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Category: Case Study

M&A strategy

M&A Strategy for an Industry-Leading, Independent Developer of Powertrain Systems

Mergers and acquisitions have been considered a strategic tool for market expansion for more than a decade, mainly because M&As have had a significant impact on shaping the business world as we see it today. Hence, creating a robust M&A strategy is poised to become a success criterion for automotive companies in the new normal.

But to ride the next wave of M&A, businesses must stay prepared and adopt effective growth strategies. It includes setting up dedicated M&A teams, focusing on value creation, revamping the M&A blueprint, and rethinking business priorities. Therefore, any move a company intends to take should be aligned, justified and deep-rooted in its vision and core strategy for objectives to be efficiently realized and consequently deliver the desired value to its stakeholders.

Emerging automotive industry players are poised to face significant challenges in the new normal. Speak to our experts to learn how you overcome these challenges with effective M&A strategies.

About the Client

The client is one of the largest independent developers of power train systems based out of the United Kingdom. With several technical centers spread across the US and UK, the company is known for developing, calibrating, and integrating hybridized and electrified powertrain systems.

As a partner to leading automotive manufacturers, the client is well-known for its expertise in developing and integrating cutting-edge power train systems and software into high-performance, production feasible solutions for future powertrains.

Business Challenge

As unpredictability becomes the new industry standard in the automotive sector, companies are looking at devising effective M&A strategies to propel growth. In such an environment, M&A strategy creation seems to be an easier way to tackle disruptions by driving market potential rather than building it from scratch.

Impacted by the crisis and rising globalization, our client was looking to explore M&A as a mechanism towards developing a global presence and increasing its market share. Given the abundance of M&A opportunities in the automotive market, the client approached Infiniti Research to leverage its expertise to create an M&A strategy that is deep-rooted in its vision and aligned to its business objectives.

To overcome their challenges, the client was focused on driving value through mergers and acquisitions. The objective revolved around rapid M&A strategy implementation to accelerate new capability, improve technology expertise, capture a fair share of the market, and gain a leading edge.

The client’s challenges included:

  • Poor understanding of the strategic growth levers
  • Ineffective integration planning and execution
  • A vacuum in governance and strategic communication

Navigating challenges and preparing for the next normal requires automotive leaders to develop a robust M&A strategy, request a free proposal to find out how we can help.

Our Approach

To help the client devise an effective M&A strategy, in-depth market research was performed. The motives behind the merger were analyzed, followed by the analysis of the industry environment, competitive landscape, post-merger integration, and performance indicators that reflect the outcome.

Our experts adopted a comprehensive research-backed approach to market assessment, which eventually led to the development of an effective M&A strategy. It included the following phases:

Assessment of internal capabilities

The initial phase of M&A strategy creation revolved around assessing the client’s internal capabilities to gauge their ability to meet M&A goals. Since the client had a small M&A team, the processes for evaluating and integrating a target company were not readily available. Hence we developed an approach backed by in-depth market research to perform due diligence, identify risks, and create a successful M&A strategy.

Evaluation of strategic goals

M&As present risks and attractive opportunities to propel growth in the automotive industry. Therefore, it is essential to evaluate an organization’s strategic goals to determine the possibilities of achieving them through M&As. To inform this decision, we established a comprehensive baseline of the business by the line of the business relative to markets served.

We connect clients to subject-matter experts who can provide tailored M&A solutions and research insights to make informed decisions. Request a free brochure to explore our capabilities.

Creating a blueprint for M&As

A blueprint to planning mergers and acquisitions helped the client chart out a clear path on how they will use the devised M&A strategy as a tool to reinforce their business priorities.

The M&A strategy also aided our client in the following ways:

  • Assistance with identifying ideal partnerships and valuable mergers
  • Expert insights on decisions regarding investments
  • A comprehensive understanding of every stage in the M&A process
  • Data-drive insights that account for the changing industry landscape and competitive scenario

Outcome

The M&A turnaround had a positive impact on business growth, enabling the client to improve brand reach and profitability. As, a result the client’s margins continued to proliferate through the first half of Q1, enabling them to surpass their profitability and cost savings targets.

Key success factors in this M&A strategy include:

  • Developed a well-defined plan to generate operational synergies
  • Identified several opportunities to extend cost savings
  • Achieved more than 2x increase in profits

How the Right M&A Strategy Can Help Improve the Outcome of Automotive M&As

Our M&A experts work with companies from different industries to deliver superior returns by developing a repeatable model tied to their business strategy.  The goal is to help them identify the right M&A strategy to take advantage of the macro trends and capital abundance impacting businesses globally.

By considering the changing industry landscape and the competitive scenario, we help businesses identify potential opportunities and meet their growth targets. To gain comprehensive insights into our M&A strategy development approach, request more information from our experts.

go to market

Expanding into EMEA: Developing a Robust Go To Market Plan For a Shrink Wrap Packaging Company

Target market: Industrial packaging | Region under focus: EMEA

Focus area: Shrink wrap packaging | Solution: Go to market plan

Engagement Summary

This go to market (GTM) engagement focuses on helping a client venture into a new market segment by offering comprehensive research insights and a well-thought-out plan to provide a unique value proposition for their customers. Within five weeks, the client gained comprehensive research insights that helped them venture into the shrink wrap packaging market in Europe.

Infiniti’s approach to creating the go to market plan for the packaging client included industry-specific information on critical factors impacting market dynamics, forecasts (forecasted CAGR up to 2027), industry trends, competitive landscape, and key recommendations from packaging industry experts.

Are you looking for accurate country and region-specific research insights on the global shrink wrap packaging market? We can put you on the right track- Contact us to get started.

