This Australian company had invented novel technology
to protect people and equipment from electrical damage.
It had 3 main products as well as:
Established
global competitors who were household names The
potential to displace these competitors based on disruptive technology Limited
traction with regulators Limited
sales and marketing people and resources Regional
location away from major markets.
Challenge
To identify the ideal partners to accelerate market
penetration and to optimize pitch and tools to engage
them quickly and effectively.
Solution
We interviewed:
27
known contacts in 9 industry groups 26
unknown appliance original equipment manufacturers
(AOEMs) 25
unknown contacts in 3 areas of the boating industry
.We created new sales collateral for each market including:
Elevator
pitch Brochures
and fliers Call
calling and follow up scripts by phone Powerpoint
and coffee table presentation
Outcomes
In 6
weeks the company was introduced to:
13
industry contacts with specific market opportunities
and contacts 6
AOEMs keen to progress discussion 1
boating contact with an immediate opportunity to use
the device 3
boating contacts with immediate interest to pilot
the device 6
boating contacts with specific market opportunities
and contacts.
And it had gained:
a
new corporate image, messaging and positioning a
full suite of marketing collateral customized to the
needs of 3 identified
markets strategy
to penetrate accessible Australian markets recommendations
for niche focus to avoid direct competition with global
competitors recommendations
to penetrate equivalent markets globally a
full database of all contacts and histories.
Status
At completion
of the project, the company was:
equipped
to penetrate markets for which it is suited positioned
to compete with global competitors indirectly and
safely attractively
positioned for investment for growth.
Established
global competitors who were household names
technology