The challenge
Customer expectations and competitive dynamics can differ significantly from one country and end market to the next. The client lacked a fact-based view of how its solutions were positioned against the standards customers apply when selecting suppliers, and how it compared with competitors in each market.
Across five geographies and five emerging end markets, it was difficult to see where the company was well placed to win, where it fell short, and which actions would do the most to increase its share.
The solution
The client engaged BCE Consulting to analyze its positioning across the five European geographies and five emerging end markets. BCE delivered the work in two phases.
The first was a rapid scan of open-source materials to identify top customers, end users, competitors, and industry experts.
The second was driven by primary research interviews with more than 60 industry stakeholders, assessing customer standards and competitive positioning in each market. These inputs were used to evaluate how well the client's solutions met customer requirements relative to competitors.
The results
BCE developed a competitive map across geographies and end markets, giving the client a clear view of how it stacked up in each.
The analysis determined the extent to which the client was positioned to capture market share in each unique market, providing an evidence-based foundation for deciding where to focus and what to improve to increase its competitive share in Europe.
