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Client and project overview
Our client, a provider of legal research and analytics to leading law firms in the U.S., came to us wanting to gain a deeper understanding of its customer base. The purpose was so the client could make a more informed decision about their revised go-to-market approach.
Key questions
In order for us to successfully conduct market segmentation and a go-to-market strategy, we asked the following questions:
- How can law firms be segmented in the U.S.?
- Is there a link between a law firm’s profile and the information products they use?
- Is there a pattern around law firm characteristics and their information purchasing and usage dynamics?
- How should the solution be positioned in the context of its competitors?
Results
- We segmented the U.S. legal market into four commercially relevant and statistically distinct segments
- We also provided a clear
go-to-market strategy for each segment which identified key product features to be emphasized as well as optimal near-term and longer-term positioning. The client was delighted as these new insights enabled them to secure many new customers.
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