有望市場を戦略的に絞り込むための戦略策定
課題
あるクライアント企業は自動車のIoT技術に関する事業で成功を収め、自動車メーカーに製品を販売していました。この企業は、自動車メーカー市場でのシェアをさらに拡大することにより成長を継続できると考え、さらなる成長に向けた計画を必要としており、既存の顧客ベース以外の成長機会の評価をGLGに依頼しました。
GLGのアプローチ
GLGはクライアント企業と連携して、他の自動車メーカーを対象とした営業チーム向けの戦略を作成する必要があると判断しました。25年以上の経験を持つB2Bリサーチ担当者を選定し、フォーカスグループと、エンジニア、開発者、アーキテクト、CIO ( 最高情報責任者)、販売業者を対象としたインデプスインタビューを実施しました。
GLGではこの調査に参加するオーディエンスをカスタムリクルーティングし、有意義なサンプルサイズにしましした。サプライヤー、メーカー、カーナビ／車載インフォテイメントの専門家、自動車業界幹部、システムインテグレーターなど、関連性の高い分野での経験を持つ35名の有識者を選定しました。また、クライアントの主要ターゲットであるメーカーでの勤務経験を持つ有識者も特定しました。
プロジェクトリードがインタビューを実施し、その内容を包括的な戦略にまとめ、調査結果をクライアントのシニアリーダーシップチームに提示しました。
結果
クライアント企業の営業チームはGLGの提出した戦略（プレイブック）により、的確なメッセージで適切な自動車メーカーをターゲットにできるようになり、さらなる成長分野の探索を自信を持って進めることができました。
GLGの経験豊富な市場調査チームと関連性の高い各種領域の専門家パネルを組み合わせることにより、クライアントが適切な自動車メーカーに対して的確なセールスメッセージを作成できるよう支援しました。
適切な人材配置
GLGはプロジェクトリードに25年以上の経験を持つB2B調査担当者を配置し、フォーカスグループおよびインデプスインタビューを実施しました。
多彩な有識者の確保
GLGはサプライヤー、メーカー、カーナビの専門家、自動車業界幹部、システムインテグレーターなど、ターゲットとする企業での勤務経験を持つ35 名の有識者を選定して確保しました。
プロジェクトの幅広さ
有識者による35人の専門家へのモデレートインデプスインタビュー
1～2営業日以内に、担当者よりご連絡させていただきます。
Hilary Malone PhD, has over 25 years of experience in global drug development, regulatory &government affairs, manufacturing and commercialization within the biopharma industry. Hilary hassignificant board level and executive committee experience including large scale organizationalrestructuring/transformation/integration, major M&A, biotech start-up, capital raising, investorrelations and pre-IPO.
Hilary is currently CEO of Stylus Medicine, a private genetic medicine biotech company. Previously sheserved as CEO of a Series-A neuroscience company. Prior to these roles, Hilary served as COO & EVP atValo Health Inc., Chief Regulatory Officer & SVP at Sanofi Inc., and Chief Regulatory Officer & SVP atPfizer and Wyeth. Previous experience also includes senior regulatory and drug development roles atReata Pharmaceuticals Inc., AstraZeneca plc and GlaxoSmithKline plc.
Hilary also serves on the Board of Directors of Hansa Biopharma and Adthera Bio. Hilary holds a PhD inMolecular Neuropharmacology and a BSc in Physiology.
Dr. Thomas Lönngren is Director at his own company PharmaExec Consulting AB. He is the Chairman of the Board of directors at Egetis Therapeutics AB, Sweden. Dr Lönngren also serves as board member at Compass Pathways PLC, London UK and NDA Group, Sweden. He acts as advisor to the following companies and organizations: NDA group, Sweden, Sweden, Artis Venture, San Francisco, US, Fujimoto Japan, Skin2Neuron Pty Ltd, Sydney, Australia, US, Special advisor to the Centre for Innovation in Regulatory Science (CIRS), London UK. From 2001 until2011, Mr.Lönngren served as the Executive Director of the European Medical Agency. He was previously Deputy General Director of the Swedish Medical Product Agency until 2000. He has a degree in pharmacy and MSc in Social and Regulatory Pharmacy from Uppsala University. He is also an Honorary Member of the Royal Pharmaceutical Society of Great Britain, Honorary Fellow of the Royal College of Physicians in Great Britain, Honorary Doctorate from the University of Uppsala, Honorary Doctorate from University of Bath, UK.
Marie-Anne has built a portfolio of senior advisory and non-executive roles, following a successful international career in the FMCG and Luxury sectors. She is a non-executive director of Haleon, a FTSE100 company listed in 2022 after the demerger from GSK. She is also chairwoman of Haleon Environment and Societal Sustainability committee. She is the executive director of the Pierre Fabre Group where she also sits on the Strategic Committee, and she is a Board Member of The Academy of St. Martin-in-the-Fields, one of the world’s most prestigious chamber orchestras. She is also an angel investor and focuses her time and investments on start-ups with the strongest purpose and impact.
Marie-Anne is also a regular lecturer at HEC Paris on purposeful leadership, and she has created a serious game called “Planet Purpose” to upskill people on sustainability and purpose. Throughout her 35year executive career she delivered a strong track-record of business performance and growth in brands and portfolio in both developed and emerging economies.
As a senior leader with Unilever, she led a number of different personal care categories across France, Spain and the USA – including managing the Dove brand worldwide and culminating in leading Unilever’s global Oral Care division. She also worked for LVMH as Brand General Manager of Dior Perfumes and Cosmetics worldwide. Marie-Anne was also Vice-President of Imagine for Margo – Children with Cancer for ten years, a charity she helped found in 2011 with the goal of eradicating children’s cancer. The charity is the #1 charity focused on child cancer in France and has fundraised more than €14m since its creation. Marie-Anne is a graduate from HEC Paris. She is married and has two children aged 29 and 26.
Patrick Jephson is a consultant, journalist, broadcaster and New York Times bestselling author, based in Washington D.C. He is a published authority on corporate and personal branding and crisis communications, addressing conferences worldwide as well as events at the U.S. State Department, the American University and the Annenberg School for Communication and Journalism.
With more than twenty-five years’ experience in the government, luxury and family office sectors, Patrick’s portfolio has included globally admired brands as well as national agencies and NGOs. He has also worked on reputation and legacy briefs with European, Middle Eastern and Asian families, including royalty. He now writes, presents, and advises on factual and drama TV programs, appearing on every major American and many international networks. He was recently an expert consultant to the award-winning Netflix series The Crown and provided live commentary on the Coronation of King Charles.
Patrick owes much of his practical communications and protocol experience to Princess Diana, who chose him to be her equerry and only private secretary/chief of staff. He served the Princess for eight years, responsible for all aspects of her public life, global humanitarian initiatives, and private organization. Having worked for an internationally high-profile woman (and as the father of two professionally successful daughters) he feels a special affinity for cross-cultural, gender and perception issues.
Patrick was born and raised in Ireland and holds a master’s degree in political science from Cambridge University. As an officer in the British Royal Navy, he served all over the world before being selected for royal duty. He is a citizen of the U.K., U.S.A., Ireland, and Canada.
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