Identifying potential clients for a technology in the biological water treatment space
Our client asked:
Our client had developed biological water treatment for their own processes and was considering commercialising the technology. They wanted to confirm the need for, and gather opinions on, the novel technology through a ”Voice of the Customer” survey.
The project story:
- Numerous industries must deal with high concentration organic wastewater via aerobic biological treatment – needs and conditions vary widely
- Our client wanted to understand the specific issues and needs of the various industries, identify those that best matched their technology and gauge the interest of the operators in this new technology
- Our client was specifically interested in finding potential customers based in Europe or North America. Sagentia Innovation initially conducted secondary research to confirm our client’s hypothesis and then conducted primary research in two main industries: Chemical (with glass, fertilizers, petro/organic, explosives, paints/ink, acrylic companies) and F&B (with meat, dairy, soft drinks, distillery, brewery, ingredients, and winery companies)
- We managed to get responses from 20 chemical companies and 8 F&B companies
Client benefit:
Our work has enabled the client to move forward with several potential clients of their technology i.e. we introduced our client to several senior stakeholders from the interviewed companies for further discussions related to the utilisation of our client’s technologies by these companies. We found that technical, regulation and commercial parameters are important in the adoption of our client’s technology.
However, regulation is the most important parameter that drives technical requirements and commercial aspects in chemical and F&B industries.
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