Business Challenge

The client, a prominent shrink wrap packaging company based out of the US, wanted to evaluate the feasibility of promoting its products and services in the new region. They also wanted to analyze the major factors involved in targeting potential customers with the help of a detailed go to market study.

Since the packaging company was looking to enter a new segment in terms of geography and target customers, developing a go to market plan proved advantageous in laying out a clear path for business success. The company partnered with Infiniti Research to support its expansion efforts using a holistic go-to-market strategy. They also wanted to create unique value propositions to win more customers by using research data and identifying innovative best practices to support their decisions.

Request a free proposal to gain access to strategic market insights, industry trends, competitor analysis, and recommendations for the packaging industry.

Market Overview: Global Shrink Wrap Packaging

The significant growth of the pharma, chemicals and medical devices industries has fueled the demand for shrink wrap packaging over the past decade. The rise in disposable incomes and changing lifestyle preferences of consumers have also resulted in a rise in the packaging of products, providing a huge opportunity for the key players operating in the packaging industry. However, rapid industrialization and growing competition from tech-enabled players are projected to hamper the growth of the global shrink wrap packaging segment.

Given the ongoing developments and expansion opportunities available for businesses, experts at Infiniti Research find EMEA and APAC to be the most lucrative markets for shrink wrap packaging companies. The growing demand for shrink wrap packaging from pharma and chemical sectors together constitute over 60% of the global demand; this, in turn, is expected to drive market growth and profitability for those who make the right move now.

Request a free brochure to learn more about our custom market research solutions for global packaging companies.

Infiniti’s Go To Market Approach

To help the client address their challenge, we proposed a custom approach to creating a go-to-market strategy. This approach combined primary and secondary research methodologies comprising in-depth industry analysis, stakeholder interviews, structured and unstructured surveys, and one-on-one interactions with key decision-makers and industry experts.

Our research experts also conducted rigorous secondary research and leveraged industry databases to conduct a detailed study with a region-wise and application segment-wise focus. Apart from offering detailed insights on the competitive landscape, the solutions offered enabled the client to access relevant industry information to create unique value propositions to target new customers.

Key recommendations for the client

Three-phased go to market approach: Experts at Infiniti Research devised a three-phased go to market approach. The initial phase focused on targeted industry analysis to identify segments and consumers with high demand. As a result, the client identified two specific regions and customer segments that need to be targeted for the initial roll-out.

Targeting industries with high growth potential: For the initial roll-out, experts at Infiniti identified three major industrial segments that turned out to be the most lucrative segments with high demand for shrink wrap packaging.

Business Outcome

The go to market study unraveled detailed insights that helped the client venture into the new market using a three-phased approach. Within seven months of venturing into the new space, the company’s sales doubled, driving substantial revenue gains and capture a fair share of the market.

The benefits achieved include:

  • Customized targeting helped win new customers and increase sales by 2x within a few months
  • Identified gaps in customer needs and their offerings and invested in R&D for diversification into adjacent segments
  • Identified factors impacting growth using a location-based approach, improving inventory and supply chain planning

For comprehensive insights, request more info from our research experts.

competitive battle cards

Competitive Battle Cards: How a Smart Lighting Company Closed More Deals and Increased Profits by 32%

Understanding the competitive landscape and competitors’ business priorities can help organizations make better decisions regarding their marketing approach and the strategies they need to gain an edge. This is where competitive battle cards can help businesses. Competitive battle cards serve several purposes enabling businesses to gain granular insights on their competitor’s strengths, weaknesses, and product development approaches.

What are competitive battle cards?

Competitive battle cards are research-based reference documents that help sales teams educate customers about their product offerings and explain why they should choose their products over their competitor’s product offerings.

But creating well-articulated competitive battle cards is not as easy as one would perceive. Figuring out what information to include in a competitive battlecard template is often the most challenging part for a sales leader. Hence, the creation of competitive battle cards requires businesses to understand the market landscape, the competitive environment, and most importantly, their customers.

Including the right information about your marketplace, competitors’ strategies, and product offerings in your competitive battlecard template can help you target the right prospects to increase sales. Get in touch with our market research experts to learn how competitive intelligence insights can help unearth a whole new world of opportunities for your business.

About the Client

The client is a well-known manufacturer of smart lighting and home automation systems. Based out of Netherlands, the company is known for its wide range of product offerings that cover different segments, including personal care, household appliances, smart lighting, and other consumer electronics products.

Business Challenge

For several decades, the client had used ground-breaking technological expertise within various electronics goods segments to outrank its competitors and gain an edge by developing innovative systems to address the ever-increasing customer needs. But with the competition increasing rapidly and leading businesses entering the smart lighting segment, the client found itself in troubled waters. The client wanted to leverage competitive intelligence to head off its competitors and reclaim its market position as a smart lighting solutions provider backed by excellent customer service and product innovation.

Request a free pilot study to learn how your business can benefit from the creation of competitive battle cards.

Our Approach

To find answers to many questions they had, the client wanted to gain an in-depth understanding of the key competitor’s organizational structure,  business strategies, and the overall business environment. By using competitive intelligence, the client also wanted to understand their competitor’s sales strategy, sales team structure, and inshore promoters.

Our competitive intelligence experts adopted a comprehensive three-phased approach to offer a holistic view of their competitor’s organizational structure, business strategies, and product offerings, along with information on the margins, terms, and structures offered to their retail partners.

Competitive Intelligence Insights

Conducting in-depth market research and leveraging competitive intelligence aided the client in understanding the competitive dynamics and the market situation in general. Competitive intelligence insights gained from analyzing competitors’ spec sheets, landing pages, and webinars also revealed their competitor’s strategies, company background, aiding the creation of competitive battle cards.

