Project Overview
The R&D team of a leading clean energy supply chain player had created a first-of-a-kind, innovative product with broad application across the Energy sector. Once the performance was proven, Client wanted support with its go-to-market strategy and 5-year Business Plan.
VARKA was brought on-board as a strategic partner to support the business plan through cross functional alignment and deep market intelligence.
The Challenge
Real size of the prize. Willingness to Pay and Established supply chains
- Real size of the prize: The product had huge addressable market (TAM) however the challenge was to evaluate the real SAM-SOM which can support the business case.
- Willingness to Pay: Although the product was addressing concrete pain points of customer, the challenge was to evaluate whether customer was willing to pay for the innovation or was it more ‘good to have’
- Established Supply Chains: The product competed in an established market wherein customers had long standing supply chain set-up. Key challenge was how to approach the market with these considerations.
Our Approach
Deployed a multifaceted sourcing strategy combining market intelligence, supplier assessment, and strategic negotiation to deliver comprehensive supply chain solutions.
Market Analysis
Conducted comprehensive analysis of industry structure, customer segments and value curve, competitor landscape & portfolio assessment to identify real TAM-SAM-SOM and size of the prize.
Value Proposition Validation
Conducted interviews with target customers and experts to validate the value proposition and need for the new product. Interviews with potential competitors to confirm pain-points.
Go-to-market Strategy
Built where-to-play and how to win strategy based on customer segment size, pain points and value curve requirements.
Business Plan
Prepared 5-year business plan outlining investment, revenue and profitability expectations for sign-off from the board.
VARKA Support
From value proposition validation to concrete business plan
Value Proposition Validation
- Interviews with target customers and experts to validate the value proposition and need for the new product
- Interviews with potential competitors to confirm pain-points
Go-to-market Strategy
- Customer segmentation, TAM-SAM-SOM and pain points
- Where-to-play and How-to-win strategy
Business Plan
- 5-yr concrete business plan with investment and resource requirements
- Facilitate approval from Board on the Business Plan
Outcomes & Impact
Measurable results and lasting improvements
Developed concrete where-to-play and how to win strategy based on customer segment size, pain points and value curve requirements. Achieved sign-off from the board on the 5-year business plan outlining investment, revenue and profitability expectations.
Clear path to first revenue
Sign-off from Board on Business Plan
“Jane Navarro”
“IMPACTFUL”
The roadmap was extremely impactful across organization, especially the Management and Board. – Chief Technology Officer, European major
“Jane Navarro”
“VERY PLEASED”
We are very pleased with the deep insights you have across the energy transition sectors. Thanks for the great work!
– VP Sales, Supply Chain Major
“David Cohen”
“REAL SAVINGS”
We were able to achieve real savings from the analysis you conducted for the different categories. Cheers!
-Chief Procurement Officer, Global Supply Chain Supplier
“Jane Navarro”
“HIGHLY VALUED”
Thank you for the great work on the go-to-market task. It is highly valued within our organization. – Head Strategy, European Major
“David Cohen”
“Extremely Impressed”
We are extremely impressed by the quality of work you deliver. You really understand the key pain points and can provide a perspective which most others miss.
-Head of Strategy, Global major