Solutions
Choosing the Right Starting Point
You may know you need to grow, but the next move isn’t always obvious.
Sometimes the priority is finding customers. Sometimes it’s determining whether a new market is worth pursuing. In other cases, the opportunity is there but the positioning, partnerships or route to market still need work.
The starting point depends on where you are today.
You Have a Product or Ingredient. You Need More Customers.
You know what you’re selling and where it fits. The challenge is getting in front of more of the right companies.
Starting point: Customer identification and business development.
You Believe There Is a Bigger Market for What You Have.
Your ingredient, product or technology may have applications beyond the customers or markets you currently serve.
Starting point: Market and application development.
You Want to Enter a New Geography.
There may be demand outside your current market, but you need to understand the opportunity, route to market and potential partners.
Starting point: Market entry and partner development.
You Have Something Innovative, But the Commercial Path Isn’t Clear.
The technology is promising, but who buys it, where it fits and how it should be positioned still need to be worked out.
Starting point: Commercial opportunity development.
Customers Aren’t Immediately Seeing the Value.
The science may be strong, but the commercial proposition is difficult to understand or isn’t generating enough interest.
Starting point: Positioning and commercial communication.
