George Eich Institute / Cases
When a company concentrates resources on needs with Core and Leverage potential, its decisions begin to produce observable results.
The examples below show how evidence about needs supported decisions on expansion, positioning, product, innovation, and budget allocation.
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.
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.
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.
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.
The Strategic Prioritization Study identifies what your customers truly prioritize and guides where to preserve, leverage, educate, or eliminate.
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