Market expansion strategy
The client’s objective was to expand their coverage of a global transportation customer base through entering new markets. The client needed support to validate their expansion decisions, evidence their plans to their investors and plan the go-to-market strategy.
MDS Strategy delivered clear advice on each of the opportunities. From four markets studied, the client secured investor approval and launched in three priority markets, with the fourth deprioritised due to insufficient return.
Key pillars of the work involved:
- Bespoke market size: Quantified the market opportunity using regulatory analysis, industry data and customer interviews.
- Competition and needs: Mapped customer decision‑making, routes to market and competitive landscape to identify viable positioning.
- Go-to-market priorities: Prioritised customers and geographies based on demand, operating model fit and competitive intensity.
- Business case: Modelled the upside and built a clear investment narrative to secure approval