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Consulting International Expansion Market Research

Expanding Horizons in MedTech
‑ Market Entry Strategy Success Story

Explore a case study that exemplifies our client’s successful foray into Western Europe, showcasing the effectiveness of a well-crafted market entry strategy and the resilience in overcoming budget and time constraints.

Table of contents

Overview

In the ever‑evolving landscape of MedTech, our CLIENT, an SME based in Eastern Europe, sought to capitalize on emerging opportunities in Western Europe through a strategic internationalization project. The CLIENT was majorly focusing on leveraging digital platforms to meet the changing needs of medical service access catalysed by the pandemic.

  • Strengths CLIENT’s expertise in MedTech, agility, and commitment to innovation.
  • Weaknesses Limited budget and tight timeline for market entry.
SWOT ANALYSIS
  • Opportunities Growing demand for digital medical solutions in Western Europe.
  • Threats Intense competition and the need for confidential data in the research process in a very discrete market segment.

Project Stages

Briefing

Conducted by a seasoned marketing and ecommerce expert to align with the CLIENT’s needs and international market nuances.

Research

Utilized an in‑depth approach, combining desktop research with Computer‑Assisted Telephone Interviews (CATI) and Computer‑Assisted Web Interviews (CAWI). Conducted 20+ CATI/CAVI interviews with key decision‑makers in the target industry.

Analysis

Produced a post‑research market analysis and recommendations tailored to the CLIENT’s preferences.

Translation and Editing

Ensured the research report was delivered in the CLIENT’s native language, maintaining confidentiality.

Market Entrance Strategy Delivery

Developed a customized strategy framed to align with the CLIENT’s preferred channels and budget capabilities.

Challenges & Solutions

  • Limited Budget and Time Leveraged global internal team (market intelligence analysts, ecommerce specialists, industry experts) for the market analysis delivery and external partners within the medical industry to get access to the target audience for validating desktop research findings to ensure timely delivery.
  • Confidentiality Concerns Addressed by deploying skilled interviewers with experience in handling sensitive information and ensuring secure data transmission.

Project Outcome

Crafted a comprehensive New Market Entry Strategy ready to be tested in the dynamic Western European market, based on the in‑depth MedTech desktop and onsite market research. Successfully met the 8‑week deadline, aligning with the CLIENT’s urgent market entry requirements and limited budget.