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  Client Lets Technology Rather Than Customer Requirements Drive Product Decisions
  Client Considers Changing Business Model and Product Without Comprehensive Market Research
  Absence of Product Process Derails Client's Development Program
  Fragmented and Cannibalized Flagship Product
  Client Loses Customer Centric Focus
  Client Loses Key Customers
  Client Fails to Maximize Customer Revenue
  Foreign Exchange Case Study I
  Foreign Exchange Case Study II
Fragmented and Cannibalized Flagship Product
Problem: Financial information services provider suffered revenue decline in premium-priced, global flagship product.
Insight: Less expensive lower-tier and domestic product lines included critical data from premium-priced global product. Additionally, bulk data feed provided same critical data to largest clients, thereby undermining appeal of premium product.
Solution: Eliminated, consolidated and trimmed lower-tier and domestic products after analyzing product components and customers’ workflows and price elasticities. Focused domestic products on local content, formulated new pricing strategy for data feeds and located critical data in premium product.
Results: Captured new business and reversed revenue slide in premium-priced, global flagship product.


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