Request for more information to find out more about our competitive intelligence solutions.

Product Innovation Intelligence

Conducting interviews and analyzing the inputs received from industry experts and insiders helped us understand the client’s opportunities and challenges. This impartial and independent analysis provided the shareholders with all the answers they needed to their questions on product innovation and product design and development.

Creation of Competitive Battlecards

The  creation of competitive battle cards aided their sales team could counter the competitor’s strengths, highlight the weaknesses and develop killer statements to close more deals and gain an edge in the market.

Outcome

The insights and recommendations offered by our experts enabled the smart lighting manufacturer to understand the factors that led to their offers being rejected by prospects and what it would take to get them back on board. We also provided them with competitive battle cards to efficiently analyze their competitor’s strengths, weaknesses, and sales strategies.

The use of competitive battle cards enabled them to:

  • Improve customer response rates and win more competitive deals
  • Increase product demand and sales by 32%
  • Reclaim their market position within a short span

Decades of experience in competitive intelligence enable us to create impactful competitive battle cards to help sales teams across industries focus on what they do best, i.e., win more customers. To gain comprehensive insights into the benefits of creating a competitive battlecard template, request a free brochure.

Creating competitive battle cards using competitive intelligence: What sets us apart?

Accurate information and custom solutions: Achieve measurable results with competitive insights and real-time data on market trends, competitor’s strategies, and key drivers.

Strategic planning and product innovation support: Collaborating with us ensures strategic planning and support through product design, development, and launch.

Flexible engagement plans: Our flexible engagement plans and pricing policies help our clients develop transformative business plans that help them adapt now and in the future.

Brand differentiation

Developing a Brand Differentiation Strategy To Help a New Private Label Brand Succeed in the Topical Antiseptics Market

To thrive in competitive environments, businesses must devise an effective brand differentiation strategy that reflects their brand positioning statement. By differentiating themselves from the competition, brands can create brand advocates, establish credibility, and ultimately increase customer loyalty and market share.

However, in a globalizing world economy, brand positioning has become more challenging, especially for private labels that have attracted much attention from emerging markets, spawning their own internationally competitive companies. A brand differentiation strategy helps businesses gain an edge in such situations by differentiating their products and services from competing brands and ensuring it resonates with their customer’s needs. Hence, it’s evident that brand differentiation can help brands sustain a competitive edge.

Our experts can help your organization understand which path is best suited for your market research. Submit a free proposal request to learn how our custom market research solutions can help you.

What is a Brand Differentiation Strategy?

A brand differentiation strategy is a detailed roadmap that businesses can rely on to differentiate their products or services and make them unique and distinct in the marketplace. The outcome of an effective brand differentiation strategy is a well-thought-out plan to enhance product effectiveness and brand reach.

About the Client

The client is a multinational e-commerce chain based out of Canada. The e-commerce retailer recently unveiled its new private-label topical antiseptic products to cater to customers’ growing needs across geographies. With private label products emerging as significant sales drivers for retailers primarily due to the pandemic, the client plans to expand its product line across various categories by the end of 2021.

Want to know how an effective brand differentiation strategy can help you become a more successful brand? Contact us for industry-specific insights.

The Business Challenge

Though several e-commerce retailers are introducing private-label products, only a handful have thought through private labels’ role in driving actual business value. For example, few private labels have come into being simply because vendors can mass-produce products at a lower cost and higher margin than an existing brand. In some instances, we also witness retailers being more deliberate in launching private labels by setting targets and penetration rates, adjusting those targets as needed, and even making changes in their organizational structures.

Retailers that seize new opportunities and redefine their brand differentiation strategies can turn customers into brand advocates and establish a strong brand presence. In this case, the e-commerce player’s new private label products witnessed a huge market success in the pre-COVID-19 phase, but the demand soon died down with other new competitors entering the topical antiseptics products market. Facing tough competition and realizing the need to differentiate its products, the client approached Infiniti Research seeking help devising a brand differentiation strategy backed by in-depth market insights and best-in-class research methodologies.

Our Approach

To help the client devise a brand differentiation strategy, we conducted in-depth research and market gap assessment to better understand the market in which they operate, the competing products, and the overall market demand for topical antiseptic products.

Using Market Segmentation and Competitive Insights to Drive Brand Value

Our experts conducted in-depth market segmentation with a core focus on five areas: brand strategy development, price benchmarking, product packaging, product design, and business operating model, and developed an action plan for each segment.

Using the data obtained, customer personas were created to understand the needs of consumers. Advanced research methodologies also enabled the client the find answers to several questions, including the following-

  • What are the needs of the brand’s target customer segments?
  • What is the brand’s unique value proposition, and what distinct consumer need does it meet?
  • How are we monitoring compliance across categories concerning price positioning, quality, innovation, and other critical dimensions?

Creating a Brand Differentiation Strategy with Market Research Insights

Successful creation of a brand differentiation strategy depends on various aspects, including the need to offer unique features and communicating the value of these features to the right group of target customers. Hence, in the second phase, the focus was on creating a  brand differentiation strategy using insights obtained in the initial phase to help the client bridge the gap between the demand in the marketplace and product features.

Request a free brochure to understand the benefits of our offerings our unique research capabilities and learn how we can help you drive brand reach.

Business Outcome

The devised brand differentiation strategy enabled the client to differentiate their brand from their competitors through unique value additions. The solutions offered also enabled the client to-

  • Establish new market segments
  • Bridge the gap between the market demand and product features
  • Create added value for customers through unique offerings
  • Increase customer loyalty and product demand by 3x
  • Boost margins and market share by 25%

Hence, it can be said that the brand differentiation strategy helped the client to gain a competitive advantage and drive profits by enabling them to identify and fill capability gaps quickly.

