Case Studies

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Growth in a New B2B Domain?

The Client

  • A global dominant leader in lighting solutions

The Background

  • Identifying new growth areas and developing products to the specific needs of new market is often challenging.
  • Having identified the automotive industry as a priority, and armed with limited experience in this domain, our client needed to embark on an indepth investigation, to understand the needs and expectations of the automotive domain.
  • Overcoming the strict confidentiality guidelines to gain access to automotive plants posed a daunting challenge to the team.

The Approach

  • A series of face to face in-depth interviews and accompanied factory visits were conducted  among major international automobile manufacturers.
  • A good mix of Facility managers, Quality managers, and Product line managers to understand the various responsibilities and challenges faced with regards to lighting in the manufacturing plant.

The Outcome

  • Client was very impressed and pleased to have gained never-before access and insights into their B2B users’ working environment.
  • Obtained holistic understanding of the key/joint decision makers’ priorities and needs towards lighting in this specialized domain.
  • The project also led to an automotive lighting expert panel where respondents were recruited for future co-creation collaborations.

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