Market & Competitive
Assist leadership teams to refine the total available market (TAM), served available market (SAM) and the target market. Test minimum viable product (MVP) and develop potential customer introductions.
TARGET MARKET IDENTIFICATION
MINIMUM VIABLE PRODUCT VALIDATION
POTENTIAL CUSTOMER INTERVIEWS
Advisor to the president of a cognitive AI company developing a target market strategy and introductions to EDA and PLM/ALM companies.
Board Advisor to an MRAM memory start-up with a unique patent position. Consulted with founders to define the target market, MVP, and provide input for potential customer interviews leading to the development of potential corporate partners and investors.
Challenge leadership teams to refine the business model based on customer input and MVP. Create a financial model to evaluate profitability. Suggest creative ways to pivot the business model given customer input and financial model requirements.
BUSINESS MODEL VERIFICATION
FINANCIAL MODELS FOR PROFITABILITY
CREATIVE BUSINESS MODEL PIVOTS
Consulted with a $179M vacuum instrumentation company, collaborating with the President, VP of Marketing, and board members to build a diversification plan to realize a 20% revenue increase over three years.
Working with the President and VP of Marketing of DSL IC start-up created a market forecast and financial projections along with helping refine investor strategy to secure $10M in venture funding.
Developed and implemented a corporate venturing process for a $1B semiconductor manufacturer.
Work with leadership teams to refine customer profiles and types. Evaluate customer types (influencers, economic buyers, and decision-makers) against distribution and delivery channels. Define ways to avoid seasonality or cyclicity.
TARGET CUSTOMER PROFILES AND TYPES
CUSTOMER SCALING STRATEGIES
Created 50%s+ revenue growth in three years by identifying new market growth opportunities for a leading data communications power supply manufacturer.
Advisor to the president of an artificial intelligence (AI) platform company on target customer profiles and strategic position messaging regarding semiconductor and EDA customers, ultimately leading to the company’s sale to Intel.
Defined and led the execution of the strategic plan to grow the semiconductor equipment company from $65M to $120M.
Evaluated internal projects to expand revenues outside the core business. Managed due diligence of two acquisitions, including negotiating more favorable prices and terms.
Evaluate cash flow given the business model. Provide investment introductions and valuation services. Advise leadership team on exit strategies, acquisition, or merger opportunities to accelerate growth. If necessary, provide turnaround or workout advice.
FINANCIAL CASH FLOW MODELS
EXTERNAL GROWTH, EXIT, AND TURNAROUND STRATEGIES
Conducted market due diligence for a leading private equity firm resulting in a $750M spin-off into a public company from a leading DRAM manufacturer.
Salvaged a near-bankrupt set of companies with unique patent technology fraught with legal issues. Installed as executive management brought focus, cash flow management, and worked with vendors for repayment. Worked to make payroll amid a cash shortage and renegotiate a bank line.
Developed relationships with leading construction companies Hensel Phelps and Turner Construction and raised average project fees from $10,000/per project to $100,000/per project for underground utility imaging. In addition, created partnerships with engineering service firms KCI and Mott MacDonald, leading to a joint venture with KCI.