Hardware & Devices

New technologies, customer and consumer evolving needs and buying habits, and the reinforced focus on performance and outcomes rather than solely hardware is pushing our clients in the space to rethink how they innovate, create compelling product experiences, go to market, and ultimately drive growth. Across all types of hardware – from IT, other verticals, and consumer to business products, digital infrastructure, and enablers – our expertise has helped our clients develop and execute the right strategies to position themselves and win in their respective industries and end markets.

What we do

Growth Strategy

Developing multi-year strategic roadmaps and initiatives (opportunity identification and assessment, new business development, organic growth performance improvement drivers, M&A)

Platform Development

Creating product and go-to-market roadmaps to unify hardware fleet with software solutions and end-customer management dashboard to create integrated solutions

Value Proposition Development and Product Roadmaps

Optimizing near- and long-term product-market fit by realigning and future-proofing product roadmaps and developing the right offerings (sustainable and circular economy solutions, hardware services, managed services, new hardware bundles, etc.)

M&A Strategy & Value Creation Roadmaps

  • Buy-side support: investment thesis development, target identification, due diligence, deal execution support

  • Integration support: pre-acquisition integration planning, synergy identification and planning, post-merger integration

  • Sell-side support: investment narrative, company positioning and roadmaps, management presentation, 3- to 5-year financial models

  • Value creation roadmaps: designing growth strategies aiming at maximizing value creation and shareholder outcomes

Pricing Optimization

Driving profitable growth and long-term customer value by helping organizations create differentiated pricing capabilities to roll out optimal pricing structures, metrics, and processes; fully leveraging opportunities from combinations of hardware, telemetry data and insights, services, and integrated solutions

Channel Strategy and Program Development

Maximizing market reach and commercial impact through the identification of high potential channel partners and development of channel partner proposition and program that foster long-term mutually beneficial partner connections

Customer/Buyer Insights and Development of Sales Playbooks

Capturing the voice of the customer across decision-makers, influencers, and end-users, to develop highly actionable leads and sales insights, and deliver detailed playbooks (narrative, stakeholders, proposition, pricing)

Customer Economics and Route-to-Market Optimization

Maximizing long-term growth and profitability by developing customer-level economic KPIs to optimize acquisition channels and costs, service models, and overall customer segment prioritization

Marketing Effectiveness

Supporting CMOs as they determine how to optimize spend, especially given new user challenges as well as the changing role of technology platforms and major media companies (data and segmentation, evaluation of existing solutions, KPIs, budgeting and mix, optimal partner ecosystem, organization)

Sales Effectiveness

Maximizing ROI of sales investment by enhancing the full sales funnel management, processes (prospecting, lead generation and qualification, customer engagement strategies and coordination, etc.) and organization (territories, goal-setting, incentives, etc.), delivering high-impact performance improvement plans

Operating Model Transformation and Organization Development

Redesigning organizations, processes, and operating models to meet the requirements from major industry shifts and digital transformation

Hardware & Device segments

Mobile devices & tablets Laptops/desktops Printers Conferencing equipment (video, audio) Office management solutions Smart cameras Smart TVs IOT AR/VR headsets

Servers & other data center hardware Storage devices Routers/switches Distribution infrastructure Recertified hardware & circular economy Cell towers Connectivity equipment Cables & wires

Impact examples

Example #1

Refurb data center hardware solution

Created the comprehensive business case, product value proposition and detailed go-to-market strategy, including execution roadmap across salesforce, channel program, pricing strategy and tools, marketing — for a new circular economy / refurb data center hardware solution (including testing a HaaS model with MSPs)

Example #2

Leading IT hardware company

Created the comprehensive channel strategy and proposition for the launch of a new hardware, software, service, and managed service solution

Example #3

Top 5 hardware company

Evaluated the market opportunity for a new tablet product and tablet software applications for B2B applications, including the migration of the company’s desktop applications to tablet, sales requirements for enterprise and SMB, relationships with channel partners, and system implementation providers

Example #4

IT hardware and software training company

Defined the company’s strategy in virtual training, remote technical labs, diagnostic assessment, and certification

Example #5

Healthcare AI company

Examined different forms of AI hardware and software with a focus on new “edge” application technologies such as analog chipsets; recommended company strategic approach to R&D focus and potential acquisition targets

Example #6

Data Center Equipment Decommissioning

Performance improvement roadmap spanning operating model, partnership strategy, hardware refurbishment and recycler engagement