Defining a disruptive growth strategy
View case
Creating a digital strategy
What we did
SparkOptimus supported Mediq in defining their digital strategy in three phases: (1) vision & ambition, (2) coherent strategy & operating model, and (3) roadmap & kick-start.
To ensure success, it was essential to align people on all levels of the organization: the Private Equity owner, the Non-Executive Board, the Executive Board, and the Digital Team. Next to driving the content of the strategy, SparkOptimus took the lead in involving and aligning all stakeholders throughout the project.
Considering the developments and Mediq’s current strengths, we set the vision (‘number one disease manager through connected care in Europe’) and role towards each of their customers:
- Patient/ prescriber: Go-to platform enabling patients & prescribers to administer the best care across the patient journey
- Primary care: Unmatched one-stop-shop for regular replenishment
- Institutional: Preferred partner for full-service stock & replenishment solutions
- Filtering & clustering the growth initiatives by assessing them based on the fit with the vision, the addressed customer needs, and Mediq’s strengths/ ability to win.
- Prioritizing the remaining clustered growth initiatives by assessing their relative impact (e.g., on revenues, margin, strategic importance) and feasibility (e.g., available versus required capabilities, investments)
- Ensuring the portfolio is coherent across the three ‘horizons of disruption’: optimization (to reduce costs to serve), transformation (to improve the digital customer experience), and disruption (with new models to avoid redundancy).
This resulted in several potential portfolios of growth initiatives that each were balanced in cashflow and coherent from one strategic horizon to the next (e.g., investments in horizon 1 & 2 can enable success in horizon 3), but varying in focus between customer propositions, geographies, and horizons. The different portfolios were evaluated based on qualitative & quantitative criteria and the preferred portfolio of growth initiatives was selected.
To enable the selected strategy, Mediq’s to-be operating was developed in terms of organization requirements (capabilities, capacity, set-up, way of working) and technology requirements (architecture, development, data) based on SparkOptimus’ expertise & experience about what is needed to make the selected strategy work.
Financial and resource implications that accompany the roadmap were made transparent based on a refinement of the cost drivers as developed in earlier phases of the project, providing a comprehensive overview of the required investments and expected benefits over time.
To kick-start the digital strategy, we developed concrete initiative charters (with a description, objectives, success criteria, activities, milestones, dependencies, requirements, team members) for the first year, aligned them with existing budgets, and set up the program governance to be able to manage the initiatives on time and within budget. The governance (leads, meeting rhythm, dashboards) was defined to be able to manage the program.