Market Entry Strategy

Our Services > Strategy > Market-entry Strategy for a Talent Management Service Provider

Client Overview


    The client is a talent management service provider that provides secondment business opportunities, predominantly to multinational companies and governments. The client also offers permanent position placement. The client wanted to launch HR-as-a-Service (HRaaS), a subscription-based service for the B2B segment, to create a new revenue stream.

    Complications

    • The initial target customer segment was Small-to-medium enterprises (SMEs), but the extent of customer acceptance was unknown.
    • Value propositions and service offerings were yet to be tested under market conditions.
    • The market size was not quantified, and the percentage of potential market capture was not assessed. 

    How Embarkley & Company Has Helped

    • Embarkley helped the client perform an 8-week long marketing potential assessment and customer insights generation.
    • The study involved customer segmentation; subsequently estimating the 5-year customer life-cycle economic value of each sub-segment.
    • The study involved understanding the classification and characteristics of customers by conducting almost 40 customer interviews to generate customer insights.
    • In this engagement, Embarkley focused on investigating major market forces that had direct impacts on the client’s new business market entry and positioning. These market forces included prospective customers, competitors and substitute products.

    Outcome

    • We identified 4+1 prioritized sub-segments with highest potential
    • We set 3-phase market entry strategy with different competitive positioning, value propositions, target sub-segments and target service offerings with various type of pricing strategies enabling business growth with new market entry to capture over HK$ $37M economic value in 5-year time
    • We articulated the as-is and targeted organization structure of the client with divisions of labor, reporting lines and business unit for designing client’s target organization structure
    • We proposed go-to market strategy and approach and 5-year work plan with strategic tasks to be completed for the client and entered business development stage
    How can we help you?
    To discuss how our team can help your business achieve tangible results, please