Background and challenge
A leading global biometric and identification services company was considering expansion into the U.S. and wanted to understand market dynamics, particularly in the government and commercial sectors.
The client engaged L.E.K. Consulting to evaluate growth opportunities in the U.S. and develop a go-to-market strategy.
Approach and recommendations
We conducted an interview campaign with customers and industry experts to develop a market opportunity assessment. In parallel, we carried out secondary research on disruptive biometric technologies, regulatory viability and key purchase criteria. Based on the findings, we identified key growth drivers and developed an estimate for the U.S. biometric security market size.
Through research and management discussions, we also performed a technology assessment that analyzed how various biometric security technologies mapped onto customer needs. We then determined that significant growth opportunities existed in various segments, including:
- Government and defense
- Crime investigation
- Transportation
- Retail
Additionally, we evaluated the competitive landscape and benchmarked the client and competitors across several factors, including technological performance, breadth of product offerings and customer service. We concluded that the client was strongly positioned to expand into the U.S. market given its superior technology.
We also performed a gap analysis for the client to determine key areas for technology investment. This led to the development of a prioritized list of growth opportunities, categorized by service line and industry vertical.
Results
As a result of this research and analysis, we provided the client with an in-depth understanding of U.S. market conditions and developed an actionable go-to-market strategy for the client.
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