Case Study – Media

CLIENT

A $250+MM division of a major media company.

BACKGROUND

Our client contacted us as their business was experiencing a 20% annual decline in revenue. Channel partners were abandoning them in the face of the recession and the availability of alternative vendors. Competition drove the Company to start offering customized direct marketing solutions, which increased headcount and time to close deals. Additionally, shifting consumer demand was driving the products to be available online via competitors.

WHAT WE WERE ASKED TO DO

Salzinger & Company was asked to develop a strategic plan to address the challenges of shifting consumer behavior. The recommendations included business strategy, organizational structure, financials, and a product roadmap.

RESULTS

Salzinger & Company worked with the Company to implement the strategic and organizational changes. The resulting restructuring enabled the Company to better serve client needs, and created a new product development organization to drive a new direct-to-consumer product strategy. Salzinger & Company then supported the divisional effort to secure $6 million in corporate funding to launch of a major consumer facing portal.

IMPACT

As a result, our client is preparing to launch a leading pay for performance advertising business for 2011 and beyond. Salzinger & Company supports the launch of this business by facilitating the divisional build-out, leading the requirements gathering and technical program management.