The Continental Exchange: Case Study
Market entry feasibility for a global industrials company
Three-week panel that surfaced a segment-specific entry path the client’s own analysis had missed
Client Challenge:
A Big 4 consulting team was advising a European industrials company on entering the North American water treatment market. They needed to understand the competitive landscape, regulatory environment, and customer buying behavior across three segments. The partner presentation was in three weeks.
Our Role:
TCE designed a 12-expert program spanning municipal water operators, industrial water-treatment buyers, and former executives at the two dominant market players. Calls were sequenced so early conversations sharpened later questions.
Impact:
- Identified a segment-specific entry strategy the client's internal analysis had missed
- Surfaced that the industrial segment had lower barriers and higher margins than the municipal segment, counter to the initial hypothesis
- $2.5M follow-on phase-two engagement won from the partner presentation
- 12 experts delivered against a three-week deadline
Engagement
3 Weeks · 12 Expert Interviews
Service Offering
Corporate Strategy & Market Intelligence
Market Segment
Industrials - Water Treatment
Ready when you are