Building a Go-to-Market Strategy and Implementation Plan

Challenge

A leading Asian manufacturer wanted to use its strengths in the air conditioning industry, as well as its electronics, software, and controls expertise, to expand its footprint in commercial buildings, specifically in the building management system (BMS) space.

Solution

Guidehouse Inc. assisted by developing a long-term BMS goal for the client by assessing current business models, identifying key success factors, and assessing target geographic markets. The team benchmarked the client’s capabilities by identifying threshold and differentiating skills and comparing the client with different BMS player types. Next, we defined a capability acquisition strategy by assessing strategic alternatives, defining screening criteria, identifying potential targets, and identifying growth challenges. Guidehouse then developed a go-to-market strategy for targeted regions by identifying attractive markets, assessing BMS sales channels, and identifying purchasing criteria of key influencers. The team also identified and evaluated differentiation opportunities for improved usability, lighting controls, BMS/IT convergence, and energy services.

Impact

Having gained critical perspective and focus, the client was equipped to develop a detailed go-to-market strategy and implementation plan.