Our client had success stories with some of their applications in some parts of the world, however they needed to know:
- What was the size of the global market by application
- Why they are not successful in the same applications in different geographies
What We Did
- Mapped out all applications relevant to our clients and the industry factors that drive these applications – e.g. new platform building
- Mapped out the oil and gas infrastructure in 30 countries for new and existing facilities
- Carried out extensive customer interviews from US to China to understand demand for our client’s products and the differences in purchasing behaviour by geography
What we delivered
- Prioritisation of the largest opportunities by geography, sector and application
- A clear understanding of regional differences that explain different performances in the same applications but different geographies
- An optimal global/regional go-to-market approach
- Target list of specific opportunities for sales persons to attack
- Clear articulation of the capabilities required to explore the opportunities