Case Study
Leading Health and Group Insurance Provider

Challenge:  A leader in a Canadian group insurance driven by strong financial growth aspirations and backed by private equity faced a critical issue – a financial plan lacking strategic alignment and tactical depth. Financial goals were not linked to actionable customer and Go-To-Market strategies, and functional leaders were not provided with the necessary levers to drive the intended results.

Our Solution: We developed a detailed customer segmentation strategy based on market segmentation and Top Industries for B2B segment which the organization can be successful. Those included integration channel Go-to-market strategy with customer segment properly aligned with goals, and product segmentation and alignment including 7 steps Go-to-Market Strategy Framework.

Key Actions: 

  • Assessment: Conducted a comprehensive analysis, including market dynamics, customer segmentation, and competitor landscape. 

  • Segmentation Strategy: Formulated unique strategies for each customer based on segment,  and industry aligning products and solutions accordingly. 

  • Go-to-Market Strategy: Developed a comprehensive go-to-market strategy tailored for each customer segment.  

  • Marketing Initiatives: Created go-to-market outreach campaigns, aligning them with the overall marketing strategy. 

  • Sales Operation and Execution: Enhanced sales optimization through channel strategy, productivity planning, and segmentation strategy. 

Results:   

  • Growth: Achieved 10% Organic Growth within a year.

  • Market Share: Increase 6% market share over competition.  

  • Strategic Alignment: Unified financial goals with a cohesive strategy, providing clear direction to achieve financial growth outcomes. 

  • Segmentation Alignment: Specific Alignment: Successfully aligned products and services with segment-specific customer needs , enabling targeted focus and execution.