The Client: a successful pioneer startup in trendy premium food in a relevant developing market.

The Challenge: to expand significantly the business size by entering in the salty snacks category and re-framing the portfolio profile turning products more accessible and affordable.

The Evaluation: our advisors analysis of the company and category dynamics brought up relevant issues to be addressed as: (i) the barrier from the incumbent dominance, (ii) the lack of critical capabilities to access the category, (iii) the blurriness of purpose and low maturity of the business to effectively compete in mainstream, and (iv) the high risk of losing focus on its sustainable competitive advantage along the battle for growth.

The Solution: our final recommendation was based on the relentless defense of the client success core while exploring selectively the improved portfolio of snacks innovations and constructing critical capabilities to face the challenge.

The strategy is under implementation within the company as well as alternatives of strategic alliances are been prospected.