I came across a prompt stating that "our client, a B2B software company has declined decreasing market share. They have an online presence exclusively". Why is this happening and how would we fix it.
I approached it broadly in 2 ways:
a) Market is shrinking -- (size, growth, regs, lifecycle etc.)
b) Our share is shrinking -- (aka customers are going to our competition)
I'm struggling a bit with structuring part b) without making it > 3-4 mins.
I looked at it in the following way so:
i) Customer (price/customer, # of customers, customer mix) -- and provide some suggestions on each
ii) Product (price per product, # of sales, product mix) -- and provide some suggestions on each
And comparing each of these to our competition to isolate where the major difference lies.
I feel some areas I'm missing out are distribution channels etc. which I'm not sure how to include in this format.
Would appreciate any thoughts on how to structure a case where we need to find the cause of market share decline?