Client€11B Global Mining and Construction Equipment Manufacturer
SprintAn 8 week sprint
Fieldwork7 interviews across 4 markets
Strategy and Commercial Excellence
The data could not be bought
The client wanted to know how large its market was in four countries and how much of it it held. That number could not be bought. Four customs authorities were emailed, one replied, and it held nothing.
138
Competitor deals reconstructed across four markets and four years, where no purchasable data existed
7
Interviews with business line managers and in-country distributors, the only route to the numbers
3
Product categories sized, with share tracked against four competitors
A note on sourcing. Every figure here comes from a SprintlyWorks client engagement. Clients are described, never named. Where a figure is identified, modelled or indicative rather than banked, the line says so.
01
The problem
The client sells rock drilling and load and haul equipment into four markets across the Middle East and South Asia. It had never had a single comparable view of units sold, share held, or how local customers group themselves as buyers. Without one it could not decide which countries and which product lines deserved the effort.
The team went looking for the data first. Dozens of websites, government statistics, paid industry reports, and a direct approach to the customs authority in each of the four countries. Almost every public drilling data source turns out to be about oil. One authority replied, to say it did not hold what was being asked for.
02
What the sprint set out to do
Establish how customers segment themselves locally, by geography, industry and buying behaviour. Size each segment and measure the client’s share of it. Reconstruct four years of competitor transactions, 2019 to 2022, across three product categories. Then say which regions and which product lines to concentrate on, and how to approach each type of buyer.
The route was interviews, one business line manager and one distributor at a time, and the patient assembly of what they each knew into a single table. That is not analysis anyone was short of the skill to do. It is calendar time nobody had.
Four markets, 2019 to 2022
Where the volume actually sits
All competitor deals recorded across the four markets, by product category.
| Product category | Deals | Share of total |
|---|---|---|
| Surface drilling | 103 | 64% |
| Load and haul | 22 | 16% |
| Underground drilling | 13 | 9% |
How to read this → Two thirds of everything sold across four markets and four years is one product category. That is the finding that decides where effort goes, and it was not visible to anyone before the deals were counted one by one. Competitor identities and pricing are held back.
SprintlyWorks analysis
Download the full case study
Have a similar requirement?
Contact us today to learn more about on-demand workforce and accelerate development on your most pivotal projects!
Quick Reads for Big Impact
Featured Case Studies
Quick Reads for Big Impact
Accelerating Success for Enterprises in 20+ Geographies
Launch Your Sprint with
Define your project, connect with top-tier consultants, and start making progress fast.