Proven Commercial Impact & Case Studies

Agriculture

Value Pricing in Seed Treatment

>35% Profit Increase

Volume expansion and margin surge in following commercial year

Challenge: A European seed treatment for cereal soil-borne disease control lagged sales targets two years post-launch despite superior lab efficacy.
Approach: Identified farmer perceived performance gaps against competitors, bundled a complementary insecticide, and restructured the offering into a full seed package with revised value-based pricing corridors.

Agriculture

Launch Campaigns Across 20 Countries

40+ Products Launched

All commercialized on-schedule across 20 international markets

Challenge: Following M&A consolidation, an agrochemical leader acquired late-stage development assets for crops and geographies where it lacked launch infrastructure.
Approach: Built a standardized 4-part Campaign Launch Process (Strategy, Market Activation, Launch Campaign, Launch Toolbox) and trained local cross-functional teams worldwide.

Agriculture

Assessing & Developing Marketing Capability

Enterprise Standard

Unified global marketing vocabulary and stage-gate process

Challenge: An international agribusiness needed to benchmark and elevate commercial execution across disparate international business units.
Approach: Administered comprehensive diagnostic capability assessments and deployed modular action-learning curricula to establish standardized stage-gate planning.

Specialty Chemicals

Turning a Divestment Threat into $10M Growth

$10M USD Growth

Unutilized capacity monetized within 3 months, preserving the business

Challenge: A $1.4B construction chemicals business faced scale disadvantages in North America and prepared to divest Latin American assets to fund the fight.
Approach: Analyzed manufacturing fixed costs and regional price elasticity; modeled fixed-term contracts to win incremental volume with zero added overhead, generating surplus cash flow.

Specialty Chemicals

Global Strategy & Commercial Development

60 Strategic Plans

100% of global business unit plans approved to standard

Challenge: Shifting a global leader from technical product pushing to market-driven pull required new commercial processes, skills, and culture.
Approach: Integrated action-learning modules across Finance, Sales, Technical, and Marketing teams, supported by customized EdgeSim business simulations.

Specialty Chemicals

Developing Enterprise Commercial Excellence

Elevated New Product ROI

Standardized stage-gate discipline across technical business units

Challenge: Highly technical performance chemicals units operated in organizational silos with inconsistent commercialization rigor.
Approach: Implemented stage-gate commercial processes and intact team coaching, driving cross-functional alignment between R&D pipelines and real customer purchase criteria.

Specialty Chemicals

Strategic Planning Across 7 Business Units

150 Managers Upskilled

25 approved strategic plans directly integrated into Salesforce CRM

Challenge: A $7B USD chemicals conglomerate across automotive, oil & gas, coatings, and personal care needed a common strategic planning toolbox.
Approach: Benchmarked processes against Market Edge standards; delivered 2x3-day modules across Europe, the Americas, and Asia with coaching for intact cross-functional teams.

Healthcare & Devices

Needs-Based Hospital Segmentation

4 Distinct Segments

R&D pipeline aligned to clinical vs. economic decision vectors

Challenge: Losing share to lower-cost competitors as historical technical advantages became commoditized.
Approach: Executed Customer R&D℠ combining clinician depth interviews with in-situ hospital observation across clinical, financial, and administrative buying stakeholders.

Healthcare & Devices

10-Year Medical Innovation Roadmapping

Top 5 Core Vectors

Decade-long capital allocation plan guiding high-margin M&A

Challenge: A medical device manufacturer required a 10-year technology roadmap aligned with unmet clinical and economic reimbursement dynamics.
Approach: Facilitated multi-disciplinary BU workshops evaluating macro healthcare trends, clinical vectors, and innovation headroom across procedures and devices.

Healthcare & Devices

Medical Device Commercial Launch Strategy

Rapid Formulary Approval

Accelerated clinical trial alignment and hospital value modeling

Challenge: Designing an integrated pre-launch, clinical stakeholder consensus, and commercial launch strategy for an advanced surgical tool entering entrenched hospital accounts.
Approach: Applied stakeholder uncertainty mapping, clinical value proposition definition, and economic buyer value modeling.

Healthcare & Devices

Go-to-Market Strategy – Tango Belt

XTC 2019 Winner

Won Richard Branson Extreme Tech Challenge; expanded into RPM

Challenge: ActiveProtective developed a smart wearable airbag to prevent hip fractures in elderly fall patients but required a clear market entry model.
Approach: Performed Uncertainties Assessment and in-depth IDIs with nursing directors and facility operators; built a Value Creation Waterfall quantifying risk reduction and economic savings.

B2B Technology

Segmentation in Food Processing Equipment

>20% Profitability Gain

>10% sales volume lift in first 12 months post-rollout

Challenge: Patented a novel wine processing technology cutting water usage and disposal costs, but struggled with pricing and positioning.
Approach: Developed behavioral customer segmentation, targeted high-payback winery tiers, quantified value creation, and conducted a 6-month commercial validation pilot.

B2B Technology

Positioning & Pricing a Patented Technology

Capex Fully Funded

Superior gross margins immediately financed full manufacturing expansion

Challenge: Specialty polymer offered fiber savings and downtime reduction for papermakers, but faced strict production capacity constraints and cannibalization fears.
Approach: Behavioral segmentation targeting accounts with extreme downtime penalties; established strict premium pricing to capture economic value over 18 months.

B2B Technology

STP in High-Performance Packaging

2x Profit in 3 Years

40% reduction in cost-to-serve for non-priority accounts

Challenge: A producer of high-performance electronics and medical packaging saw its premium products commoditized by aggressive low-cost competitors.
Approach: Conducted purchasing-criteria segmentation across all application cells; reprioritized segments strictly based on willingness to pay for validated barrier performance.