We were approached by a company that wanted to diversify its portfolio by a strategic acquisition that was based around a number of criteria supporting market attractiveness and corporate fit. Additionally, such an acquisition target needed to be a platform technology that would lend itself to the application of new technologies and synergies within the company. Some of these synergies were about touch points within its sales group.
We undertook a large desk-based research programme to determine high-value markets that could be interesting for acquisition. This covered the entire mix of technologies. Using a series of interactive workshops, combining our technologists with market experts, we constructed a matrix which allowed the short-listing of the selected technology areas for further consideration. Following this we undertook intensive primary research (interviews) with companies representing the short-listed technologies, to determine the answers to key questions developed between our client and ourselves.
Additionally we undertook interviews with key opinion leaders to ascertain the unmet needs within each technology area. Finally, selected technologies were ranked against key criteria for further selection.
For our client, we determined a number of key technology areas to consider in the development of its portfolio. A number of technologies/products passed the screen and further interrogation by our client and Cambridge Consultants and were taken forwards for further investigation and ranking. The technologies chosen had a profile of high market attractiveness from the perspective of market size, growth and development potential and good fit within the existing skills set of our client and market in which our client operated. From this work two key opportunities were found, one of which was acquired for about $400 million.
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