STRATEGIC AND OPERATIONAL IN-DEPTH INDUSTRY SPECIFIC MARKET STUDY
NEED: To understand value chain in offshore vessels and topsides segment in Norway. And to promote new innovative pipe products to decision makers and stakeholders.
GEOGRAPHIC SCOPE: Norway
CHALLENGE: . How to navigate in the market where local competition exists and market is all about standards and certification. How to identify the the value chain and decision makers in yards and engineering companies who specify and buy. How to convince them about the benefits of a technology that has been proven in world class projects but not used before within this specific market segment.
BENEFITS: The client gained the understanding of value chain and local standards. The client was able to create awareness of technologically superior solution for offshore segment and after some time win new projects.
BACKGROUND: The client has an innovative product line, which dramatically speeds up the building process of piping lines. The solution is used widely in marine industry in some countries. Decision was made to swiftly focus on offshore without full knowledge of local standards.
OUTCOME: The promotion of incremental improvements to production process and engineering is ongoing mission. The key companies in Norway are acquiring this new product concept.