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  • Sectors: Manufacturing

Case Studies

Accelerated Growth in India Through Channel Relationships and/or Potential Partnerships or Acquisitions

The client is a global provider of industrial automation and information products.

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Issue

Due to intensifying competition and a strong manufacturing focus in India due to governments Make in India program, the client was keen to take advantage of any potential growth opportunities and look at all facets to drive business growth and increase market share. To achieve this objective, they wanted to understand the system integrator landscape in key industries (for channel partnerships) as well as gain a better understanding of manufacturing companies operating in select product areas (for M&A).


Approach

Solidiance prepared a long list of ~250 system integrators and ~100 manufacturing companies in India offering VFDs, DCS hardware/software, MES software and related services. Based on a set of stringent criteria evaluation and several rounds of filtering involving secondary research and primary interviews, 14 system integration partners and 7 manufacturing companies were identified and recommended to the client. The client is currently under negotiations with the identified companies for a potential partnership.


Solution

Solidiance conducted comprehensive research to develop a long list of system integration partners as well as manufacturing companies engaged in offering relevant products. The long list of partners was profiled through primary / secondary research through several layers of filtering to identify the right partners for channel expansion as well as M&A based on several factors such as company turnover, product offerings, sales coverage, business potential, management team and overall strategic business fit.


Engagement ROI

The client has a clear view of the system integrator landscape and manufacturing companies in India with clarity on the best-suited partners across various industries to support its expansion efforts now and in the near future. They are currently engaged in negotiations with the recommended partners to expand their business in India further.