Customer & Market Due Diligence
We establish a clear picture of the target company’s market positioning and growth potential in even the most complex and data-poor niche markets. Our analytical rigor and broad industry expertise enable us to perform a quick but robust assessment of key market drivers and trends, and build a bottom-up market model to establish reliable market size/growth projections. Through our exhaustive research, including customer, supplier, competitor, and expert interviews, we establish competitive dynamics, technology/service advantages, customer buying criteria, and customers’ perception of the target. We then develop a top-level strategic plan – in essence a post-acquisition growth roadmap (add-ons and organic) for our clients.
Deciphering CTV And Programmatic Advertising Ecosystems And Growth Outlook
Conducted a 3-week customer & market due diligence to establish the growth outlook of CTV and programmatic display advertising and the target’s competitive positioning in the CTV advertising ecosystem. To this end, Gotham: conducted 35 interviews with and 280+ online surveys of publishers, advertisers, advertising agencies, and AdTech platforms; established CTV and programmatic display market dynamics and digital ad spend trends; and built a comprehensive database of AdTech platforms. Gotham provided our client a clear view on the inner workings of the CTV and programmatic display ad ecosystems and the target’s positioning within the CTV ecosystem. This clarity along with a fact-based outlook for digital marketing spend allowed our client to gain confidence in the target’s potential and move forward to close the deal.
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Understanding Risk Posed By National Haulers
Conducted a 3-week customer & market due diligence of a managed waste solutions provider to establish the target's positioning/risk vs. national waste haulers; its competitive differentiation; its margin stability and recession risk; and the overall managed waste solutions market size and growth expectations. To this end, Gotham: conducted 33 interviews with and 73 online surveys of customers; built a detailed end-market level sizing model; determined the managed waste solutions competitive landscape; analyzed distances between landfills and the target’s customers; built a recession impact model; and established customer and hauler pricing mechanisms. Gotham provided a detailed view on the competitive dynamics and risks posed by the national waste haulers and the advantages of managed waste solutions providers, helping build client confidence in pursuing the target aggressively.
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Establishing Supply/Demand Imbalance And Growth Outlook
Conducted a 3-week customer & market due diligence to: (1) establish the adolescent/young adult mental health treatment addressable market size; and (2) validate the target’s outpatient and short-term residential program growth opportunities. To this end, Gotham: conducted interviews with and surveys of psychiatrists, educational consultants, residential programs, payors, and insurance advocates; built a supply/demand model to quantify the gap between current and unconstrained demand for these services; established insurance dynamics pertaining to behavioral health coverage; and built a database of residential treatment programs. Armed with the clarity on supply/demand imbalances in outpatient and short-term residential care treatment provided by Gotham, our client gained confidence in the target’s aggressive growth plan and moved forward to successfully close the deal.
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Establishing Consumption and Shopping Behavior Post-COVID
Conducted 3-week early Phase I customer & market due diligence to: (1) establish the U.S./Canada retail premium dessert market size/consumer trends; (2) establish the U.S./Canada retail in-store bakery (ISB) dynamics; and (3) assess the U.S./Canada foodservice premium dessert market size/dynamics – all with the look to the COVID impact. To this end, Gotham: conducted a consumer panel survey; interviewed retail bakery managers, bakery buyers/category managers, and foodservice dessert buyers; analyzed NielsenIQ data at the product and retailer level; established the business outlook of key retail and foodservice customers; and established the competitive landscape for key dessert suppliers. Our fact-based market and competitive dynamics assessment allowed our client’ deal team to reliably inform its investment committee on the opportunity.
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Establishing Use Cases and International Expansion Opportunity
Conducted a 3-week customer & market due diligence to establish the market and competitive dynamics of a niche testing instrument serving government agencies (defense, intelligence, and law enforcement) and quantify the target’s international and domestic growth opportunities. To this end, Gotham: built a bottom-up country-level market sizing model; conducted interviews with users, distributors, and competitors; and conducted research to pin down use cases, technology, and competitive dynamics. Gotham’s fact-based analysis of the market, the target’s competitive positioning, and the target’s growth opportunities provided our client with the confidence to move forward and successfully close the deal.
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Customer & Market Due Diligence Of Global Precision Parts Manufacturer: Validating Revenue Sustainability In Markets Under Transformational Changes
Conducted a 2-week customer & market due diligence to validate the sustainability and growth outlook of target’s key product application/programs. To this end, Gotham: built a model to establish impact of automotive electrification on target’s business; analyzed target’s top product applications/ programs to establish growth outlook, program lifecycle, target’s positioning, and margin outlook; conducted anonymous and “warm introduction” interviews with target’s customers; reconciled target’s financial projections against market forecast to determine how much of target’s projected growth was coming from market share gains; and established competitive landscape for both mechanical and electric parts. Gotham’s work established that target’s business was sustainable and gave our client confidence to proceed with its investment.
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