General view of the automatic production line with a control panel. All potential trademarks are removed.

Growing Market Share in the Process Automation Market

The Challenge: Our client wanted to grow its market share to double digits in five years with the goal of becoming the number one or two player in the market.

Assessment: Blue Canyon’s analysis was driven heavily by end customer interviews covering the client’s key served industries that spanned across multiple regions including: North America, Latin America, Europe, Asia, and the Middle East. In the course of the study, Blue Canyon visited approximately three hundred key purchase decision makers to understand their organizations’ strategies, purchase decision processes, product and service needs, and supplier management philosophy.

Strategic Solution: Blue Canyon developed a completely new market segmentation structure for the client, moving the client away from its traditional focus on industry and geography to a segmentation based on customer’s sophistication, management philosophy, and organizational structure.  Blue Canyon detailed the characteristics of each segment and a recommended value proposition for each, and worked with the client to develop the specific product and service offerings to bring to each segment.

Results: As a result of the study, the client moved from a one-size-fits-all product offering to a more customized product offering to effectively sell to segments of the market that it could not reach in the past.

Related Insights

Home Decor Products Manufacturer

PE-Backed Home Décor Products Company Makes Quick Turnaround and Recaptures Market Share

Challenge: A PE-backed home décor products manufacturer with a strong position in the value segment and retail channel was becoming bracketed by two major competitors. ...
Medical Supplies Company

Medical Supplies Company Introduces Higher Value Offerings through Segmentation and Pricing Strategy

Challenge: A global medical supplies company was seeking to obtain sustainable bottom line growth by changing health care perceptions and introducing higher value offerings to...
Blue toned desaturated picture of data with numbers printout with a scientific calculator and pens.

Growth Strategy for Data Aggregator in the Electrical Industry

The Challenge: An electrical industry data aggregator needed to evaluate the future viability of its business model and better align its capabilities with its customers’...