Type of Client
Software Provider for Telecommunication and Fiber Broadband Industry
Geography
USA, France
Challenge
A French software provider with automated fiber network design solutions had limited no US sales and limited direct market knowledge on where to focus their resources. A US infrastructure funding bill presented a unique opportunity to pursue the market ahead of billions of dollars being allocated to fiber network buildouts and the expansion of high-speed internet throughout the country. The software provider assumed that there would be an opportunity for their products in the market, but did not know how to access the market.
Solution
EMW performed a deep dive market study on the US fiber broadband market, focusing on market sizing by region and segment, funding status by state, and listing potential customers and partners in the market. EMW determined which segments to target and complimentary software partners to engage to access the US market. Simultaneously, EMW initiated sales efforts and exhibited at the premier fiber broadband conference in the United States, engaging with numerous interested prospects and partners.
Result
EMW defined the market size in multiple segments and determined the priority targets that would allow the French software provider to begin selling their solution into the US market. EMW also developed an extensive list of potential customers, categorized by size and location, focusing on states that were able to access infrastructure funding first. EMW initiated sales efforts and made direct contact with key software partners, as well as prospective customers. Within the first four months of engagement, EMW secured 6 trial projects and were in advanced talks with prospective partners.
Through a combination of software licensing deals and tech-enabled services, the client now has over 15 US customers comprised of internet service providers (ISPs), engineering firms, and broadband consultants. In collaboration with the client, EMW has built out a strong network of sales channel partners to enable wider market access in a rapidly growing market for turnkey network design & engineering solutions.
The initial success in the US market has inspired the client to prioritize and invest in further growth, including the successful set-up of a functioning US entity, and a new market feasibility / product positioning study EMW is conducting on a new product.