Situation

Our client is a division of a $2B specialty engineered products company. While their sales to oil and gas customers were negligible, they believed that they had a strong product line and that a clearer focus on key upstream and downstream applications would enable them to gain significant share.

They needed fresh insights into where to focus their efforts and how to position their offerings.


Approach

Relevant market data for these specific applications was scarce and our approached focused heavily on primary research. Our researched allowed us to develop deep insights into:

  1. The specific customers and applications our client needed to focus on
  2. The key factors that drive customer purchasing decisions
  3. What our client needed to do to unseat the leading competitors

Results

Armed with these insights, our client has been able to target the right customers with the right offerings and channels, which has in turn helped them unseat once-dominant competitors and to produce record sales and profits for the business.