Chris supported a North American client that was seeking to expand its capabilities from the provision of monitoring equipment through the development of remote sensing and analysis capabilities.

With a focus on the energy sector, the client was looking at extending its portfolio of products and services with a range of software that would allow it to benefit from a growing demand for automation and predictive decision making. Focused on the utility and commercial & industrial customers, the client faced the challenge of an already competitive market that had already seen similar moves by electrical equipment manufacturers and specialised software and technical service providers.

The research involved an in-depth assessment of the competitive landscape and GTM approaches being taken in this sector by those with capabilities. While secondary sources were used extensively online research was especially important to garner an up to date understanding of the market situation. Two companies that the client felt would be direct competitors were profiled in detail. Here, additional investigative work was undertaken with direct interviews being made with potential purchases to understand market dynamics, current and future requirements as well as channels used.

The findings of this research were consolidated into a final report that outlined the outcomes and provided a recommended market-entry strategy tailored to the client’s objectives.