George Eich Institute / Cases

Applied evidence

STRATEGIC PRIORITIZATION CASES

When a company concentrates resources on needs with Core and Leverage potential, its decisions begin to produce observable results.

Apply the studyExplore the method
Context, decision and application.
Selected results

One priority can change the scale of the business.

The examples below show how evidence about needs supported decisions on expansion, positioning, product, innovation, and budget allocation.

01 · International expansion

From a national operation to customers in eight countries

Evidence and decision

At a company operating only in Brazil, more than 70 needs were discovered and 25 moved forward for investigation. One showed Leverage potential and guided the creation of a solution to test.

8 countries in 60 daysThe tested solution acquired customers in eight countries during that period.

02 · Positioning

What motivated the best customers was not what the company was communicating

Evidence and decision

The study showed that the Need driving the best customers to buy was different from the one emphasized in the company’s positioning. The company adjusted its communication and commercial direction.

2× in 9 monthsRevenue doubled after the repositioning.

03 · Evous

ICPs, roadmap, and budget aligned with needs

Evidence and decision

The mapping guided decisions about ideal customers, product, and resource allocation based on the needs with the greatest strategic relevance.

245% ARR growthAnnual growth reported by the company, alongside 242% NDR.

04 · Profissionais SA

Different Needs for speakers and buyers

Evidence and decision

The study separated the needs of the two audiences and supported the creation of an innovation committee focused on the identified opportunities.

10% of revenueIn less than three months, the mapped initiatives accounted for 10% of all revenue generated during the period.

How to read these results: each case describes a specific application. Results depend on context, the decisions made, and each company’s execution; they are not a promise of future performance. Evous and Profissionais SA are identified with permission. The first two cases remain confidential.

What the Cases Have in Common

Evidence changed direction before resources expanded.

The outcomes came from different contexts, but share one pattern: the company did not simply receive more data. It received evidence that reframed an important decision and helped concentrate attention where there was greater potential for value.

01The decision came before the solution.
02External evidence challenged internal beliefs.
03The outcome came from concentration, not from more initiatives.
See the consolidated dataRead about concentration and dispersion
Next decision

Which need could change your company’s trajectory?

The Strategic Prioritization Study turns evidence from your own customer base into guidance for a concrete decision about investment, product, innovation or positioning.

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