Our multi-disciplinary research teams work with businesses on a variety of market research projects, including pilot studies. If you’ve got a question regarding an upcoming project or if you need more information on any of our services, request for more info, and we’ll get in touch.

market situation analysis

Market Situation Analysis Helped a Factory Automation Solutions Provider Tackle the Impact of COVID-19 and Cater to the Growing Customer Demands

The rise of IIoT applications, digital twins, and the growing popularity of advanced technologies like AI and AR are propelling the demand for industrial automation across sectors. Being one of the worst-hit industries, companies in the industrial automation market space are looking to implement new strategies and build innovative applications with market situation analysis to mitigate the impact of COVID-19 and cater to the growing demand from various industry segments.

Amid these challenges, businesses in the industrial automation market are witnessing cutthroat competition due to several new players entering the market. With the demand for industrial-grade products increasing across sectors, a high requirement for factory automation to help mass produce commodities is being felt worldwide. This has caused a spike in new players entering the industrial automation market, which is expected to increase competitiveness making it more challenging for businesses to thrive.

market situation analysis

Seeking comprehensive intelligence on different markets? Get in touch with our market research experts for personalized market situation analysis recommendations.

Business Challenge

The client is a leading industrial control and factory automation solutions provider based out of Italy. The client’s innovative solution offerings empower manufacturers across industries to improve business performance and drive growth while also reducing environmental impact.

To thrive amid the growing competition, the client was looking to develop a product differentiation strategy and offer services that drive functional transformation and commercial value to gain an edge in the global marketplace.

The growing demand for advanced production capabilities across sectors has impacted the global industrial automation market. In such a scenario, focusing on services and products that drive digital transformation and commercial excellence is expected to be a key growth strategy for those looking to gain an edge in this sector.

The client approached Infiniti Research seeking to leverage our market research expertise to conduct market situation analysis and gain a detailed understanding of its position with respect to that of its competitors. Conducting a detailed market situation analysis was crucial for the client to understand competitive forces and devise effective product differentiation strategies.

Our market situation analysis studies provide you with a detailed map to help you make smarter choices as you execute your product and market development plans. Submit a free proposal request to know more about market situation analysis.

Market Situation Analysis: Our Approach

Our holistic approach to market situation analysis includes research and analysis of target markets, competitors, business challenges, and competitive differentiators to help our clients gain a clear and in-depth understanding of the marketplace.

A dedicated market situation analysis team with experience in meeting the various needs of global industrial automation companies were assigned to help the client understand the overall market, competitors’ business structure, and buying behavior of users. We followed a blended four-pronged approach to address the client’s business requirements, comprising comparative market analysis and market situation analysis.

Customer Analysis

The focus of the first phase revolved around conducting an in-depth customer analysis study. This shed light on the demographics, market trends, consumer needs, and purchase intent.

Comparative Market Analysis

The second phase focused on examining key competitors’ products and their ability to cater to the customers’ existing needs. By adopting this method, the client gained insights into competitors’ offerings, product strategies, and the impact of these products and their benefits.

Competitive Analysis

The research conducted in this phase helped identify core competitors, their product positioning strategies, their strengths, and their weaknesses.

Market Scanning

SWOT analysis was conducted to scan the internal and external factors impacting the client’s business growth. This helped identify the client’s strengths, weaknesses and also helped find new opportunities and threats for success.

Our market research experts also carried out primary and secondary research to obtain, organize, and analyze relevant market data from various sources. Towards the completion of this research project and by the end of the sixth week, the client was able to gain an in-depth understanding of customer segments, market size, and the competitive landscape of the global factory automation solutions market.

Unaware of the business benefits of market situation analysis? Request more information, and we’ll put you in direct contact with one of our market research experts.

Business Outcome

Our comprehensive four-pronged approach to market situation analysis helped the client analyze factors impacting the market growth, customer needs, and current position. These insights proved crucial in devising effective product differentiation strategies to drive market growth and gauge factors impacting their business.

The insights gained from this market situation analysis engagement also helped the client to:

  • Define potential customers
  • Evaluate future growth potential
  • Assess competitors’ strategies
  • Achieve a 17% increase in ROI by building new revenue streams
  • Outrank the global competition within six months
  • Improve customer acquisition and product success rates

Request a free brochure to learn more about our services and their benefits for your business.

Why choose Infiniti as your research partner?

With over 17 years of experience in offering custom market research services, Infiniti today has outranked its global competitors to become a well-known name in the industry. Our multi-disciplinary teams comprise experienced market researchers and data analysts who have helped our clients carve a niche for themselves across industries.

Our custom market research services cover Market Intelligence, Market Situation Analysis, Market Entry Research, Competitive Benchmarking, Competitive Pricing, Market Scanning & Monitoring, Competitive Intelligence & Benchmarking, and Demand Management that are proven to be effective in addressing various challenges faced by business across geographies.

Whether you require a quick one-on-one consultation or in-depth insights tailored to your market specific needs, we are here to help. Get in touch with our market situation analysis experts to get started on your business transformation journey.

market segmentation research

Market Segmentation Research For an Automotive Fuel Additives Manufacturer

Market Segmentation Research: Identifying Target Markets for Improving MROI

Market segmentation research is a market research technique that focuses on analyzing different market segments and customer groups. The end objective of conducting this research is not just to help brands sell their products and services but to improve their R&D efforts and maximize MROI. Market segmentation research also enables businesses to prioritize market segments and develop different strategies for targeting customers within each market segment.

