The challenge
Electrification is reshaping demand across industries, but the opportunity is unevenly distributed. Many customers and segments could use the client's materials, and not all would value its offering equally.
The client lacked a fact-based view of which segments and customers were most likely to respond to its value proposition, and how to prioritize among them.
Without that clarity, commercial resources risked being spread across opportunities with limited potential. The client needed market-driven evidence to focus its efforts and a clear path to reach the highest-value targets.
The solution
The client engaged BCE Consulting to identify the market segments and customers most likely to value its offering and to develop sales enablement tactics for penetrating the top opportunities.
BCE used an iterative approach, with regular updates to research and analysis so the client could provide input and direction throughout. Market-driven data formed the foundation of the work, including primary interviews with more than 100 stakeholders at leading manufacturing organizations and electrification companies, including energy distribution companies.
Findings were translated into prioritized opportunities and tactics to help the commercial team engage them.
The results
BCE concluded that the identified target provided adequate opportunity for the client. To validate the initial findings, BCE also created a follow-on strategy framework, giving the client a structured path to confirm the opportunity and move toward commercial action.
