Tech-enabled Services
Exit Preparation/Positioning Of Vehicle Service Contract Marketer: Evaluating Call Center Operations, Salesforce Effectiveness, And Partner Activation Processes
Conducted a 2-week operational assessment to evaluate call center performance, salesforce effectiveness, and partner activation processes for a leading marketer of vehicle service contracts. To this end, Gotham: conducted site visits and interviews with managers, sales agents, and customer service reps; analyzed call and operational data to assess close-rate drivers and staffing alignment; analyzed CRM data to evaluate sales conversion, account coverage, and follow-up discipline; and mapped partner activation workflows to identify inefficiencies and IT constraints. Gotham provided the client with a clear view of the company’s performance gaps and proposed actionable improvements to call center performance, sales execution, and partner activation amounting to a $60-80MM revenue opportunity. This enabled the client to position the business for growth ahead of its planned exit from this portfolio company.
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Post-merger Integration Planning for Tech-enabled Compliance Services Providers: Jump Starting the Merger
Developed a detailed post-merger integration and communication plan that identified and prioritized post-merger integration requirements as pre-deal, 100-day, and post-100-day, and identified the integration team with assigned responsibilities for key integration priorities. The effort included establishing the target end-vision of the combined company and determining post-merger integration requirements through a thorough assessment of current situation at both companies.
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Customer & Market Due Diligence Of Managed Waste Solutions Provider: 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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Customer & Market Due Diligence Of Full-Service Digital Marketing Agency: Establishing Competitive Differentiation And Growth Outlook
Conducted a 3-week customer & market due diligence to establish the competitive differentiation and validate the growth opportunities of the target. To this end, Gotham: deciphered the complexity and evolution of digital marketing; conducted interviews with digital marketing buyers (including customers) and competitors and created a digital marketing agency competitive database that profiled key competitors. Gotham’s assessment armed our client with a solid understanding of market dynamics/growth outlook and target’s reputation/ competitive position, allowing our client to proceed with confidence to successfully close the deal.
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Customer & Market Due Diligence Of FDA Compliance Services Provider: Establishing Competitive Positioning And Growth Outlook
Conducted a 2-week customer & market due diligence to establish the FDA supply chain compliance services map/market size, the target’s value proposition/competitive positioning, and growth opportunities through service line expansion. To this end, Gotham: deciphered the complexity and evolution of food safety regulations; conducted interviews with food importers, exporters, and FDA officials; developed a bottom-up market sizing model; and established the competitive landscape of player segment offering U.S. Agent services and new entrants to food safety services. Gotham’s assessment armed our client with a solid understanding of market dynamics/growth outlook and the target’s reputation/competitive positioning, allowing our client to proceed with confidence to aggressively pursue the deal.
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Customer & Market Due Diligence Of Technology Event Marketing Agency: Assessing Outsourcing Dynamics, Company Positioning, And Recession Risk
Conducted a 2-week customer & market due diligence ahead of the check-in bid to establish addressable market size and trends, competitive positioning and reputation, and the target’s cyclicality exposure/ recession risk. To this end, Gotham: conducted customer interviews and an online survey of large technology companies, including C-suite, marketing and event directors, and field managers; built detailed profiles of different event types and services required; identified/profiled ~300 event agencies; assessed recession risk; and developed a bottom-up market sizing model. Gotham’s comprehensive fact-based assessment allowed our client to move forward with confidence in the auction process and to secure an LOI.
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