A Letter to OMP, Provider of the Leading Unison Planning Platform
Dear CEO,
I am Gideon Gartnor, and I am excited to present the bones of a strategic development plan that I believe will unlock significant growth opportunities for OMP and solidify our position as the premier supply chain planning solutions provider across the enterprise market.
While OMP has established a strong foothold among large, global enterprises with our industry-leading Unison Planning platform, I believe the time is ripe to expand our reach into the vast and underserved mid-market segment. This strategic initiative has the potential to drive a 35% increase in our overall customer count by 2029.
The mid-market, comprising companies with annual revenues between $50 million to $1 billion, represents a vast commercial opportunity that we have yet to fully capitalize on. According to our market research, there are over 200,000 medium-sized businesses globally with complex supply chain planning needs, but a lack of resources and expertise to implement sophisticated solutions like Unison Planning.
By strategically investing in the expansion of our global partner ecosystem, we can leverage the localized industry knowledge and implementation resources of regional system integrators and consulting firms to make Unison Planning more accessible to this dynamic customer base. This capital-efficient approach will enable us to rapidly scale our mid-market penetration without the need for a massive expansion of our direct sales force.
Moreover, diversifying our customer base by targeting the mid-market will enhance OMP's long-term resilience. While large enterprises will remain a critical part of our business, relying too heavily on a small number of top-tier customers exposes us to potential risks. By cultivating a broader range of mid-market clients across multiple industries and regions, we can better withstand economic fluctuations or disruptions that may impact specific sectors or geographies.
To execute this strategic development plan, GartnorGroup proposes the following key initiatives:
Identify high-growth mid-market regions and industries to prioritize our partner recruitment and solution development efforts.
Recruit and empower a network of regional system integrators and consulting partners to deliver localized expertise and implementation support to mid-sized enterprises.
Develop tailored Unison Planning packages that address the unique supply chain planning needs of mid-market companies.
Establish a dedicated mid-market business unit within OMP to drive this growth initiative independently.
Continuously optimize the mid-market partner program to ensure scalability and customer satisfaction.
By executing this strategic development plan, I firmly believe OMP can unlock a significant growth opportunity and cement our position as the leading supply chain planning solutions provider for enterprises of all sizes. I welcome the opportunity to discuss this proposal in more detail and get your input on the way forward.
Sincerely,
Gideon Gartnor
The 5 Strategic Planning Assumptions with the strongest individual justifications are:
By 2027, 40% of OMP's new customers will be medium-sized enterprises with annual revenues between $50-500 million, as the company leverages its network of regional system integrator and consulting partners to extend the reach of its Unison Planning platform. (Probability 85%)
Justification: The mid-market represents a vast, underserved opportunity, with over 200,000 medium-sized businesses globally that have complex supply chain planning needs.
Provided OMP can develop and deploy pre-configured, industry-specific versions of Unison Planning by 2025, mid-market customers will experience a 30% reduction in implementation timelines compared to custom deployments, accelerating their time-to-value. (Probability 80%)
Justification: Mid-market enterprises often have limited IT resources and require faster time-to-value from their technology investments.
As OMP enhances the low-code/no-code configurability of Unison Planning through 2028, 60% of its mid-market customers will be able to independently adapt the platform to their evolving supply chain planning requirements, reducing their long-term reliance on OMP's professional services. (Probability 75%)
Justification: Mid-market enterprises often have lean IT teams and limited budgets, making them wary of complex, custom-built software solutions that require extensive professional services.
By 2030, OMP will have established a network of 100+ regional system integrator and consulting partners globally, enabling it to efficiently serve medium-sized enterprises in high-growth markets like Southeast Asia, Latin America, and Eastern Europe. (Probability 70%)
Justification: Expanding OMP's partner network is a capital-efficient strategy to scale the delivery of Unison Planning to the mid-market, without the need for a massive expansion of the company's direct sales force.
Presuming OMP maintains its Gartner Magic Quadrant leadership position, 80% of its mid-market customers will expand their Unison Planning deployments within 24 months of their initial go-live, reflecting the platform's ability to drive measurable supply chain performance improvements. (Probability 80%)
Justification: OMP's consistent recognition as a Leader in the Gartner Magic Quadrant signals the robustness and reliability of the Unison Planning platform, which is crucial for risk-averse mid-market customers.
Strategic Development Plan for OMP's Mid-Market Expansion
Objective: Expand OMP's global partner ecosystem to enable the delivery of its Unison Planning platform to medium-sized enterprises, driving a 35% increase in the company's overall customer count by 2029.
Key Initiatives:
1) Identify High-Growth Mid-Market Regions and Industries
Conduct market research to pinpoint the most promising geographic markets and industry verticals for mid-market supply chain planning solutions
Prioritize regions experiencing rapid economic growth and industrialization, such as Southeast Asia, Latin America, and Eastern Europe
Target industries with complex supply chains and a high degree of fragmentation, including manufacturing, consumer goods, and logistics
2) Recruit and Empower a Network of Regional System Integrators and Consulting Partners
Identify and onboard best-in-class consulting firms and systems integrators in prioritized geographic markets
Provide comprehensive training on Unison Planning's capabilities and implementation methodology
Equip partners with localized sales, marketing, and technical support resources to drive mid-market customer acquisition
3) Develop Tailored Unison Planning Packages for Mid-Market Enterprises
Work closely with regional partners to configure pre-packaged Unison Planning solutions that address the unique supply chain planning needs of mid-sized companies
Streamline deployment and integration processes to enable faster time-to-value for mid-market customers
Incorporate industry-specific best practices and process templates into the mid-market offerings
4) Establish a Dedicated Mid-Market Business Unit
Create a specialized team within OMP responsible for managing the mid-market partner ecosystem and customer relationships
Empower the mid-market unit to independently develop go-to-market strategies, sales motions, and customer success programs
Incentivize the mid-market team based on key performance indicators, such as new partner recruitment, customer acquisition, and revenue growth
5) Continuously Optimize the Mid-Market Partner Program
Regularly review partner performance and customer satisfaction data to identify areas for improvement
Invest in scalable enablement tools and resources to streamline partner onboarding and support
Recognize and reward top-performing partners to foster a culture of collaboration and mutual success
Expected Outcomes
35% increase in OMP's overall customer count by 2029, driven by the acquisition of mid-market enterprises.
Diversification of OMP's customer base, reducing reliance on large enterprise customers and enhancing long-term resilience.
Improved market share and mindshare in key geographic regions and industry verticals.
Increased revenue and profitability through the scalable delivery of Unison Planning to the mid-market segment.
This strategic development plan positions OMP to capitalize on the vast, underserved mid-market opportunity, leveraging its partner network to drive sustainable growth and solidify its leadership in the supply chain planning software industry.