Other Case Studies

The Challenge

of Introducing Partners

An Internet company wanted to explore the interest of large NY-based partners towards its technology.

Our Solution

We arranged meetings for the CEO with potential partners among the world’s largest digital marketing agencies. Sylvain Leborgne, then CEO of Adledge (web software), commented: “Triana delivered more than our most optimistic expectations.They organized introductory meetings that quickly developed into several concrete partnership proposals. Triana was able to identify the relevant targets and set up a range of efficient prospective meetings that helped us immediately “go right to the point” with the relevant persons.”

The Challenge

of Energizing a Subsidiary

A rapidly growing manufacturing company wanted to take a subsidiary to the next level.

Results

We provided the CEO with a marketing plan and sales expansion roadmap. The recommendations were approved and we were asked to bring on board an additional key executive for plan execution. Through nationwide executive search we recruited a new General Manager in charge of leading the subsidiary’s next phase.

The Challenge

of Solving Problems

A midsized software company had the opportunity to expand internationally. One of its local clients, a global airspace manufacturer, wanted to deploy its software overseas. This entailed considerable content localization cost and other issues. The project was blocked. We were asked to help unlock the situation.

Results

We detected and screened 340+ relevant contacts in the company’s market space nationwide through trade shows, conferences, and reserved-access databases; arranged multiple meetings for the CEO; finally secured a partnership with a local content provider; this enabled the company to unlock content localization, move to its first pilot stage, and continue its process.

Follow-up

The company assigned us to study market potential, user needs, go-to-market, and prepare all budgets and business plan components for the launch of an additional software.

The Challenge

of Building Marketing Positions

A New York-based digital company that successfully grew from start-up to its first million dollars wanted to expand its business development capability and move to the next growth phase.

Results

We expanded the company’s pipeline of prospective clients; initiated the development of marketing and sales material ranging from brochure and price sheets to new website, webinars, seminars, case studies; attended conferences, developed relationships with potential commercial and technology partners, accelerated certifications, introduced CEO to key clients. Within 6 months, the life-cycle ROI of signed new clients surpassed the company’s marketing investment manifold.

The Challenge

of Boosting Marketing Efforts

A European manufacturing company needed a US Marketing Manager for a several-months assignment to boost its marketing efforts.

Results

Within days, Triana Group assigned a part-time Marketing Manager whose engagement later evolved into a full-time Interim position. The manager: expanded the company’s professional media visibility; developed relationships with 5 trade associations; adapted the company’s marketing material to better fit its North-American market (including its online presence); developed new marketing material including product documentation which served the company globally; created marketing support programs for distributors and sales representatives; planned, created and developed email campaigns and newsletters; grew the company’s e-mailing database; within 6 months, the company’s number of in-bound business-to-business contacts reached 640 spontaneous connections.

The Challenge

of Analyzing a Market Segment For Technology Companies

A group of technology companies representing ~$900 million in R&D budget in the field of Secured Communicating Solutions with applications as diverse as Healthcare, Transportation, and Finance, sought specific insights on the US smart grids market.

Method

Interviews with subject-matter experts; analysis of reports both publicly available and proprietary research; interviews of industry executives; analysis of key players, major projects, noteworthy conferences and resources.

Results

Presentation of four key segments: RFID; M2M; Security; Energy Management Systems. For each, we provided information on the institutional context, financing environment, noteworthy initiatives; we pointed challenges and detected key opportunities including new projects and RFP to pursue.

The Challenge

of Performing a Market Outline

A German trade association requested an up-to-date market outline of the US healthcare market. The purpose was to provide its members with background information to prepare conversations focused on their specific products.

Method

Summary of specialized publications, most recent industry reports, information obtained from industry analysts, and interviews with industry experts.

Results

A PowerPoint format presentation with a recap of key data and trends for each market segment of the healthcare sector. Provides a useful overview for companies considering expanding or diversifying into the US healthcare market.

The Challenge

of Planning for Overseas Growth

A market-segment leader wanted to expand geographically through an acquisition. The company had accumulated a substantial treasure chest and was ready to invest into a major strategic move, plus potential leverage.

Method

Arranged several business trips for the company’s top executive team over a period of one year, enabling them to deeply understand their new market space through field observation, strategic discussions with potential matches, and insights from local industry experts. This led the company to change its decision and seek a joint-venture instead.

Results

The company engaged in a collaboration agreement which was successful and resulted in a joint-venture. At a fraction of the cost, the company was able to build a strategic footprint.

The Challenge

of Inspiring New Product Development

The client requested benchmarks to inspire future generations of retail concepts and business models.

Method

360-degree review of several pioneering companies, based on field visits, interviews, case studies, and financial data analysis of key performance indicators. Detected and analyzed specific opportunities in “retailtainment” and sustainability-driven innovations.

Results

Provided blueprints for new business concepts, as detailed as possible from physical user experience to digital systems, from design to robotics, from supply-chain to branding strategy.

The Challenge

of Sustaining the Rapid Growth

A rapidly growing manufacturer wanted to take a subsidiary to the next level.

Method

We provided market-driven insights to the company’s CEO through interviews within and outside sales channels; we used several methods to provide sales projections for the subsidiary; we provided a marketing plan and budgets as well as overall business plan.

Results

With the plan as an input, the company successfully raised additional working capital for the subsidiary’s expansion and engaged into implementation.

The Challenge

Selecting the Right Technology

A family-owned business in the Gulf Countries sought to license new technologies in order to distribute them in its regional market. We were retained to identify and assess relevant technologies, to help negotiate agreements, and to develop the company’s business model and business plan around these technologies.

Method

We worked closely with our client’s team, our local consultants and subject-matter experts to develop a need analysis and help focus our search. We analyzed international best practices and extensively reviewed existing and emerging technologies (ranging from start-ups to large corporations.) We analyzed 16 technology providers for one division, and 66 for another division, resulting respectively in a thorough due diligence on 10 and 21 technologies according to a grid including 15 product features and business criteria.

Results

Our client invested in 2 technologies for a fraction of the cost and time it would have taken to develop them internally. One of these technologies was developed by a Google Ventures-funded company, and the other had gained the status of Fortune 500 standard. With the first technology, our client secured a unique position in the regional market. This resulted in the division’s turnaround and substantial revenue growth. The second technology partner was unable to support an international expansion, and we assisted our client in replacing it with an alternative solution that proved less costly and better suited for our client’s needs. This led our client to retain us to perform the feasibility study for a new division representing a $40 million investment.

The Challenge

Assessing the Feasibility of a New Initiative

A family-owned business in the Gulf Countries sought to develop a new initiative which would become the group’s largest division. The group would contribute 20% of the $40 million investment necessary. We were retained to develop a feasibility study and business plan for this new initiative, which would serve to guide the group’s strategy and negotiations with co-investment partners.

Method

We used statistical data as well as industry-experts interviews and focus groups internationally, analyzed reports, developed detailed competitive benchmarks, and engaged in detailed discussions with potential strategic partners about collaboration options. Coordinating a team of subject-matter experts with executive-level experience in this sector, we helped decide on the best strategic route, determined market potential and product offering based on market needs/ competitive analysis/ best practices, developed revenue projections, quantified business models based on justifiable metrics, financial projections including break-even analysis, assessed working capital needs, prepared the new initiative’s detailed and budgeted business plan, and scouted technology solutions for the new entity.

Results

Our client decided to engage in this initiative, and secured the collaboration of a larger family-owned investment group. We remain involved as advisers to our client’s various businesses and new initiatives.