Case Studies
Client description: An industrial lubricants manufacturer.
Practice area: B2B/Industrial.
Industries involved: Steel, aggregates, mining, power generation, and manufacturing.
Services applied: Market opportunity study; market segmentation; competitive intelligence
Business challenge: This leading industrial lubricants manufacturer wanted to target 5 sectors in which it had very little penetration and develop a go-to-market strategy and sales force segmentation plan.
Our approach: Geo Strategy Partners conducted a combination of in-field and in-depth qualitative interviews with end-users in all sectors, plus interviews with competitors sales and distribution representatives. We performed analysis against a market attractiveness model and facilitated a strategic planning session with the client’s sales and marketing team.
The Deliverable: A decision to focus on only 3 of the 5 sectors; a high level go-to-market strategy for these three sectors, and a sales force segmentation plan.
The result: The company was able to significantly increase its market share in the target sectors significantly over the next 24 months.