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.

• 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.
• 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.