Top 3 global law firm which provides a ground-breaking AI solution for detecting cartel risks within corporations

Highlights

The client is a top 3 global law firm. They provide a ground-breaking AI-powered solution which streamlines and cuts the cost of detecting cartel risks within corporations. It analyses millions of company documents and data points, identifying evidence of price fixing, market sharing, bid rigging and collective boycotts.

• Planned and implemented an extensive customer development program, with the objectives of understanding customer perceptions of the problem, their priorities, and willingness to pay for the new proposition;

• Developed a fully detailed pricing structure for the proposition, including value metrics and paid add-ons;

• Identified the proposition benefits which matter most to target customers, and which matter less;

• Developed a mental model for understanding how customers perceive and value their existing compliance programmes, and how the new AI proposition fits into that;

• Defined the model for customer segmentation, based on differing customer requirements and contexts;

• Undertook detailed modelling and ‘what if’ scenarios to clarify the expected and potential unit economics of the proposition;

• Identified the problems and customer objections which could prevent deals from being closed;

• Proposed specific product development activities, based on the customer development interviews;

• Identified risks and other issues which could affect growth;

• Made specific proposals on how the proposition’s success should and should not be measured. This includes a suite of KPIs, and explanations as to why those indicators are so important to track for this proposition;

• Undertook detailed internal stakeholder development;

• Advised on commercial negotiations;

• Advised on internal comms and working with internal employees & stakeholders.