It can be broadly classified into four methodologies:

  • Quantitative survey-based research
  • Qualitative research
  • Research carried out on secondary market information
  • Research carried out on existing databases

Market segmentation research helps define profitable market segments and helps generate hypotheses about strategies to target these segments.

Market segmentation research is usually conducted as an early step in business strategy development to help identify profitable target markets based on an analysis of multiple factors like demography, geographic patterns, shopper behavior, and lifestyle. Additionally, this research methodology helps analyze the brand image and offers a holistic view of factors impacting brand affinity.

MARKET SEGMENTATION RESEARCH

To learn how market segmentation research can impact brand growth, talk to our experts directly or request more information, and we’ll get in touch.

About the Client

Based in Sweden’s manufacturing powerhouse, the automotive fuel additives manufacturer is well-known for manufacturing a wide range of high-quality products for the automotive industry. The client has a growing distributor and supplier base that is spread globally.

The fuel additives manufacturer was considering relabeling a trademark product from one of its top-selling fuel additives categories. This decision was taken after a distributor refused to sell a derivative product because they felt the product did not fit well with their existing product categories and customers’ needs.

A must-read success story for strategists looking to understand the importance of market segmentation research in the automotive industry. Request a free proposal to get started.

Business Challenge

Since their target markets were fast-growing, the client didn’t want to risk missing significant revenue-driving opportunities. With several new market entrants establishing a solid market presence, each day of delay directly translated into a missed sales opportunity for the client. As such, the client needed to make a quick move and a crucial decision around reformulating and relabeling its product or develop a new product to meet the specific needs of its target markets.

Amid the ongoing automotive market turmoil, the client needed to choose a solution that could result in the largest net sales increase while also enhancing brand reach. What’s even more crucial is that the client had to ensure the adopted approach does not negatively impact the brand.  Since the client did not want to make a move that would alienate its existing customers, they approached Infiniti Research looking to leverage our market segmentation research and target market analysis expertise.

The client wanted to conduct market segmentation research to improve their competitiveness and profitability in two fundamental ways, as described below.

  • By focusing product development, marketing, and service resources on high potential target markets
  • By developing products and marketing messages that address the specific needs of customers

Effective market segmentation requires an in-depth understanding of target markets and expertise to identify the right segments.

Research Objectives

The main objective of this study was to analyze market segments and the underlying needs of consumers using market segmentation research. Besides, the client wanted to gauge consumer demand and purchase consideration for the new product alternatives.

The primary objectives of market segmentation research include:

  • Analysis of feasible combinations of interest in product features and combinations of service needs
  • Identify and assess the needs of target markets and develop strategies to target customers
  • Study the applications of the product concepts by all likely buyers and the volume of additives used in the formulation
  • Determine the demand for the new product formulation
  • Understand brand affinity and factors impacting purchase intent of its customer base

The automotive landscape is complex, with several new players looking to establish themselves through market expansion. Hence, businesses must sustain a competitive edge by targeting market segments with high-profit potential. Request a free brochure to learn how market segmentation research can help you achieve this.

Solution Offered

An in-depth market segmentation research was conducted to help the client analyze the automotive market scenario. A needs-based assessment that was carried out in phase two of this market segmentation research engagement enabled the client to understand customer needs and behavior based on various factors like shopping patterns, demographics, and geographic impact.

Moreover, the detailed market segmentation research insights helped reveal the underlying divisions in the market and characteristics of the target market segments that aided the creation of effective and profitable marketing strategies.

Business Outcome

Based on the market segmentation research findings, it was clear that the demand for the product was high across segments. The insights also helped divide the market into segments based on the likelihood of purchase and brand loyalty.

The benefits achieved by our client include:

  • Identification of market segments with high affinity for their products
  • Prioritization of market segments based on profit potential
  • Development of custom marketing messages

Hence, it is evident that market segmentation research helped the client build a robust insights-backed foundation for decision-making. It also helped analyze market characteristics and devise strategies to approach the market in ways that will be particularly effective in driving MROI.

kol mapping

KOL Mapping Facilitates Cross-franchise Opinion Leader Identification for a Primary Healthcare Services Provider

What is KOL mapping and how does it benefit healthcare firms?

KOL identification and mapping serve as an effective means of marketing healthcare services and products. Also know as key opinion leaders, KOLs are mostly healthcare service providers who are considered experts in their fields and influence how their peers carry out their medical procedures.

If you are someone who operates in the healthcare and pharma industry, you’ve probably heard the term ‘KOL mapping’. It is a methodology that many other sectors could benefit from if leveraged appropriately. KOL mapping can help businesses create a business strategy that focuses on specific therapy areas or demographics rather than adopting a holistic view. 

Conducting in-depth KOL research can help you enhance business success by identifying the right opinion leaders. Contact our experts to know more.

Why collaborate with Infiniti Research?

Infiniti Research offers tailored KOL research services for the pharma and healthcare industry. The focus of these solutions revolves around specific healthcare and advocacy groups that cover commercial, scientific, and regulatory aspects.

Our KOL research solutions include:

  • KOL identification and mapping
  • KOL profiling
  • KOL mapping
  • Insights generation
  • Strategic support
  • Advanced KOL management

Our multidisciplinary research teams can help you identify and map key opinion leaders from across geographies and healthcare specialties and effectively engage them to build a strong brand relationship, giving your brand the push it needs to gain an edge in today’s competitive business environment.

About the Client

The client is a leading provider of primary healthcare services based out of London. With several offices spread globally, the company has a growing list of clients from around the world. The client is also known for their contributions in different therapeutic areas, health maintenance, diagnosis and treatment of acute illnesses, including COVID-19.

