arvanza - the market development partners
TRANSCRIPT
Arvanza!TM!
The Market Development Partners
Helping companies Go-to-Market and drive growth in global B2B industries
The Market Development Partners
Helping companies Go-to-Market and drive growth in global B2B industries
Arvanza!TM!
Arvanza is a leading market and business development agency
We work in partnership with organisations to identify, enter and drive growth markets in global B2B industries
We help companies to transform their commercial performance and take their business growth to the next level
‣ We are market and business development experts
‣ Arvanza works exclusively with companies operating in B2B industries - in UK or international markets
‣ We combine market, commercial, and competitor analysis with execution - we work with you to develop a winning Go-to-Market model, and can provide hands-on support and services to deliver it
‣ Our clients include multinational corporations, mid-size organisations, and high-growth smaller companies
‣ We work in partnership with you to identify, enter and drive growth markets, build added-value sales, develop strategic customer relationships, create enduring competitive advantages, elevate commercial performance and business growth, and maximise customer lifetime value
‣ Arvanza delivers measurable improvements in the commercial performance of our clients - helping to take their business growth to the next level
The Market Development Partners
Helping companies Go-to-Market and drive growth in global B2B industries
Arvanza!TM!
‣ Defence & security
‣ Energy & cleantech
‣ Industrial & engineering
‣ Maritime & shipping
‣ Medtech & scientific equipment
‣ Water & environmental services
We are experts in global B2B industries
The Market Development Partners
Helping companies Go-to-Market and drive growth in global B2B industries
Arvanza!TM!
‣ Optimise your business model to exploit market opportunities
‣ Transform your commercial performance and ROI
‣ Enhance your competitive position within target markets
‣ Develop your value proposition to satisfy key market needs
‣ Create enduring competitive advantages
‣ Identify, enter and drive growth markets
‣ Strengthen your customer relationships and key accounts
‣ Drive your customer base and convert non-users
‣ Maximise customer lifetime value
‣ Turnaround under-performing Business Units
Arvanza helps you build sustainable growth
The Market Development Partners
Helping companies Go-to-Market and drive growth in global B2B industries
Arvanza!TM!
The Arvanza Six Step Model
The Arvanza Model follows a proven, six step process, designed to help you identify, enter and drive growth markets, build added-value sales, develop strategic customer relationships, create enduring
competitive advantages, elevate commercial performance and business growth, and maximise customer lifetime value
Each step is uniquely tailored to match your company needs - you can either select a combination of steps or follow the complete model to deliver maximum results
The Arvanza Model helps you Go-to-Market and drive your business growth in global B2B industries
Market Analysis
1
Business Model
Optimisation
2
Value Proposition
Enhancement
3
Market & Business
Development
4
Commercial Performance
Transformation
5
Customer Value
Maximisation
6
The Market Development Partners
Helping companies Go-to-Market and drive growth in global B2B industries
Arvanza!TM!
To exploit the potential of a market it helps to understand your competitive position within it.
We conduct market analysis to determine the dynamics, key drivers and critical success factors of a market, and identify the competitive landscape, attractiveness, size, growth opportunities, strategic gaps and key segments, to understand your relative strengths and weaknesses in a market, and define a roadmap for your way forward.
Arvanza helps you understand your competitive position within a market
Market Analysis
Business Model Optimisation
To generate sustainable growth your business model and value chain should be optimally aligned to the market opportunity.
We work with you to map out your business model and value chain to align the systems, structures, processes, capabilities, and resources within your organisation to the market, ensuring the building blocks and core competencies are in place to support your Go-to-Market commercial strategy, and help you create enduring competitive advantages.
Arvanza helps you align your business model to exploit a market opportunity
The Market Development Partners
Helping companies Go-to-Market and drive growth in global B2B industries
Arvanza!TM!
To address market needs you require the right value proposition.
We work with you to define your value proposition in relation to key market needs, value drivers, and critical purchase criteria, and help you to identify where and how you can deliver maximum customer value, differentiate your product / service offering in relation to the competition, and ensure you approach the market opportunity with the best Go-to-Market positioning.
