Our work
Case Studies below provide more insight into how we have achieved unrealized growth for our clients.
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.
Product innovation cases
Problem
Success with First Product. Bringing a new technology to market and successfully executing the right opportunities that will provide further funding on which to commercially scale and grow your business.
Solution
Perform upfront strategic analysis to define target market segments, customer needs, and the value proposition for your technology. Defining a commercial engagement strategy that maps out key moves and market development milestones for the first 24 months.
Results
Our client realized (4) customer contracts and (6) product demonstrations trials in the first 12 months of active market engagement. Achieving their 24-month goal one year ahead of schedule.
Problem
Diversification. Developing a technology which extends beyond the core competencies, capabilities, resources, and market understanding of the organization.
Solution
Manage risk through a collaborative development approach by leveraging external experts and partners to overcome capability, knowledge, and resource gaps, and who provide the expertise and market knowledge required to ensure a product market fit for the technology
Results
Reduction of program risk. Our client was able to beat competitors to market with a “Gen 1” design, accelerating their market engagement and providing value feedback for the launch of “Gen 2” design.
Problem
Developing a Product for an Emerging Application. Bringing a product to market where the market needs, use cases, and requirements are still evolving, but must be thoroughly understood to ensure success.
Solution
Execute a holistic technical/commercial structured development process to closely tie engineering and design, with market analysis and testing to ensure the final product solution aligns with both current and future customer needs.
Results
Positioned for Success now, and in the future. The launch of their first product reached targeted sales 16 months sooner than expected and provided important market justification to fuel further development.
Problem
Innovating in a Mature Market. Developing an innovative technology which stretches beyond the core competencies, capabilities, and resources of the organization.
Solution
Leverage external experts and partners to overcome capability, knowledge, and resource gaps to manage risk and increase chances for success through a collaborative model that helps accelerate development, through invaluable market insights and technical expertise.
Results
Differentiated Product. The final product incorporated several unique features born from cross-industry collaboration that yielded differentiated produced and a leading position in the market.
Problem
Leverage an Existing Product to Grow into new industries. Finding additional market opportunities with similar needs which extended beyond the initially designed use of the product.
Solution
Perform a thorough upfront analysis and assessment of several markets to define the most attractive markets and applications for growth, compared against potential product modifications needed for success.
Results
Market Expansion with minimal Innovation Risk. Successful entry and into two adjacent markets where the product required only slight modifications and was able to successfully satisfy customer needs.
