Stage 1. Definition of market segments in which the object has (or can develop) competitive advantages
Assessment of the market and potential buyers of the object based on the created capacities and competencies;
Formulation of a unique offer of products and/or services of an object;
Analysis of the potential for entering new market segments by additional investments in fixed assets;
General data on volume, segmentation and trends in the MAMS market (actual and forecast);
Preliminary assessment of the common affordable market (TAM);
Preparation of a short-list of companies for organizing subsequent interviews with their key employees in the framework of stage 2 (at least 25 companies);
Drawing up and approval with the customer of pepper issues (questionnaire), mandatory for discussion during the interview in the framework of stage 2.
Stage 2. Identification of potential customers and developing a sequence of entry into the market
Conducting a series of interviews (from 10 to 15 depending on information content) with companies from a short leaf of potential customers, determined at stage 1.
Employees with whom the interview is held - General Director, Technical Director, Production Director, Director for R&D, Director or Marketing Managers.
An approximate list of those that should be covered during the interview:
Brief presentation of the object, discussion of its unique proposal;
Identification of the strengths and weaknesses of this proposal;
Technical and business requirements for the object from the market;
Identification of the loose market needs and requirements for them;
Key success factors;
The current situation with competition in the market (players, technologies)
The solutions existing in the market, their shortcomings and restrictions;
Expert assessments of the size of the market and/or market segments;
Barriers for entering the market/segment;
Geographical, logistics, political and other aspects;
Provision of decryptions of all interviews;
Generalization and analysis of the information received in the framework of the interview;
Clarification of market forecasts and its segments (in quantitative and value terms);
Proposals for the positioning of products/services of an object based on a market situation;
Risk analysis;
Compilation of a map (racking) of market segments based on the existing facilities and risks;
Proposals for various business models (Nikor, prototyping, serial production, etc.);
Market entry strategy;
ROUDMEP of technology development;
Necessary and possible partnerships with market players in the areas of development and commercialization;
Stage 3. Organization of primary contact with selected companies
Compilation of a short-list of 3-5 companies for conducting for working out prospects for commercial cooperation;
