Our team outlined actionable go-to-market strategies for established markets, as well as guidance for success in emerging markets.
The Challenge
A leading global supplier of specialty chemicals used in highly diversified end markets needed assistance in developing a strategic growth plan, with a specific focus on North America and Europe.
The company sought guidance to validate the total addressable market (TAM) for several of its business segments. They also wanted to gain a deeper understanding of key growth trends and drivers, customer dynamics, and unmet needs for each segment.
Customized Market Assessment to Establish Potential Playing Field
Our team conducted a thorough market assessment, including trends, drivers, and unmet needs:
- Determined the volume and value, as well as projected growth rates, for addressable market segments and subsegments, including established, growing, and nascent end markets
- Quantified and codified industry dynamics associated with Michael Porter’s “Five Forces” analysis, where relevant
- Defined growth drivers and macrotrends impacting the market (headwinds and tailwinds), along with rationale
- Identified and defined any major developments (i.e., black swans/discontinuities) that could impact future growth
- Developed customer insights (including product selection criteria, emerging and unmet needs) vis-à-vis the company’s offerings and value proposition
- Analyzed the value chain structure and raw material decision making within the value chain, mapped served territories, and profiled major players
The Results
ChemQuest pulled together a global team of our industry experts to explore the key regions and analyze dynamics. For established segments, ChemQuest prescribed go-to-market strategies and rationale for growth. For emerging opportunities, our team provided guidance on feasibility and paths to success. We also recommended a second phase to assess and develop strategy for the rapidly growing APAC market.