Bridging the gap between the telecom and automotive industry

ISEA assisted a telecom startup to expand into the automotive industry, utilizing ISEA’s cross-industry network of contacts to initiate a long-term business partnership.

Situation

The client, a fast-growing startup offering test and verification equipment for telecommunication products, with the strategic goal to grow into new customer segments, had identified the automotive industry as a large potential market. However, the company faced challenges with developing its customer network outside the telecom industry, understanding the potential customers’ needs and requirements.

Approach

The ISEA / Triathlon assignment was to bridge the gap in understanding between the telecom and automotive industries, analyze and validate the business potential and identify target customers. In addition, ISEA acted as a facilitator for closer customer contacts, to build a more comprehensive customer understanding and create the foundation for business partnerships.

Result

By utilizing its wide network of contacts, setting up workshops with key persons and performing customer interviews, ISEA identified several business opportunities and connected the client’s current technology to the industry's specific requirements. Contacts initiated discussions around a long-term business partnership between the client and one of its target customers.

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