Case Study
New market penetration
Build and developed a new market (offshore) for one of the leaders in process instrumentation and automation contributing 18% of the profit in year 2
Problem Statement
How to enter and develop new market.
Context
The north European offshore market has significantly changed. The oil majors have sold their assets to new entrains and field life cycles significant extended due to new innovative oil & gas production technology. As a result, customer expectations shifted to lifetime expansion, service and digitalisation. A new market developed quickly with healthy profit margins for OEM’s who could act quickly with the right product and solutions offerings. Three countries (UK, NL, NO) started individually business development actions without being successful
Results
The implemented solutions delivered 18% of the profit and 40M€ turnover in the second year. This success was developed by a dedicated team with sales, delivery, product management and service employees from the UK, Netherlands and Norway. This team was measured and led centrally. A 24hrs/7 days service management centre supported customers continuously. The customer centric approach delivered new product and solutions which have been also successfully sold in other global markets.
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