Go-to-market support

With sound market knowledge, a realistic go-to-market concept, and pragmatic implementation support, we create the foundation for a successful market entry.

Market entry – done right

Company-specific, technically sound, hands-on.

Once the dynamics in a new target market are known, competitors evaluated, and relevant sales channels identified, it’s time to get down to business. In our holistic approach, we combine the company, strategic orientation, and the market & competitive environment to determine the best approach for you and successfully complete the market entry. Our team of long-standing, experienced consultants and industry insiders supports and accompanies you on your expansion path. In addition to a reliable basis for decision-making, we also offer the complete concept including pragmatic support for operational tasks.

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Our services at a glance:

Promising options for action with sales and earnings forecasts, opportunities & risks, investments, and time horizons
Impact of identified market developments on performance
Development of a realistic business plan with scenarios
Go-to-market concept and recommendations for market cultivation: including prioritized market entry form, suitable sales channels, positioning strategy and USPs to be communicated, potential customers, and suppliers
Targeted search for companies for market entry via Buy & Build and acquisition initiation: including development of the acquisition roadmap, long and shortlists based on defined search criteria
Approaching potential acquisition candidates, preparation and moderation of negotiations

Benefit from our unparalleled experience in various markets – both in terms of products and geography. With proven methods and dedication, our consultants actively support you in your expansion plans.

Case Studies

Initial Situation:

A leading German manufacturer of residential lighting with a three-tier distribution system is considering establishing direct sales to B2B customers as a new business segment.

Task:

Market and feasibility study for a B2B mail-order concept, as well as the development of a detailed business case.

maconda’s Contribution:

Comprehensive analysis of the relevant market regarding structure, market entry barriers, and key market drivers
Comparative analysis of available sales channels and pro/con discussion in strategy workshops
Detailed survey of the satisfaction of electricians, in particular, with their various procurement channels and analysis of specific expectations for efficient procurement
Analysis of existing mail-order concepts in the construction sector, focusing on craftsmen and specifically electricians, and a synopsis of comparable concepts based on comprehensive competitor profiling
Definition of relevant gain vs. pain points from the target customers’ perspective and, based on this, development of a positioning concept regarding brand strategy, necessary product offering, complementary services, price points, and differentiation strategy compared to benchmarks
Development of a detailed business plan for the new business segment, simulation of various scenarios, and in particular, analysis of working capital requirements to achieve the necessary high delivery rate and speed
Development of an action plan; obtaining and comparing offers from service providers for setting up the necessary technical infrastructure

Sound planning for market entry.Successful implementation.

We develop the right go-to-market strategy, evaluate options for action, and support you through the operational steps – so that expansion plans become a viable business.

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