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Competitive Response Strategy


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The situation

A client in the media industry needed a new business strategy, a defined business vision and model to deliver a R416M NPV.

Our client faced the following challenges:

  • Core client base changing to online content and connecting to a multitude of new digital services

  • Existing field services operation was under-performing and ill-equipped to connect customers to new online services

The DBA involvement


We provided a new business model to connect homes to a variety of existing and future digital services, including: 

  • Issue tree analysis identifying key hypotheses for data validation

  • Analysis of local competitor, international trends and sizing of potential market

  • Developing and 'workshopping' business models

  • Detailed financial modelling of selected models, market penetration, revenue by product, and ongoing and setup costs

Key outcomes

  • Market trends and market gap analysis including competitive landscape and market sizing

  • New business vision, business model and high-level customer journey

  • Recommendations on acquisition options

  • Roadmap for design and rollout with accelerated minimal viable product

  • Full investment requirements and NPA of R416M, including key risks, assumptions and sensitivity analysis


Market Trends

Business Model

Roadmap and Investment Case

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