfolio & service management, sales & account management, through to your internal and external communication strategy. Keeping that focus is your key to profitable growth.