SECTOR SPECIFIC OPERATIONAL MARKET ANALYSIS AND CHANNEL DEVELOPMENT
NEED: Generate sales in limited timespan in new markets and countries. Yet, first find out in what countries and how. Direct sales to PEU or with local partner?
GEOGRAPHIC SCOPE: Middle East
CHALLENGE: The client had identified the Middle East as the possible growth market in their strategy. However, the company needed to have systematic, operational study to identify the relevant players in their market; shipyards, metal fabrication yards, technology integrators, etc. and estimate the size of the opportunity and growth potential..
BENEFITS:The client gained insight into buying and specifying value chains. Based on the feedback and qualified leads developed in the process, the client was able to roll out an actionable sales strategy and hit the ground running in the target market.
BACKGROUND: The client had been purchased by private equity company and management was given ambitions growth targets. The only way to hit the target was an aggressive market expansion.
OUTCOME: Because of operational approach of Nordic Industries Development, the client established their sales channel strategy and sales estimations based on firsthand information from the relevant decision makers.