Our KOL research team can help you discover new KOLs in your target area with custom solutions that focus on KOL mapping and profiling. Request a free proposal to get started.

Business Challenge

Our client, a healthcare services company, wanted to establish a reliable approach to KOL mapping across all therapeutic areas covering different commercial, clinical, and sales aspects. By leveraging Infiniti’s KOL mapping and identification expertise, the client wanted to identify and profile regional and global KOLs within each therapeutic area.

The client also faced challenges in:

  • Developing a database base for easy querying of KOL data
  • Creating and mapping KOLs
  • Conducting primary market research and developing KOL profiles

KOL research isn’t just for the healthcare industry. It applies to many other sectors including, retail, automotive, and luxury goods. However, identifying the right person to collaborate with can be tricky and if not performed correctly, your KOL mapping strategy could negatively impact brand growth. Request a free brochure to find out how we can help you overcome this challenge.

Our Approach to KOL Mapping

Identifying key opinion leaders can be an uphill task and is not simple as finding someone influential in your industry. There are several essential steps to devise an effective KOL mapping strategy. It involves conducting in-depth market research, understanding the viewpoints of KOLs, and creating an action plan that explains how you will engage KOLs, making it a complex process requiring expertise and market knowledge.

Also, with the rise in data available for analysis, there is no one-size-fits-all approach to KOL identification and mapping. This means that effective KOL identification and mapping can serve many purposes but requires businesses to adopt the right approach to drive value.

To help the client, we adopted a comprehensive five-step approach that included the following phases of research:

Step 1: Defining the business landscape and objectives

Step 2: Identifying KOLs by conducting in-depth primary research

Step 3: Segmenting KOLs into categories based on interests

Step 4: Mapping and prioritizing KOLs based on the data obtained

Step 5: Creating a strategy to engage with KOLs

Infiniti’s robust five-step approach helped the client identify, analyze, map, prioritize, segment, and validate key opinion leaders using in-depth primary and secondary research data. Our unique approach to KOL mapping combined qualitative and quantitative research as per various KOL activities, including clinical trials, guidelines, committees, company affiliations, and advocacy groups.

Our experts also profiled KOLs based on demographics and involvement in clinical trials to help the client identify and prioritize the right KOLs based on their requirements. This, in turn, helped create much buzz around new therapy services, helping them improve treatment outcomes.

Business Outcome

The KOL mapping engagement offered granular insights that aided the client in numerous ways bringing about a positive impact on commercialization plans and tactics that enabled them to use their resources more efficiently.

KOL mapping and downstream decisions enabled through Infiniti’s KOL research solutions include:

  • Tactical planning for KOL management
  • Innovative product development
  • 32% improvement in treatment outcomes
  • Development of targeted therapies
  • Identification of key influencers

Request more information for more insights on our approach to KOL identification and mapping.

KOL mapping involves analyzing several information sources to determine each KOL’s activities and influence level based on various industry benchmarks. It also offers the benefit of integrating multiple factors simultaneously into the KOL mapping process, providing businesses the ability to target KOLs who offer well-rounded experience in specific therapeutic areas.  But with the KOL landscape evolving constantly, new alliances are constantly being formed, making it challenging for businesses to identify and profile KOLs. Infiniti Research helps tackle this challenge by providing you with responsive and scalable solutions.

With over 17 years of expertise in KOL research, including KOL identification, KOL mapping, and KOL profiling. Our solutions offer unparalleled insight into how experts rank professionally, their work in specific areas, and their professional networks, enabling clients to make the right decisions to drive business success.

opportunity analysis

How we Used Market Opportunity Assessment to Enhance Small Molecule Drug Development For a Pharma Client

Given the rapid advancements in technology, there are plenty of growth opportunities across markets, but not all businesses have the capabilities required to identify and tap into them. This often presents a fundamental challenge to businesses in the biopharma industry. Identifying and capitalizing on new market opportunities in an ever-changing environment like pharma requires a research-backed market opportunity assessment.

Irrespective of the market position, i.e., start-ups or well-established firms, not many businesses have the research expertise, time, and resources to conduct an in-depth market opportunity assessment. At Infiniti, we leverage a realistic approach to conduct a market assessment study customized to meet the needs of our clients and the markets they operate in. Our tried and trusted research methodologies are bolstered by a comprehensive understanding of global markets and the strategies of leading businesses in every industry.

The recent advancements in pharma have impacted the pharma landscape leading to drug development delays and diminished R&D productivity. Conducting an in-depth market opportunity assessment can help you thrive amid such uncertainties. Contact our experts to know more.

About the Client

The client is a Canadian mid-sized pharma company specializing in small molecule drug development. The company is also known for developing and manufacturing therapeutic prescription drugs.

As drug development involves huge costs, it requires businesses to analyze the demand for their product at an early stage in drug development. Infiniti Research leveraged market opportunity assessment and portfolio prioritization metrics to help the client identify and capitalize on market opportunities.

Identifying and tapping into new market opportunities is essential for businesses to succeed in the long-run. A detailed market opportunity assessment acts as a cornerstone of a successful business by helping you capitalize on new opportunities. Request a free proposal.

The Business Challenge

Evolving business landscape

Over the past few years, several factors have impacted pharma companies, including growing competitive pressures from new market entrants, the evolution of drug development methodologies and drug formulations, and the growing market needs. Many of these factors significantly contributed to the client’s declining margins and market position.

Market size for new opportunities

Evaluating the market size for opportunities is crucial for pharma companies to successfully launch their product. Our client wanted to analyze the market size for their new drug by conducting a market opportunity assessment. They wanted to leverage this insight to create a product launch strategy and impact the lives of patients across geographies.

