CASE STUDY: Positioning B2B services for digital success

Action: PACE analysed industry structure and dynamics, external environment and competitive positioning, and came up with revised vision and position for success. Both competitors and indirect competitors were analysed in terms of their contributions in the changing and increasingly digitally-focused market. PACE consultants constructed a road map for product development to successfully transition the business to digital readiness.

Insight: PACE brought insight into drivers of hotel performance and helped the business to understand how hotels convert revenue to profit and how and where upselling occurs in the customer journey. This helped in understanding the value proposition in terms of its impact on hotel profit and the value of incremental revenue for profitability.

Result: Management fully adopted the strategy and used it as the blueprint for investment in acquisitions and their own product development.

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