Case Study
Putting all the pieces together
The unified offering that delivered record results during a downturn
“Josh is an amazing partner to have when your stakeholders are really invested in the outcome.We thought we were trying to figure out how to explain what we do – but his process actually made us rethink who we are.”
—Danielle Brown, Chief Marketing Officer
Strong quarterly growth
amid an industry-wide downturn
Improved employee engagement
across organization
Acquired by a strategic buyer
within two years
Situation
A publicly-traded fintech serving the travel industry had expanded well beyond what it was originally known for. As capabilities, products, and partnerships multiplied, the company grew harder to explain. Lines of business rarely reinforced one another, customers saw only the pieces they knew, and investors struggled to grasp the larger opportunity. Then, as our work together concluded, COVID-19 brought the travel industry to a standstill.
Engagement
I conducted industry analysis, competitive research, and extensive interviews, including with key customers and partners. Working with the CMO and senior leadership team, I helped clarify the company’s unique role in the industry and show how its offerings delivered greater value than the sum of their parts.
Results
The new platform unified the organization just as the travel industry entered an unprecedented period of disruption. Its clarity and confidence in a challenging market positioned the company for record growth and eventual acquisition.