Arvanza helps you build a value proposition to address key market needs
Value Proposition Enhancement
Market & Business Development
To drive sales and build sustainable business growth you require the right market and business development strategy.
We work with you to define and execute a market and business development strategy based on the identification of key markets, target segments, strategic niches, user and non-user clusters, sales channels, strategic alliances and commercial partners, to help you enter, drive and fully exploit growth market opportunities.
Arvanza helps you identify, enter and drive growth markets in global B2B industries
The Market Development Partners
Helping companies Go-to-Market and drive growth in global B2B industries
Arvanza!TM!
To elevate your commercial performance you should measure, monitor and drive the right metrics.
We work with you to analyse your current sales patterns, processes and pipeline, conduct forensic win/loss data analysis to identify how and where you can compete in a market, develop continuous market and competitor intelligence, implement performance monitoring tools, and create a dashboard of KPI and actionable insights, to elevate your commercial performance and drive your business growth.
Arvanza helps you elevate your commercial performance and drive business growth
Commercial Performance Transformation
Customer Value Maximisation
To maximise customer value you should meet or exceed customer expectations.
We work with you to identify critical purchase criteria, meet key customer needs, monitor purchasing behaviour and customer experience, help you drive your user base and convert non-users, develop value-added services and solutions, create strategic customer relationships, and maximise customer lifetime value, to build sustainable business growth.
Arvanza helps you drive your customer base and maximise customer lifetime value
The Market Development Partners
Helping companies Go-to-Market and drive growth in global B2B industries
Arvanza!TM!
Arvanza provides hands-on support & services
‣ Advisory Services: we undertake ad-hoc consultancy projects and bespoke research, to provide market analysis and actionable insights, advise on specific commercial issues, enhance client knowledge of their competitive environment, and identify growth market opportunities
‣ Sales Agency: Arvanza operates as a commission-based introducer and referral agent, commercial partner, or retained-services sales intermediary, to build routes-to-market, develop key customers, and directly drive sales on behalf of those clients looking to enter and develop a new market
‣ Interim Management: we provide hands-on support to execute assignments and act as a Change Agent, to transform a client’s commercial performance and take their business growth to the next level
‣ Insights & Analysis: clients retain Arvanza to provide continuous market and competitor intelligence, actionable commercial insights, and market and customer surveys, to support and transform their commercial performance
‣ Executive Coaching: we provide on-going support to senior executives and commercial teams to help transform performance and drive change within organisations
The Market Development Partners
Helping companies Go-to-Market and drive growth in global B2B industries
Arvanza!TM!
Case Study
Situation analysis
Industry: Maritime & shippingCountry: Germany
This €25m revenue company was an under-performing business unit within a multinational corporation, specialising in the design and manufacture of water and wastewater plant and equipment serving the global marine, shipping and offshore industries.
The company faced three key commercial challenges:
1. Identify a Go-to-Market commercial strategy to capture the growth opportunity arising from the impending ratification by the International Maritime Organisation (IMO) mandating the compulsory installation of ballast water treatment systems onboard the global merchant vessel fleet.
2. Develop strategic relationships with global vessel fleet operators based on added-value after-sales services, to counter the competitive threat posed by low-cost Asian suppliers, and the market trend towards commoditisation.
3. Elevate revenue growth by driving plant and equipment sales, after-sales service and spares, and maximise Customer Lifetime Value by commercialising the historic plant Installed Base.
The Market Development Partners
Helping companies Go-to-Market and drive growth in global B2B industries
Arvanza!TM!
Case Study
The Arvanza solution
Arvanza started by undertaking Market Analysis to define the global marketplace and competitive landscape, and identify the key market drivers and way forward for the business. We worked with the Executive Team to develop a Go-to-Market Model to turnaround the company’s performance and refocus its commercialisation strategy.
