The challenge
A leading provider of field management software across retail, CPG, QSR, hospitality and property management stood at a pivotal juncture. As leadership prepared for a sale, the company faced the risk of being undervalued in a market often seen as fragmented and mature. To maximize buyer confidence, the company needed to shift others’ perception of it, from considering it just another player in a crowded field to recognizing it as a differentiated leader with significant growth potential.
At a glance, L.E.K. Consulting’s client:
- Needed a credible view of total addressable market and growth runway
- Required proof points to show competitive differentiation
- Sought a clear equity story to strengthen buyer confidence
Our approach
We began by mapping the broader field management software landscape. Through rigorous market sizing, our team assessed both the penetrated market and the broader total addressable opportunity. The analysis revealed considerable whitespace, a signal that expansion potential remained far greater than many investors assumed.
Building on this market view, we turned to the client’s track record. The review uncovered that the company’s growth had consistently outpaced the overall market by a factor of 2.5, fueled by its focus on high-growth segments. Additionally, the client’s breadth of offering and strong customer relationships were validated as points of competitive advantage.
To bring the future growth story to life, we highlighted two new end markets the client could serve, each with the attractive dynamics of large workforces, high adoption potential and existing client ties. Geographic expansion opportunities were also identified, particularly in regions with strong digital adoption and a high concentration of the client’s core industries.
Step by step, this reframed the narrative from one of fragmentation and maturity to one of leadership, momentum and untapped upside.
Key elements of the approach
- Market sizing revealed substantial unpenetrated opportunity
- Performance analysis showed growth at 2.5x market pace
- Competitive differentiation was validated through the client’s breadth of solutions and customer depth
- Growth opportunities were identified across select industries and geographies
Results
The engagement equipped the client with a compelling, investor-ready equity story rooted in data and credibility. The attractiveness of the market and the company’s differentiated positioning, which had once been difficult to articulate, was now a concise and confident narrative ready for prospective buyers.
Impact delivered
- Comprehensive market assessment highlighting sizable whitespace
- Strong validation of differentiated multisolution positioning
- Defined pathway for growth by expanding into new end markets and geographies
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