Supply Chain Management GTM Strategy

Turing vision into strategy, and, ultimately, reality

The Problem

A global technology, software, and services company’s supply chain management systems were hindering business operations. There was no end-to-end visibility through the supply chain and mission-critical IT systems were fractured, consistently slowing or preventing resolution of supply chain issues.  As a result, the client’s team was constantly in an expensive emergency resolution mode, losing revenue over lost or missing orders, and unable to support the growth demanded by executive leadership.

The Solution

Create a narrative-driven GTM strategy document

The client had a vision for a solution, but since the technology they had in mind didn’t exist yet, they needed Blueprint’s help to create a narrative-driven go-to-market (GTM) strategy document that combined the various types of market research done with analysis and visualizations of the solution.

First, Blueprint sized and assessed the market. Then the team estimated the revenue potential and conducted customer interviews with different companies to understand usage, pain points, and goals with their supply chain. Finally, the team diagrammed the conceptual architecture of the solution, which was then mapped to a client scenario using the proposed technology stack. We conducted extensive industry research to assess the market opportunity and evaluate the competition. The research also included one of the key technologies to be used in the product, Apache Spark, a popular big data framework. The final deliverable described the problem, the solution, the high-level architecture, and the value proposition. Blueprint accomplished this in roughly two months, a fraction of the time this type of work normally requires, and included several rounds of refining of the document with the client’s feedback.

The Results

The client’s aim was to attract investment from other product groups internally, and to leave the door open for productization in the future. Backed by a robust model of the market and reinforced through comprehensive data gathered by Blueprint, the client was able to cast a holistic vision to internal stakeholders as well as present a credible implementation plan. Through this, the client was able to garner the support needed and progress to the next phase: recruiting the engineering team to start building the solution. Additionally, as the GTM strategy circulated throughout the organization, stakeholders from other divisions became interested in the long-term vision. What started as a dedicated supply chain concept is progressing toward implementation, potentially impacting the entire business.