This included:
Business Model Optimisation: Development of a Business Model to exploit market opportunities, leverage the company’s core competencies, and align the operational structure and value chain to support and deliver the desired commercial performance.
Value Proposition Enhancement: Creation of a value proposition to reposition the company as an added-value service provider, and strategic partner of first choice within the global marine water and wastewater treatment market.
Market & Business Development: Identification of the key Asian shipbuilding markets and core European fleet operator markets, and segmentation of the global merchant vessel fleet, to focus the international Agent / Distributor base and the internal business development teams, to enter and penetrate target markets and key sales channels.
Commercial Performance Transformation: A comprehensive review of the sales pipeline and process, and forensic win/loss analysis of the company’s historic bids, to identify where and how the company could compete in the market.
Customer Value Maximisation: Segmentation of the plant Installed Base to analyse historic spares and service revenues, identify non-users, and drive added-value service packages, and cross-sell additional plant and equipment.
The Market Development Partners
Helping companies Go-to-Market and drive growth in global B2B industries
Arvanza!TM!
Case Study
Arvanza value creation
Arvanza helped the company successfully reposition itself as an added-value services provider to global shipping fleet operators, developing strategic relationships by helping to co-manage their Total Cost of Ownership and Capex / Opex models with regard to plant and equipment utilisation.
These strategic customer relationships were then leveraged as a route-to-market to drive sales of ballast water management systems, and capture the vessel retrofit market opportunity.
The international Agent / Distributor base and internal business development teams were re-aligned to the global market opportunity, which ensured deep penetration of key Asian shipbuilding markets, helping to drive up plant and equipment sales, and commercialisation of the core European fleet operator markets.
Customer Lifetime Value was maximised by driving spares and after-sales service revenues from the plant Installed Base, based on a deep understanding of purchasing behaviour and user needs, and the conversion of non-users by resolving problems of availability and customer experience.
The Market Development Partners
Helping companies Go-to-Market and drive growth in global B2B industries
Arvanza!TM!
The Arvanza International Network
In a global marketplace it is important to choose a partner who understands the international business landscape
Arvanza operates a network of Associates to support those companies operating in UK markets, and assist those looking to enter and develop international markets
The Market Development Partners
Helping companies Go-to-Market and drive growth in global B2B industries
Arvanza!TM!
Testimonials
“I commissioned Arvanza to conduct a commercial review of a European business unit within our industrial por:olio, serving the global shipping/offshore industry. Arvanza helped us idenAfy new business development approaches to strengthen our compeAAve posiAon across internaAonal markets. We have since engaged Arvanza to provide support to execute a roadmap to capture our full potenAal within the global marine industry.” Execu&ve Vice President, Industrial -‐ Europe, Veolia
“I worked with Arvanza as part of a company turnaround project. Their considerable analyAcal skills proved invaluable in helping the ExecuAve Directors to understand the complex dynamics of the market -‐ they developed pragmaAc soluAons for restructuring the internal business development funcAon and global agency network, and a commercial strategy to penetrate key internaAonal markets.” Managing Director, Company Turnaround Specialist, Germany
“I contracted Arvanza to refocus our global commercial strategy to accelerate capital equipment sales, drive aKer-‐sales services, and capture the lifeAme value of our customer installed base. They helped us to build an opAmal Go-‐to-‐Market growth strategy, restructure our business development teams to best exploit global market opportuniAes, and put in place measures to accelerate penetraAon of key markets alongside our internaAonal distributor network. I highly recommend Arvanza as experts in commercial strategy and internaAonal business development.” Managing Director, Berkefeld -‐ VWS Deutschland GmbH, Germany
“Arvanza excels at taking on difficult commercial challenges, and has the right aOtude to drive projects to compleAon. I would recommend them without reservaAon.” Senior Execu&ve -‐ Global Telecommunica&ons Business
Arvanza!TM!
Contact Arvanza to discover how we can help your organisation Go-to-Market and drive your business growth
Gary Ramsey - Chief Executive Officer
+44 (0)7798 658 121
www.arvanza.com