SPARC conducts market exploration in Asia

For an industry leader in the industrial automation industry, SPARC was asked to do a Market Exploration study in one of their key ASEAN markets. Objective was to understand the full market potential and shortlist possible market access partners. The project was executed using a mix of primary, online and offline research methods. Insights were delivered within a time frame of just 8 weeks, at a cost 35% lower than using traditional approaches.

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After thoroughly understanding the strategic objectives, strong hypotheses were build and an approach was developed. In various interactive working sessions the links between the business strategy and research approach were made as buy in for the possible outcomes was built with the main stakeholders. This particular project was delivered in a very sensitive environment, where confidentiality was of the utmost importance for the client.

During the course of the fieldwork it became clear that the market had a significant potential that the client currently missed out on due to a sub-optimal working relation with the partner. In fairness, this confirmed what some people had already felt. However, it was the first time it was made explicit, also in terms of size and value of the market. SPARC was commissioned to do a deep dive, further elaborating the model built and using it to come to a shortlist of potential additional partners.

Next steps…

In a feedback session, attended by the regional leadership the findings were shared. Today, an action driven ‘Focus Team’ is in full swing with only one objective: exponentially grow the footprint and sales in this important and sizeable ASEAN market. The research clearly confirmed the potential.

SPARC’s involvement didn’t stop after the project, but changed into a more advisory role when on-boarding new access partners.