Barriers to market entry

Analyzing barriers to entry can help businesses develop a strategy that meets both business and market requirements. In this case, our client wished to gauge the competitive landscape and analyze similar offerings that could potentially impact their market success using market opportunity analysis.

Lack of market insights and visibility posed a major challenge for the client in this study, as they were unable to define a clear business strategy and justify their actions. Request a free brochure to learn more about market opportunity assessment and its benefits.

Our Approach

Based on a detailed analysis of the client’s challenges, we recommended a three-pronged qual-quant research methodology to capture and validate real-time market insights. We began the project with a qualitative exploration of the client’s industry perceptions and drug development approach. We then conducted robust quantitative research by leveraging online surveys to explore unmet market needs and analyze the market opportunity for novel compounds.

The three-pronged approach to market opportunity assessment offered critical research insights around the competitive landscape, market opportunities, drug development, and market positioning. In the initial phase of market opportunity assessment, both primary and secondary market data from various sources were leveraged to identify in-market and evolving players who could be future competitors.

Product profiling based on market segments was also conducted parallelly to understand the offerings of leading market players. Our global market research team also analyzed the pricing strategies of similar products and created price benchmarks to accelerate the creation of new pricing policies for the client.

Outcome

Market opportunity assessment empowered the client with in-depth research insights covering various factors like competitor offerings, market opportunities, regulatory timelines, administration routes, technologies employed, and new formulations. Using these insights, the client devised a robust drug launch strategy that helped them find a stronger niche in the market.

Market opportunity assessment also enabled our client to improve decision making and drug development by driving improvements through:

  • The design and development of a product profile
  • In-depth analysis of market needs
  • Quantification of market opportunities
  • Business expansion and portfolio development

How Infiniti’s Market Opportunity Assessment Research Can Help Biotech and Pharma Companies

Drug development timelines and new drug launches are crucial factors impacting the growth of biotech and pharmaceutical companies. To address these issues, businesses must analyze market opportunities at an early stage of drug discovery and development. We at Infiniti help pharma and biotech companies assess and evaluate new opportunities systematically by offering research-backed market insights using market opportunity assessment studies.

Our approach to market opportunity assessment research is comprehensive and can help pharma companies find answers to the following:

  • What are the unmet needs in the market?
  • What is the viability of the new drug formulation?
  • What is the size of the opportunity?
  • How to identify market opportunities?
  • What is the likely demand for the new drug?
  • Where are the growth markets?
  • Who are the competitors?

Our custom market opportunity assessment research offerings include:

opportunity analysis

A must-read case study for strategists and decision-makers looking to identify new market opportunities. Request more information to gain comprehensive insights into our approach to market opportunity analysis.

Market Penetration Pricing

Market Penetration Pricing Helped a Foldable Devices Manufacturer Capture 12% of the Total Addressable Market (TAM)

Market penetration and pricing are two critical challenges for businesses across industries, especially for startups trying to make an impact in a specific region or industry. A market penetration pricing strategy aims to help businesses accelerate product and service acceptance by attracting customers with low initial prices. 

It can be seen as an effective strategy to grow a customer base and stand apart from other market competitors. If you’re looking to improve brand reach using a market penetration pricing strategy, contact our experts to learn how we can help you determine the right prices for your offerings.

What is Market Penetration Pricing?

Product pricing is a critical aspect in marketing strategy development and a key determinant of business performance. Price being a metric that industrial and commercial customers use to judge the value of an offering, it plays a crucial role in impacting brand selection among competing alternatives.

Brands often use a market penetration pricing strategy to determine and set lower prices for their new products and services, i.e., prices that are lower than the optimum price range of a product. Market penetration pricing also helps define a long-range market price to accelerate market acceptance or to increase the existing market share of a brand.

Different Types of Market Penetration Strategies

Market Penetration Pricing

Request a free proposal to learn how we can help you build effective market penetration pricing strategies to capture a fair share of the total addressable market.

About the Client

The client is a leading player in the smartphone industry. With manufacturing units spread globally, the client had a well-established market presence and was one of the most sought-after brands with a growing customer base.

The Business Challenge

Having made its mark in the smartphone industry, the client recently launched a new series of foldable devices. However, the acceptance of the new smartphone did not turn out as perceived by the client, due to which the client wanted to develop a market penetration pricing strategy to attract buyers.

The challenges faced by the company in selling its newly launched foldable devices had prompted them to devise different market penetration strategies aimed at increasing sales and maintaining market position. Therefore, the client wanted to conduct in-depth research using both primary and secondary data sources to analyze the mode of penetration being used for different diversified products sold in the market and strategies helping them attain their existing market position. Using these research insights, the client wanted to develop a market penetration pricing strategy to build a customer base for its new product.

Problem Statement

The need to understand the market penetration strategies employed by players in the smartphone industry will be crucial in creating the marketing strategies of products that the client wishes to launch to conquer markets in different industries. Therefore, identifying the different strategies that can help edge out and survive the competition was crucial for analyzing the market for the new product line.

Our Approach

Our experts conducted in-depth research to analyze the market dynamics, competitor’s offerings, and the client’s overall market penetration strategies. This research aimed to reveal the different modes of market penetration pricing strategies that could benefit the client and accelerate acceptance of the new product.

Infiniti’s three-pronged research methodology aimed to examine how similar products and associated products managed to venture into new markets and conquer the existing markets. Therefore questionnaires and subsequent interviews were a part of the initial phase. Data aggregation, analysis, analysis, and presentation of the data in graphs, charts, and other appropriate forms were performed in the later stages. Data from secondary sources were also used to find conclusive evidence for the inferences to be made from the study.

