Market expansion
Achieve unrealized growth in new geographic markets or new industry verticals.
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Market expansion cases
Problem
Growing in a New Market with an Emerging Technology. Growth that requires the support of multiple industry partners to demonstrate and validate technology with new customers.
Solution
Employ a collaborative market development approach that brings together the right set of industry partners, a facility to support demonstration and validation, and a push/pull strategy that increases demand, decreases barriers, and accelerates time to first sales.
Results
In 2 years, our client’s brand became the recognized Leader in Automotive for PUR coatings on Cosmetic Plastic Parts, with a growing number of vehicles incorporating their materials for various applications.
Problem
Reducing Market Expansion risk. Establishing a footprint in a new geographic market for a boutique Engineering firm that requires a “high” touch in-person service model and in-depth knowledge of the market.
Solution
Execute a structured market development program that leverages the market experience, knowledge and access of Ruhl to identify and validate the market opportunity and that provides “on-demand” resources for execution and establishment of initial business opportunities.
Results
Our client realized their 5-year sales goals in their second full year, substantially lowering their market risk, and allowing them to establish a regional sales office to support continued new growth.
Problem
Finding focus. Concentrating on the right commercial applications for your technology when the markets and opportunities appear to be endless.
Solution
Initiate a thorough market analysis and validation program to Identify and evaluate the multiple markets and to validate which are the most attractive and should be the strategic focus for further market development.
Results
Focus Realized. Successful execution of near-, mid-, and long-term opportunities across multiple markets allowing our client to manage risk and providing commercial success to fund further market development.
Problem
Growing in a crowded market. Gaining awareness of a differentiated technology to secure opportunities for growth in a mature market with multiple established competitors.
Solution
In-Depth analysis and validation of the market, customers, and their environment identifying and aligning the greatest unmet needs with the strongest core competencies to drive customer focus, product differentiation, and market positioning.
Results
In the first year our client was able to secure (3) new contracts with targeted customers and develop a pipeline of new opportunities that are leading to an estimated 5% increase in market share.
Problem
Moving Downstream. Developing a new downstream technology which requires an increased understanding of the market, customers, applications, and competitors.
Solution
Develop a comprehensive understanding of both the technical and commercial requirements through a Technically Driven Market Analysis approach focused on accelerating the time to market by simultaneously aligning product capabilities with the greatest needs of the market.
Results
By matching the commercial needs with product capabilities through a holistic Technical/Commercial approach, our client was able to ensure a product market fit early on and accelerate product development.
