Unknown Market Landscape
A start-up technology company with a breakthrough solution to reduce bottle breakage and abrasion needed to understand the global market opportunity. Our market assessment created a comprehensive database of large glass bottling facilities worldwide, identified key decision makers at targeted plants, and mapped the purchase decision process. The client secured immediate new business from leads generated through the research and positioned the company for exponential growth.
BACKGROUND
Our client had developed a unique analytical technology capable of reducing and controlling bottle breakages and bottle abrasion (scuffing) in high-speed filling lines. Product trials demonstrated that the device could reliably detect and control problems such as high accumulation pressure and high scuffing risks. The instrument promised savings up to $250,000 per bottling line.
The Challenge
Despite having proven technology with a substantial value proposition, our client faced critical market entry barriers. They needed to identify where their technology would have the greatest impact and who made the purchasing decisions at potential customer facilities.
Zero Industry Contacts
Limited Internal Resources
MARKET RESEARCH APPROACH
We designed a comprehensive market study to assess our client's technology potential and enable successful market entry.
PHASE 1: SECONDARY RESEARCH & DATABASE DEVELOPMENT
- Gathered information on glass volume and market trends for returnable glass bottles globally.
- Researched trends in glass packaging across beer, carbonated soft drinks (CSD), and other high-volume beverage segments.
- Identified major global companies using returnable and non-returnable glass bottles.
- Located glass packaging plant facilities worldwide.
- Compiled specific descriptive information on the largest plant locations, including products packaged, estimated volume, and number of lines.
PHASE 2: PRIMARY RESEARCH & DECISION-MAKER MAPPING
- Developed a comprehensive contact list of key personnel at targeted facilities.
- Conducted in-depth interviews with decision makers and influencers from large global beverage companies.
- Interviewed personnel across multiple functions: logistics, operations, packaging, production, and engineering.
- Mapped the purchase decision process by role and job title.
- Identified key performance criteria that create value for potential customers.
- Uncovered potential market entry hurdles and vendor expectations.
MARKET RESEARCH RESULTS
We delivered a complete market entry toolkit: customer database, decision-maker mapping, purchase process intelligence, facility data, validated value propositions, and qualified leads. Contracts were signed before the research even concluded. Our research became the foundation for transforming an unknown startup into a global industry player.
ASSEMENT PROVIDED
CUSTOMER DATABASE
Complete database of large glass bottling facilities with detailed operational information
DECISION MAKER MAPPING
Key contacts identified at each target plant and within their corporate structures
PURCHASE PROCESS
Clear understanding of how buying decisions are made, by whom, and what criteria matter most
FACILITY INTELLIGENCE
Line counts, volume estimates, and production capacities documented for each major plant
VALUE PROPOSITION VALIDATION
In-depth interviewers confirmed the value of the operation savings
LEAD GENERATION
Immediate business opportunities identified and qualified during the research phase
IMPACT
The market opportunity assessment transformed our client from having breakthrough technology without a clear go-to-market strategy to executing targeted sales with immediate results as well as a foundation for long term growth.
Immediate Revenue Generation
The research drove immediate commercial impact:
- Multiple contracts signed during and immediately following the research phase
- Sales pipeline established with global beverage leaders
- Revenue jumped 700% in one year
Long-Term Growth Trajectory
The market knowledge provided served as the foundation for our clients' explosive growth:
- Revenue doubled annually for three consecutive years
- Increased workforce by 650%
- Secured 6 of the 7 largest beverage manufacturers worldwide as clients
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