Request a free brochure to gain exclusive insights into the market penetration pricing strategies that can help you improve brand reach.

Business Outcome

The market penetration pricing strategy devised by our experts helped the client set a low price for their product during the introductory phase. By adopting such an approach, the client was successful in increasing market share and global sales volume. Their objective to reduce production cost was also achieved, resulting in a high ROI.

The market penetration pricing strategy also helped the client to:

  • Capture 12% of the total addressable market (TAM) in the smartphone industry
  • Improve market share
  • Fine-tune their strategy around market penetration pricing, market-entry, product innovation, and marketing

A market penetration pricing strategy is a low-risk strategy when compared to other market penetration strategies and is ideal for businesses and startups that are bootstrapped or unwilling to invest heavily in high-risk growth strategies. It exploits how to brands can drive market share and brand reach in an already thriving market where competing products exist.

Though positioning yourself in a well-established market is a safe bet, it requires robust implementation and execution of strategies around your product positioning, pricing, and marketing to compete and grow alongside existing companies. Infiniti Research can help you analyze markets and develop suitable market penetration pricing strategies to improve market share. Request more info from our experts to know more about our capabilities.

foreign market

Foreign Market Entry: Researching New Markets and Opportunities for a UK-based Energy Service Company (ESCo)

In today’s complex business scenario organizations of all types, i.e., SMEs, multinational firms, and small-scale startups, are striving to make their service and product offerings more accessible than ever. As such, the foreign market expansion is occurring at an ever-increasing pace. Foreign market expansion is crucial for organizations looking to expand their business reach and operations to other international markets. Considering the significant investments involved in market expansion, it is not surprising that foreign market research is gaining traction and is becoming the most sought-after service by players across industries.

This success story outlines our research methodology carried out as a part of a detailed analysis of the foreign market entry process for one of our clients. It also sheds light on the development of a foreign market entry model that describes the process. Talk to one of our market entry experts to learn how we can help you capitalize on opportunities in new markets.

About the Client

The client is a leading energy service company (ESCo) based out of the United Kingdom. The client’s business objective revolves around reimagining the energy generation and transmission process to become a net-zero company that develops zero-carbon products and services. As such, companies operating in developed countries are reconsidering their foreign market expansion strategies.

Business Challenge

Despite the complexity involved in foreign market expansion, developing economies have become increasingly attractive for doing business. Among other reasons, it is likely to note that the growth rates in emerging markets in the coming years will be higher than those of mature, well-developed markets.

The client, a leading UK-based energy service company, approached Infiniti seeking help to scope out a new foreign market entry strategy. By collaborating with us, the client also wanted to evaluate the new market in terms of its scope, risks, market size, M&As, and potential threats.

At Infiniti, our foreign market entry experts follow a comprehensive approach to analyzing new opportunities in the target market based on in-depth research, opportunity analysis, and market size. Companies that have worked with us have minimized their market entry failure risk and have successfully capitalized on new market opportunities. Request more info to learn more about our market entry engagements.

Our Approach to Creating a Foreign Market Entry Strategy

Multiple data sets from both primary and secondary market research were collected and analyzed to help the client gain clarity on the risks and opportunities associated with new market entry. Infiniti’s foreign market entry experts adopted a holistic approach to bridge the gap and debunk preconceptions that the client initially had by offering objective insights that helped evaluate the opportunities in the new market.

foreign market

Our market entry strategy experts adopted a three-phased approach to help the client gain insights into the new market, which led to the development of a successful market entry strategy.

Phase 1: Target Market Research

This project’s initial phase focused on in-depth market research that empowered the client with market data and insights to chalk-out a market entry strategy.

Our approach helped the client in the following market research areas:

  • Market value analysis with a strong focus on evaluating historical and projected growth rates and market trends.
  • Identification of growth factors like barriers to growth and other market entry restrictions may emerge in the new target market.
  • In-depth analysis of market components like investors, incumbents, adjacent market segments, and leaders in those markets.
  • Understanding the market in terms of regulatory needs, technological developments, and social and political factors within the market.

If you’d like to know more about our engagement models and pricing plans, request a free proposal, and we’ll reach out to you.

Phase 2: Market Opportunity Analysis

With a strong focus on analyzing market opportunities, the second phase of this research helped uncover insights into the new opportunities and threats awaiting the new market. Within this analysis, Infiniti’s foreign market entry experts also offered information on:

  • How the client’s value proposition capabilities must evolve to succeed in the new market
  • The market size and how the target market can be captured efficiently and cost-effectively by the client
  • Competitive landscape analysis to understand the business environment in the target market
  • The cost estimate of entering the new market in terms of inputs, distribution, and innovation

Phase 3: New Market Entry Recommendations and Strategy Creation

Our foreign market entry experts offered exclusive insights and personalized recommendations on market entry factors like speed and time, international market entry strategies, and entry type. Apart from providing this information, we also helped the client understand opportunities in terms of joint ventures, buyout opportunities, turnkey project implementations, licensing, M&As, and investments.

Other recommendations offered by our market entry experts included product and service viability, potential entry-supporting partnerships, optimal business models, and an overall foreign market entry strategy that helped our clients position themselves for long-term success.

Business Outcome

Upon completing this foreign market entry project, the client was equipped with all the details required to build their market plan and assess its outcome. Our experts offered personalized solutions that helped the client gain a strong foothold in the new market and further expand into new, lateral market segments. Our three-pronged approach helped them set foot in the new market and establish a strong presence by capitalizing on high potential opportunities and M&As, driving their ROI by 3x.

Are you looking for detailed insights? Fill out this form to request a free brochure.

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