A utility company that operates in electricity (including solar power) and natural gas sales also supplies smart metering support products. This company’s management turned to Cerved to position these products appropriately on foreign markets. The analyst began by analysing the features of each product that the client wished to market internationally. The second step was to analyse which foreign countries were the most attractive to these products, by taking several factors into account including energy consumption and rates, the relative concentration of energy-hungry companies, as well as the types of electricity distributors and importers active on the market. Of the countries found to be most attractive, the client chose the UK, Scandinavia, Spain and Germany. The analyst then identified a base of 500 suspected prospective customers, who were interviewed for an evaluation of their effective potential. In this way, the client received a list of 170 companies with contact information that fit its target profile.
“With Cerved Marketing Intelligence, we gained a better understanding of market segments and countries, and of customers’ specific features and needs, which significantly iproved our global export marketing abilities.”