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This phase identifies countries and distribution channels that have the potential to generate sustainable free cash flow and/or EBITDA growth, in alignment with corporate and product strategy. The deliverables created in this phase facilitate board and senior management discussion around key markets for consideration, and a set of strategic hypotheses for agile refinement during future phases of the project.

Identify Key Markets

Identify the key markets where the company can materially grow free cash flow.

Objective

Identify Key Markets.

Phase 1

Presentation of Target Countries with relevant qualitative/quantitative data supporting rationale for each country.

Deliverable

Establish governance framework for international expansion.

CEO & Board

Align international expansion strategy with corporate strategy.

Corporate Strategy EVPs & SVPs

Establish criteria for target country identification in alignment with Corporate, Product & Customer Acquisition Strategy.

Product, Sales & Marketing VPs

Analyze qualitative/quantitative research and build presentation supporting entry-rational for each country.

Directors & Managers

Gather and present qualitative/quantitative research with a set of preliminary product/market fit insights for each country.

Research & Analysis Team

2-3 Months

Time Frame

1. Program Plan    2. Governance & Strategic Alignment Framework   

3. Qualitative/Quantitative Research Findings    4. Product/Market Fit Insights

Work Products

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This phase explores a set of hypotheses around the competitiveness of your products/services in the key international markets identified for growth. The deliverables created in this phase facilitate board and senior management discussion around the capacity and capability of your team to support sustained growth by establishing a superior and well-differentiated position in each market.

Research Competitive Position

Identify the key competitive advantages that can deliver sustained growth in each market.

Objective

Research Competitive Position.

Phase 2

Presentation of competitive dynamics in target countries based on Porter’s Five Forces Model of Competition.

Deliverable

Establish governance framework around capacity and capability to compete in each target country.

CEO & Board

Align competitive strategy for target countries with strategic priorities and competitive strategy in core markets.

Corporate Strategy EVPs & SVPs

Identify gaps in capacity and capability to win in each target country.

Product, Sales & Marketing VPs

Analyze qualitative/quantitative research and build presentation supporting competitive strategy for each target country.

Directors & Managers

Gather and present qualitative/quantitative research with a set of preliminary competitive advantage insights for each country.

Research & Analysis Team

2-3 Months

Time Frame

1. Governance & Strategic Alignment Framework     2. Qualitative/Quantitative Research Findings     3. Competitive Insights for each Target Country

Work Products

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This phase facilitates discussions to evaluate the pros and cons associated with multiple different entry approaches for each market based on organizational capability and capacity e.g. M&A, direct entry, strategic partnerships, venture investments, traditional distributor model, franchise model etc.

Refine Market-entry Strategy

Refine market-entry strategy based on organizational capability and capacity.

Objective

Refine Market-entry Strategy.

Phase 2

Presentation of strategic options for Market-entry into each country.

Deliverable

Establish New Markets Committee comprised of 2 – 3 Directors and draft a Charter that includes the committee’s purpose and responsibilities.

CEO & Board

Refine market-entry strategy for each country balancing strategic priorities with prior organizational experience with international expansion, current capabilities and capital/resource capacity.

Corporate Strategy EVPs & SVPs

Identify barriers to entry in each target country and develop short/long-term hypotheses for gaining market share by overcoming the competitive gaps identified in Phase 2.

Product, Sales & Marketing VPs

Analyze qualitative/quantitative research and present pros and cons of different options for market-entry into each country.

Directors & Managers

Gather and present qualitative/quantitative research with a set of preliminary market-entry insights for each country.

Research & Analysis Team

2-3 Months

Time Frame

1. New Markets Committee Charter     2. Qualitative/Quantitative Research Findings

3. Market-entry Insights for each Target Country

Work Products

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This phase explores innovative strategic partnerships that help accelerate the market-entry strategy for each country while minimizing risk, and increasing capital efficiency.

Develop Innovative Partnerships

Identify strategic local partners that can leverage your products/services to gain a disruptive competitive advantage.

Objective

Develop Innovative Partnerships.

Phase 2

Presentation summarizing innovative strategic partnerships that increase capital efficiency and lower risk.

Deliverable

Evaluate strategic partnership options and make recommendations to management based on comparable lessons-learned from other companies where Board members have experience with innovative/disruptive partnerships.

CEO & Board

Short-list options for innovative partnerships based on strategic corporate priorities.

Corporate Strategy EVPs & SVPs

Leverage intelligence from customer/partner conversations to identify innovative partnerships that are a symbiotic fit for integrating into product development roadmap, or provide a disruptive sales and marketing advantage, in alignment with corporate strategy.

Product, Sales & Marketing VPs

Analyze qualitative/quantitative research and present business cases for innovative partnerships that accelerate execution of the competitive strategy for each country, in alignment with corporate strategy.

Directors & Managers

Gather and present qualitative/quantitative research with a set of innovative partnership insights for each country.

