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Case Studies

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New Market Entry Case Studies

Monetize Internal Fleet Operations to Unlock Innovation

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Situation

  • Major automotive renter faced inflationary Labor and Material costs of fleet maintenance and operations

  • They aimed to monetize cost center by serving other fleets

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Actions Taken

  • Assessed market gaps, customer segments and strategic partnerships to ascertain value proposition and go to market approach

  • Aligned senior leadership team on $400M opportunity to build end to end fleet management. Pilot tested with first $1M revenue.

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Result

  • Designed and developed Fleet Management as a Service offering to manage external fleets

  • Created a pathway to $400M revenue with accretive margins

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Serve 180 Countries with Breakfast Cereal

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Situation

  • Large Nutritious cereal manufacturer aimed to build profitable business in 180+ countries

  • Current capabilities system was incoherent leading to bottlenecks, stock-outs and quality concerns

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Actions Taken

  • Improved demand forecasting of global distributors to ensure co manufacturers served the right distributors when necessary with just in time shipments

  • Created global framework to consolidate manufacturer and distributor network

  • ​Built global portfolio playbook to deploy supply chain network with more responsiveness to consumer base

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Result

  • Built pioneering portfolio optimization model for global expansion

  • Designed optimized network saving business unit $100M+ in supply chain, branding and distribution costs

Pricing Case Studies

Improve Revenue Management for Plant Based Beverages

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Situation

  • Large plant based beverage manufacturer faced declining margins due to over-exposure to Walmart and low margin channels

  • Cash position and margins were dwindling despite hyper growth

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Actions Taken

  • Analyzed cross–channel and cross-brand price leakage to build superior price laddering

  • Created superior price-pack architecture to increase velocity at premium retailers to alter channel mix

  • Rationalized SKUs and product master data to focus only on top movers

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Result

  • Unlocked $50M in net revenue savings by reducing price leakage

  • Improved channel exposure to Walmart, improving margins by 8%

Improve Value Capture for Ed Tech SaaS suite

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Situation

  • Ed Tech SaaS unicorn had complicated pricing with onerous sales motion with high customer friction

  • Client aimed to create seamless customer experience leveraging best practices from Consumer industry

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Actions Taken

  • Uncovered value drivers of purchasing motion through customer discovery

  • Defined dimensions and tiering of price architecture. Defined product hierarchy to distinguish client value

  • Worked with large, enterprise clients to transition to novel pricing methodology

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Result

  • Created $40M revenue stream through Product Led Growth Motion

  • Increased enterprise NPS by 20 bps

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Systems and Transformation Case Studies

Customer Experience for Automotive Rental

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Situation

  • Large automotive rental company was developing multiple technologies to achieve rental self service

  • Projects lacked coherence and were not aligned to goals

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Actions Taken

  • Analyzed and segmented customer journey to identify friction points to solve under “Self Service” umbrella

  • Aligned leadership team on strategic vision, set operational goals to achieve them

  • Rationalized projects to improve customer in-store experience, increase ancillary sales and enhance customer support experience

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Result

  • Saved 75% costs by focusing efforts on critical priorities

  • Delivered $12M in revenue in 3 months with +6 points of improvement on NPS score

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Gig Economy Supply Chain for Airline

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Situation

  • Major airline faced pandemic induced ground crew shortage, leading to flight delays and cancellations

  • Chief Digital Officer had $100M urgent mandate to use digital technologies to resolve all labor supply chain issues

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Actions Taken

  • Aligned SLT on core vision of using gig economy providers as last minute replacements for crew

  • Defined entire digital stack, conducted extensive RFP process to build, integrate and iterate

  • Developed functional designs, prototypes and agile deployment plan

  • Worked to ensure clarity of communications and seamless user testing

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Result

  • Delivered gig economy crew sourcing system 1 month ahead of schedule

  • Solution still considered world class in hospitality and airline industry

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