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Kultur Dokumente
client: Global IVD brand currently embarking on new Activity-based customer preference analysis –
innovative research & development program to develop Identify lab’s emphasis placed on different workflow
new product line for “greenfield” customer segment in Asia activities and existing work challenges
Pacific.
Others
approach: In-depth discussions with the Client’s local 80 Others
offices to understand each individual market covered. Others
Clearstate approached the study using a two-pronged 60
approach to size market segments and estimate growth:
supply-side market views and demand-side consumption 40 Client
Client
characteristics were required to accurately size, segment Client share
Client Client share
and project growth. Each market was also approached share 33.1%
share share 31.9%
20 31.2%
differently to reflect the actual, unique market conditions 30.0% 30.8%
in each Asia Pacific market.
0
outcome: Client was able to better identify its success in 2004 2005 2006 2007 (f) 2008 (f)
penetrating each country and product segment and build
a targeted business development strategy.
BRIDGING INTELLIGENCE GAPS IN HEALTHCARE
Multinational biotech company competing in niche segments assessing
opportunities to expand its market coverage
client: Multinational supplier of biotech research Segment prioritization
instruments, targeting specific niche segment in the Attractive segments prioritized based on opportunity size,
applied science sector. potential growth, and Client’s ability to serve user needs
issue: As a niche player in the sector, the Client has a Low growth High growth
strong market position in the segments it competes in. High compatibility High compatibility
The Client intends to expand its market presence by
Priority
expanding its product line to compete in the other
segments
segments and needs to understand the market
approach: The starting point of the research phase was Low priority
to gain a deep understanding of the Client’s products and segments
capabilities. Numerous in-depth discussions were held
with industry observers and regulatory bodies, biotech
instrument suppliers, as well as applied science
researchers to glean an unbiased and highly detailed Low growth High growth
understanding of the market opportunities for the Client. Low compatibility Low compatibility