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Our client is a Chinese IT engineering, application and infrastructure services provider, focusing on digital operations, business and foundation. The company has been operating in China for more than a decade, with offices in major Chinese cities.
The client reached out to Daxue Consulting to develop a go-to-market strategy for China market expansion. The key objective was to create a presence across all industry clusters in China.
We divided our work into 3 steps to assess the current status that will lead us to key findings on ‘where’ and ‘how to play‘:
Step 1: Internal assessment of strengths, capabilities and gaps
Step 2: Demand-side market analysis
Step 3: Supply-side market analysis
We carried out workshops with our client’s team in addition to a thorough desk research so that we could:
We organized interviews with key vertical decision-makers, to get a clear understanding of addressable markets, local expectations, preferences, pain points and challenges, financials, local policies and more.
In this step, in addition to international and local competitors benchmarking, we organized interviews with competitive key stakeholders, so that we could assess the nature of competition, success factors, competitive edges, strategic and scaling approach in China etc.
This approach gave us a clear understanding of the gaps in offerings and capabilities of our client.
Our three-step approach led us to a conclusive report with strategic recommendations of where and how to play, as well as on how to connect with potential customers. We also delivered a new value proposition for our client, along with a 3-year strategic plan.
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