‎Strategy

Make Your Analytical Strategy Builds Competitive Advantages

“Analytical disruption can be a threat to businesses that see it that way, but at the same time a rich opportunity for those who take advantage of it to deliver on core strategy and seek higher return on analytical investment. Altair’s strategy experts help companies to determine what they will do with analytics to transform the organization”

Challenges

Are You Ready for the Age of Exponential Change?

“Disruption, innovation, and transformation have all become critical strategic moves, top priorities for CEOs around the world”

Analytics has not only become a trend that everyone is talking about these days, but also seemed to be the latest elixir for all things that challenge today’s businesses.

 

Therefore disruption, innovation, and transformation have all become critical strategic moves, top priorities for CEOs around the world. Yet a few fundamental question remain: How good are your analytical and data-driven ideas?

 

How do we make these changes happen? Most successful companies excel at speed, scale, and value. They make sense of the technology engines that power analytics, and design a proper implementation agenda to fuel them.

Analytical leaders are capitalizing on macro forces and rethink about every element of the value proposition: their brand, their products, their service experience and their positioning, all fueled by analytical vision.

Insights

“Analytical leaders are capitalizing on macro forces and rethink about every element of the value proposition”

Our Approach

Altair works with organizations to seize opportunities created by the analytical facilitation, neutralizing strategic threats and mitigating risks to get analytics to work.

 

Analytical Strategy has to be embedded inside Business Strategy. In any single company, a robust Analytical Strategy should increase business objectives, speed-up goals acoomplishment and define new business models. Analytical Strategy is seeing an evolution of the science of Decision Making in all companies moving toward analytical excellence.

Strategy Cases

A selection of our Strategy related cases

US Retail Bank Universal Banker Strategy to Increase Customer Engagement

Technology is replacing many of a teller’s services, so the bank branch’s transactions were declining by 8% yearly, average level of sales in the network was flat and customer satisfaction was below expectations. Altair proposed to deploy Universal Banker Model who provide more seamless, efficient and personalized service. Tellers could be trained on more skills, moved to the lobby to greet customers and help with a wider range of tasks. The aim is to improve customers’ satisfaction in order to boost loyalty and eventually turn them into brand promoters. So, a new Universal Banker job was launched encompassing tasks previously performed by tellers, personal bankers representatives and ATMs. Results demonstrated that high-standard customer service made the bank increase customer satisfaction by 30%.

Global Bank Strategic Positioning based on Voice of the Customer Analysis

An international bank in Mexico was looking to redefine its customer relationships positioning for their main market leveraging on the use of new technologies. The interaction through multiple channels with the customer proof disparate results for customer satisfaction. Applying advance analytics techniques to “customer satisfaction transaction surveys” allowed us to understand service quality level and identify improvement areas. A strategic plan was designed to raise competitive advantages to enhance customer satisfaction through reinventing value proposition across the different channels. Thus, we recommended the adoption of mobile banking for basic transaction and improving advice level by telemarketers. These services were matched and positioned with competitors to denote areas with potential development to make a faster, more available and safer customer relationship.

US LNG Development Company Worldwide Commercial Strategy

Our client is a US company engaged in the acquisition, exploration and development of natural gas and oil reserves, focused on export projects. They are developing the largest LNG export solution linking rich areas in natural gas reserves to the global LNG market, creating value for producers, customers, and stockholders. We helped them to create long-term sales and commercial strategy based on providing natural gas flow assurance by developing creative marketing value propositions and by generating potentially higher netbacks by linking local producers to the growing LNG market reliable LNG supply. After a geo-strategic analysis of global offer & demand, we identified worldwide potential customers and designed offers and contracts of LNG sales with different flexible options indexed to US and international gas prices.

American Consumer Finance Strategic & Operating Plan to Grow EBITDA

A leading Consumer Finance company presents inefficiencies in its principal market. The aim of the management is to improve its EBITDA increasing revenues and optimizing operating costs. Altair team performed a top-down and a bottom-up analysis to establish the diagnosis. We have defined an action plan based on five pillars: employees’ productivity, turnover reduction, sales channels balance, customer experience and lean organization. Altair industrializes the execution of strategic plans with a comprehensive methodology based on implementation kits. As examples, we identify a set of actions to enhance customers’ loyalty with less cost rebalancing channel mix and rise employees’ productivity by shortening goals cycle or redefining career plans. The formulation of the scenarios proposes an improvement in the EBIDTA between 25% and 40%.

