Having struggled with a previous attempt to expand beyond the Nordics, RHS enabled this quoted company to dramatically reduce the risk of UK expansion.
Having struggled with a previous attempt to expand beyond the Nordics, RHS enabled this quoted company to dramatically reduce the risk of UK expansion.
As a leader in the field of energy management software, and coming from a country with strong green credentials, international expansion should have been the most logical next step for the development of the client. However, a previous venture abroad that had significantly underperformed expectations, meant that the client had to identify and reduce to a minimum the risks involved in entering the UK.
Having outlined our view of as to how market entry should be achieved, it became clear that what the client needed to do was to identify how closely the UK buyer’s needs matched those of his Swedish counterpart.
The brief was, therefore, simple. We were to work with the client on developing a short set of questions, which we would put to the UK buyer to confirm the similarities and clarify the differences.
The first part of the research was to identify the buyer. We worked from the job description of the Swedish buyer to identify equivalent roles within UK energy organisations. Having done this we engaged with the job holders to determine the facts. In addition to this we also provided the client with market data about the number of organisations in the UK that matched their Swedish client profile.
Having discovered that there was a very close match between the needs of the Swedish buyer and their UK counterpart the client was able to rapidly proceed with the rest of their market entry strategy.
This was build around a direct sales model and the client quickly established reference sites in the UK.