Internal Inventory
What can we leverage?- Expertise and skills
- Contacts and relationships
- Existing customers
- Capabilities and resources
An honest look at what you’re actually taking to market. The biggest logo is not always the best customer.
The Acuity Market Development Methodology
Identify. Prioritize. Dominate.
Most emerging-tech companies don’t have a lead problem. They have a STRATEGY and FOCUS problem. The Acuity Market Development Methodology (MDM™) is how we help leadership teams decide where to compete.
Two disciplines, one goal
Know where to compete, and know why you can believe it.
Acuity MDM™
How you decide where to compete
Our Market Development Methodology, created more than two decades ago to solve a problem that has only gotten worse: companies execute before they choose.
See the framework →Rigorous Intuition™
How we produce the analysis
Bottom-up, data-driven, conservative models, sharpened by 25 years of market judgment, so you get analysis you can defend in any boardroom.
See how it works →Acuity MDM™
How you decide where to compete
Our Market Development Methodology, created more than two decades ago to solve a problem that has only gotten worse: companies execute before they choose.
From insight to impact.
Four linked stages, each answering one question, with a three-part mandate running across all of them.
IdentifyUnderstand your markets and capabilities
PrioritizeFocus on the best opportunities
Dominate*Execute, differentiate, and grow
Opportunity Analysis
Where can we win?- Industry sectors
- Target markets
- Adoption map
- Niche market-penetration map
“Financial services” is not a target market. The real opportunity shows up once you break an industry into smaller, more meaningful niches.
Market Strategy
How will we compete?- Segmentation and granulation
- Ranking and sizing
- Niches defined
- Positioning and programs
This is where analysis becomes choice. You position for the niches you’ve picked, and you gain permission to say no.
Penetration Plan
How will we execute and grow?- Target solutions
- Competition and partners
- Go-to-market programs
- Milestones and measurement
Only now do we get to programs. With the field already narrowed, execution gets precise and usually a lot less wasteful.
*What do we mean by DOMINATE?
We’re not talking about trying to own an entire industry. We mean knowing a chosen market so well, and becoming so embedded in its development, that you’re no longer just another vendor chasing deals.
Rigorous Intuition™
How we produce the analysis
Bottom-up, data-driven, conservative models, sharpened by 25 years of market judgment, so you get analysis you can defend in any boardroom.
Who built that analysis? What data is it based on?
“Where’s the data?” should be the first question you ask any research firm. It just shouldn’t be the last one. The next questions are what it means, what’s moving the market, and where it’s going.
Build on real data
Bottom-up, data-driven models give you market sizing and forecasts you can stand behind, not someone else’s headline number. A conservative approach keeps the numbers and analysis honest when a market is full of hype.
Identify what’s moving the market
We follow the technologies, regulations, threats, and buyers driving change, and separate the trends that matter from the noise.
Apply market judgment
Then comes what a model alone can’t provide: 25 years of watching these markets move, and anticipating where they’re headed next.
Put it to work
Where the methodology shows up.
Strategic Advisory
Organizational assessments and strategic market development plans for your leadership team.
Advisory services →Market Intelligence
Market sizing, forecasts, segmentation, and competitive analysis that support the decision in front of you.
Market intelligence →Building Markets That Matter
Max’s three-part LinkedIn series on strategic market development, including a full walk through Acuity MDM™.
AI is rewriting the rules of trust. Are you ready?
Turn disruption into advantage. Contact Acuity today.