Research & Analysis Team

2-3 Months

Time Frame

1. Strategic Partnership Options     2. Qualitative/Quantitative Research Findings

3. Innovative Partnership Insights for each Target Country

Work Products

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This phase facilitates the deployment of tactical teams to evaluate and pursue a selective list of opportunities for each target country.

Pursue Anchor Oppurtunities

Conduct business development activities and qualify active opportunities in alignment with market-entry strategy.

Objective

Pursue Anchor Oppurtunities.

Phase 2

Presentation summarizing a qualified list of opportunities and strategic rationale for each.

Deliverable

Strategy, Governance & Oversight.

CEO & Board

Evaluate Anchor Opportunities based on alignment with corporate strategy and strategic hypotheses for each target country.

Corporate Strategy EVPs & SVPs

Prioritize opportunities based on accretive and/or strategic M&A, venture investments, product integration partnerships, business/market development alliances etc.

Product, Sales & Marketing VPs

Hypotheses for each opportunity: Strategic & Tactical considerations, Risk profile, Capital and cost implications, Operational considerations, Talent utilization, Technology Integration, Cultural fit and progress monitoring dashboard.

Directors & Managers

Gather and present qualitative/quantitative research with a set of opportunity insights for each country.

Research & Analysis Team

2-3 Months

Time Frame

1. Anchor opportunity summaries     2. Qualitative/Quantitative Research Findings

3. Opportunity Insights for each Target Country

Work Products

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This phase explores multiple different investment options for each market based on organizational capability and capacity e.g. M&A, organic growth investments, CVC participation, JVs etc.

Invest Incrementally

Plan and execute a milestone based investment roadmap.

Objective

Invest Incrementally.

Phase 2

Presentation summarizing investment options in alignment with international expansion strategy.

Deliverable

Strategy, Governance & Oversight.

CEO & Board

Define investment roadmap and milestones based on alignment with corporate strategy and strategic hypotheses for each target country.

Corporate Strategy EVPs & SVPs

Prioritize investment opportunities and milestones based on risk and timing of contribution to free cash flow.

Product, Sales & Marketing VPs

Draft investment case roadmap and recommendations for each opportunity summarizing capital allocation, resource requirements and costs, Revenue/ROI/FCF milestones, strategic benefits, appraisal of options and recommendations, assumptions/dependencies, risk and sensitivity analysis, and Timelines.

Directors & Managers

Develop investment models based on research and data gathered in prior phases.

Research & Analysis Team

2-3 Months

Time Frame

1. Investment case presentations for each opportunity in each country.

Work Products

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This phase facilitates collaboration between P&L leaders and the Corporate Risk Management department to develop a risk management plan for each market, and scale selective opportunities.

Manage Risk & Scale

Implement Risk Management Plan & Opportunity Scalability Plan based on Investment Case Milestones.

Objective

Manage Risk & Scale.

Phase 2

Risk assessment and sensitivity analysis for all options to scale or exit.

Deliverable

Risk Management Committee’s evaluation of compliance within the company’s global risk management framework, and impact on International Expansion Program Strategy, Governance and Oversight.

CEO & Board

Align international expansion program strategy with company’s global risk management framework and make scalability recommendations based on achievement of investment case milestones.

Corporate Strategy EVPs & SVPs

Refine risk management plan for each opportunity in each target country based on adjustments to risk and sensitivity analysis.

Product, Sales & Marketing VPs

Update risk and sensitivity analysis from prior phases based on progress towards achieving investment case milestones.

Directors & Managers

Update risk models based on current research and data associated with country risk, product/partner/customer risk, internal capacity/capability risks, and other macro/micro risks.

Research & Analysis Team

2-3 Months

Time Frame

1. Risk management plan presentations for each opportunity in each country.

Work Products

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This phase is focused on executing a sustainable global collaboration plan that helps prioritize qualified opportunities in each market, and allocating product or shared services resources to win/grow these opportunities.

Facilitate Global Collaboration

Implement, Measure & Monitor Global Collaboration Plan.

Objective

Facilitate Global Collaboration.

Phase 2

Presentation summarizing global collaboration plan.

Deliverable

Strategy, Governance and Oversight.

CEO & Board

Align International Expansion Plan with Global Collaboration Plan to maximize synergies.

Corporate Strategy EVPs & SVPs

Refine global collaboration plan for each product, account and opportunity.

Product, Sales & Marketing VPs

Develop and execute global collaboration plan with focused activities for identifying cross border synergies, improving cultural intelligence and negotiating tactics, building trust amongst internal and external collaborators, overcoming language and physical distance barriers and aligning with a unified global strategy that accelerates localized execution.

Directors & Managers

Provide best practices research and insights for a global collaboration plan that is aligned specifically with the organization’s International Expansion Program.

Research & Analysis Team

2-3 Months

Time Frame

1. Collaboration Plan for each opportunity in each country.

Work Products

If International Expansion is a priority for you, please contact us for a pro bono consultation.

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