case study

Determining the international expansion strategy and forming partnerships

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CATEGORY(S)

SECTOR(S)

Sector

Electro-optical vision systems

Client's context

Devising a business development strategy based essentially on definition of the product offering in order to begin a solid internationalisation process.

Challenges of the assignment

  • Adding structure to the commercial offer
  • Determining a proactive product strategy
  • Taking into account the particularities of a complex market
  • Selecting countries that are propitious for the company’s international expansion
  • Clearly defining the activities that lend themselves to transfer, in order to form a strategic partnership that relies on technology transfer

Scope of work

  • Audit of the current strategy
  • Strategic roadmap + financial forecasts
  • Expansion model selection
  • Overall business plan for the activity
  • Country targeting (those that are conducive to the company’s expansion), and in-depth assessment of two choices
  • Partnership strategy
  • Model partner profile requirements brief
  • Partner company search on the Canadian and Korean markets.

Client benefits

  • Stronger market positioning
  • Clearer product offer
  • New ideas on international expansion within the scope of strategic partnerships (despite the existence of three subsidiaries)
  • Reflection on whether adequate IP protection is in place
  • Two countries chosen for new locations: Canada and South Korea
  • Operational follow-up and appointments set with potential partners identified in both markets
  • Overall support provided over the long-term

Testimony

A team of highly-committed consultants who truly desire success and help us dig deeper for good ideas.

Vincent C.

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