Growth Strategy Consulting
Strategy, Market Entry, Sale Readiness
New Zealand Tech Companies
New Zealand-US Exporters
What we do
Growth Strategy
Deep market and competitor analysis, followed by Play to Win© workshops with board and executives to define strategy. Decide which markets to be in, and how to win in those markets. Don’t just compete, win!
*Play to Win is a strategy framework created by AG Lafley, twice CEO of Proctor and Gamble, and one of the most successful CEOs of the last 50 years.
Sale Readiness
Define the desired exit, and build disciplined strategy and process to ensure that value is protected in the acquisition process. All businesses need to have DD (Due Diligence) built into their DNA from day one. We will help you build your DD plan from the beginning.
Market Entry
Define and execute strategy for entering global markets in the right way with the biggest impact, including location, hiring a team, building a pipeline and focusing marketing spend. We have seen dozens of companies enter new markets, and can help you do it right the first time. We know what great looks like.
Execution
Translate strategy into action through industry recognised management techniques like OKRs (Objectives and Key Results). Strategy is important. Execution is more important.
OKRs are the management tools that Google uses to drive growth – the book Measure What Matters by John Doerr is a good starting point.
Latest Blog Posts
Everything in Australia is Trying To Kill You (Not Just the Spiders)
This article should not be controversial, but seems to be. For some reason this is the one people want to engage with me about. But I stand by it – for MOST New Zealand growth businesses, Australia will use up more valuable time and capital than it is actually worth in revenue or valuation. So…
Strategy Building Tools and Tips
When I did my MBA at Stern School of Business at New York University, the strategy courses were my favourite. The right strategy matters, and there are many ways to analyse your position and determine the right approach. Porter’s 5 forces, SWOT and other basic tools are certainly basic building blocks. More recently I have…
Hire Locally. Don’t Screw it Up.
Every kiwi business person who has done business in the US has a hiring story. And not one of the good ones. The most consistently made mistake in the US market is hiring the wrong people. Why? I have a theory (from 20 years of living in the US) that Americans – and in particular…
Yeah Definitely!
In a previous post I discussed the mistake of trying to be too many things to too many people. American business, by and large, is about standardization and scale – think McDonalds or Walmart. Business trends towards customization and personalization are never allowed to get in the way of scale and the powerful leverage that…
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Who we are
Sam Barclay, Principal
Expertise:
- Sale readiness, planning and strategy – start at the end and work backwards
- Strategy for growth and market entry into global markets including the US
- Market entry execution – location, team hiring, building and training, marketing
- Organisational growth capability using tools like OKRs to supercharge growth
- Technology driven transformation – using SaaS to drive new markets and revenues
Industries:
- Tech – SaaS technology and business models, hardware with recurring SaaS
- Manufacturing – digital transformation of manufacturing for export
- Transportation – sale readiness and organisational capability
- Pharmaceutical and Consumer Goods – market entry and growth strategy
Global
- We know the complexities of global markets and have run business units in the US, EU, Aus and AsiaPac regions. US based for 20 yrs.
Experience:
- Managing Director StayinFront, Inc – US based. USD 35m revenue, 120 employees. SaaS and mobile sales and marketing systems for global Pharmaceutical and Consumer Goods companies.
- CEO Inugo Ltd. Parking tech startup, Auckland. 16 staff exporting hardware with SaaS to US.
- Chief Product Officer Coretex Ltd. Auckland. Defined company and product strategy for US and Aus markets, including extensive market analysis.
- VP Global Sales. US based. Global enterprise SaaS sales and marketing team.
- VP Customer Support and Operations. US based. Built global support team (US, India, Australia, UK) to provide 24/7 support to global Pharmaceutical and CG companies.
View of Manhattan from Hoboken, 1997. Copyright Sam Barclay
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