Case Studies
When I was at Xerox, I worked with a number of outside consulting firms. Once when I was going through a report, I noticed another client’s name still buried in the report. A big oops!
At Arvani Group, we don't do templates and Word merges. Our approach is fundamentally different. We know we are working on the cutting edge of technology in mobile and wireless markets. So we create one-of-a-kind solutions to the one-of-a-kind challenges that our clients are facing. To us, every client's situation is unique and, to paraphrase the famous saying, we can never step into the same mobile market twice. We need to be on top of our game in order to have extreme focus on our clients’ goals and the changing market dynamics.
We have had the pleasure of working with a select group of clients and have supported them in achieving their mobile and wireless goals. Our experience ranges from working with established companies seeking growth opportunities to high-growth start-ups. Some of the recent areas of application include: 4G services, mobile health, machine to machine communications, enterprise mobility, mobile advertising, emerging mobile devices, mobile application platforms, and next-generation networks.
The following are some of our case studies:
Show me the growth!
A leading global mobile carrier was looking for new growth opportunities in a particular mobile device area. The company had several compelling R&D projects and various business options in play. The challenge was to derive product insights from market dynamics and make strategic choices regarding which projects to invest and pursue further and which ones to cancel.
We synthesized objective evaluations of the market, real trends, how that market was being served today, and where the market was transitioning to. We established how the client’s current products ranked in the minds of their customers relative to other relevant offerings. We translated market and user trends into future product insights. We projected several realistic future scenarios and how the client could create new business opportunities in them.
The result was a customized product and technology strategy that took into account their existing R&D projects and their current business options. The client gained a deeper understanding of the market and its future trajectory and had a systematic way to make strategic decisions in current and future R&D projects. The new strategy has led to great new mobile products and higher R&D productivity.
Laser-sharp business development puts start-up on the map
A venture-backed technology start-up had developed disruptive embedded communications software. They were going up against big-time players and needed help in getting to market.
We analyzed their technology and the pros and cons of it in various market sectors. We developed a business development and positioning strategy for them and helped them execute it.
We landed one of the top three software companies as a client. And because of this deal, they successfully completed their next round of financing. Additionally, we identified a new market sector where they could better differentiate, which created follow-on sales.
Customer-centric device launch saves the day
A top-tier telecom service provider was considering the launch of a disruptive device. The cost of device acquisition was high, and there was a substantial risk of customer backlash and potential churn.
We helped predict user experience and market reception of the device by identifying the components of user experience. We determined surrogate sets of customers and purchasing influencers. We conducted qualitative and quantitative research and analysis. We identified major challenges and recommended ways to address them. Client saw the good, the bad, and the transformation opportunity.
The service provider modified their strategy, business model, and expectations based on our analysis. They proactively changed the messaging, user education, and handling of customer care. And their product launch was a big success.
Optimize product strategy
A large software company needed to make a strategic evaluation on a key mobile product launch. They had planned three versions, but fierce market dynamics and competition were making their projections obsolete. They wanted to determine the optimal feature set and price point for maximizing revenue and market penetration in different regions.
We analyzed their offering, objectively evaluating competitive solutions. We targeted two key customer segments and designed survey instruments, then conducted the surveys in North America, Europe, and Asia. We created a price sensitivity model. We developed a new product roadmap based on insights we had derived and our predictions for future trajectories of technologies and market trends.
Based on our recommendations, the company picked the feature set most relevant to their customers and a sweet spot price point. They successfully launched the first product six months later.
Making informed investments
A private equity group wanted to make investments in mobile marketing and advertising space. Each member of the team was frighteningly bright about investing. However, the mobile knowledge was uneven, and their investment hypotheses were not market-tested.
We figured out what they needed to know, how they were going to use the material, and what would be the best way to provide the material to them so it would be of optimal benefit to them. We created a customized mobile advertising and marketing workshop that covered all the relevant topics, answering questions they cared about, and facilitated discussions around them.
As a result, they were able to collectively learn what was most important to their investment strategies and devised a more informed path to making their decisions in mobile marketing and advertising fields.
Mobilize my enterprise offerings!
A Fortune 500 B2B company wanted to serve the existing and emerging needs of its enterprise customers, who were growing increasingly more mobile. In addition, the company’s then-current and new rivals were presenting new competition in the mobile arena. We devised a multi-part plan to work with the company. It included an internal study, a customer study, market assessment, and strategy development.
The result was a comprehensive market and product strategy that would exploit the emerging market trends, create additional revenue, build a solid differentiation, and position the company as a leading player in mobilizing their industry. The strategy was accompanied by an implementation plan that took into account the mobile capabilities and challenges of the company and the pace of mobilization in their industry. The client found the insights “eye-opening” and the strategy “extra ordinarily useful.” They not only saw the long-term vision, but were also equipped to implement the immediate next steps.
Expert due diligence saves millions
A tier-1 Silicon Valley VC wanted to invest in a mobile start-up. They had met with the executives a few times but were not sure about the viability of the specific target market and how the start-up would be positioned in it.
We studied the proposition. We held a workshop with the team executives along with the VC partners interested in the deal. We briefed the VC partners with our opinion and recommendation of a potential investment.
At the end, the VC team decided to go along with our recommendation. They were happy they did that, as they saved a few million dollars.