German Premium Car Maker Used Cars Business Case

A premium automobile manufacturer wanted to optimize its used car fleet. The redefinition of marketing processes increases sales of new vehicles, reduces used cars stock and improves economic performance by increasing residual value. Altair performed a gap analysis based on diagnosis of the current situation, adaptation to best practices targeted scenario, description of existing gaps and proposal of necessary steps to fulfill these gaps. Process standardization allows to establish a set of validated procedures that define the best and most reliable practices to be carried out within the company. This complete view of the automotive customer journey enables us to identify meaningful customer segments, allowing to expand the existing customer base, since the used vehicle is the entrance door for first-time customers.

Healthcare Underwriting Insurer Strategic & Operating Plan to Grow

A global medical underwriting insurance company had an aggressive target to multiply its revenue by 10 in the following two years. A plan was required to avoid organizational obstacles that would incur in costs by increasing its management capacity without efficiency improvements. The strategic plan was based on two pillars: business generation and service optimization. Sales objectives were meet through a detailed pricing strategy by country and customer segment, a value proposition redefinition, and an improvement of commercial processes. To improve service performance, a scalability diagnosis was done in every department, ensuring service levels with an exponential business growth that led to a lean organization ready to growth, set better data management, improve communication between departments, increase staff performance and response time.

Premium Car Maker Business Plan to Optimize Dealers Network Performance

In a climate where global auto industry plunged deeper into recession Altair was challenged by a premium automobile brand to boost profitability of its dealers’ network. Altair inhouse developed tool –“Robokit”- which consists of an strategic and operational view of each car dealer status quo regarding two funnels: Sales (new and used car) and After Sales (workshop and spare parts). Robokit not only includes all the information and analytics dealer executives need to make decisions but also an AI powered engine that automatically suggest corrective actions. Robokit helped management to take data-driven decisions that result in a 10% increase in market share, a 3.7% increase in total sales, and B2B sales increase of 7% while the market was shrinking by 23%.

German Industrial Distributor Entry Strategy in USA

A leading midstream distributor of piping and other machined metal parts and devices wanted to enter the competing US market and requested help to define the strategic business plan. Thanks to our deep understanding of the trends and dynamics of the US Oil & Gas market, a quantitative and qualitative analysis was done to determine key competitive advantages for their products and services. This included a complete definition of the value proposition, competitor’s analysis, positioning in the market, pricing strategy, supply chain and key resources needed. Altair identified the strategic aspects for a new supplier to compete in the market to be price competitive ensuring on time delivery of product through an efficient supply chain and a strong local commercial and service support teams. 

Global Lifting Manufacturer Strategic Plan

A Spanish lifting multinational manufacturing company was facing a change in the board of directors and they proposed Altair to develop an expansion plan to increase added value and competitive advantage. We defined the key points to reach sustained growth with specific focus on the digital transformation challenges. Altair team launched an organization-wide plan involving executive team to establish their own strategic objectives for a continuous extension and autonomy of each subsidiary, strengthening the value proposition with the new market trends. The strategic plan implemented aims to improve profitability in the customer funnel with competitive commercial management and to support it with lean manufacturing in operations. First year results were 14.8% increase in revenues and 3.2% reduction in operating costs.

Changing Maritime Sector through LNG Bunkering Platform Business Plan

The new International Maritime Organization regulation for reducing marine fuel pollutant emissions opened a window of opportunity for a startup. Our client, an expert on the gas sector relied on us to create a business plan to supply LNG to ships from an adapted vessel. Altair advised the entrepreneurs during the end-to-end process: developing the competitive advantage, determining stakeholders and resources sizing, and deciding the best technical solution of the vessel that best fits the market size and the targeted Mediterranean ports specifications. Further guidance was provided during the setup of a shareholder platform in a JV and on the financial investment round. Projections foresee an internationalization, achieving an outcome of 80MM € and a ROI of 30% in the third year.

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