CASE STUDY
Innovative hydrogen production & storage solution route-to-market and strategic partnerships
The challenge
A world leading OEM and its technology development partners were in the late stages of commercialising a unique technology to produce & transport hydrogen at an industrial scale.
While understanding global macro-trends regarding hydrogen growth as an alternative to natural gas, they were struggling to identify the correct regional market segment to enter. They also needed a go to market strategy to leverage increased industry interest in the hydrogen economy.
Result highlight
$700mm
Target market idenitfied
2
Commercial partners identified
By engaging with the market at a technical level, we were able to quickly identify a market niche for the client’s technology. Through our detailed understanding of the future for hydrogen production & transport technology and how this integrates into industrial consumption, we were able to find two committed candidates for a viable commercial opportunity.
Related Sectors
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Hydrogen
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Original Equipment Manufacturer
Related Consulting Services
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Technology Commercialisation
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Strategic Partnership
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Customer and End-User Group Specification
Our approach
Working with the client’s technical and commercial teams, we spent time to articulate the technology features, limitations and value propositions - focusing on understanding what made the technology unique and how it was differentiated from competitors and alternative solutions.
Based on this, we developed a market engagement program to obtain feedback from potential end-user groups, gauge commercial opinions from potential partners and define the first project blueprint.
Key activities
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Regional hydrogen development landscape assessment - including identification of market participants, local supply chains and technology end-users, with the purpose of providing our client with an early indication of potential partners and the local business environment.
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Competitor technology review - including large innovators and suppliers of hydrogen generation equipment, to assist our client to identify the market gap and the unique selling points (USPs) of their product.
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Technology prospectus development - to highlight the unique characteristics of our client’s new technology in the context of industry challenges and competing technologies.
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Market end-user engagement with organisations purchasing and operating hydrogen generation equipment.
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Identification of potential project sponsors and definition of development and qualification requirements to take the technology to market.
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Business model development and planning to build a pathway for commercialisation for our client’s new technology in selected markets.
