Client€6B Energy Company
SprintAn 8-10 week sprint
Fieldwork150+ buyer profiles mapped · 10+ decision makers interviewed · 8 customer segments across 3 countries
“We had clear sustainability goals but lacked market proof. SprintlyWorks helped us test the waters fast and delivered insights we couldn't get internally.”
Strategy and Commercial Excellence
Identifying Market Opportunities for Lignin-Based Asphalt
The client aimed to assess the market potential for Lignin-based asphalt as a sustainable alternative to Bitumen, in line with its broader renewable transition goals. However, internal teams lacked the capacity to engage buyers across regions or validate demand drivers amid ongoing R&D and pilot development.
10
Pilot-ready customer accounts. Prioritized target list of buyers open to collaboration, based on technical fit, budget timelines, and regulatory readiness.
€15m
Opportunity pipeline identified. Pinpointed high-potential buyers across municipalities and industrial parks with clear sustainability mandates and near-term project interest.
A note on sourcing. Every figure here comes from a SprintlyWorks client engagement. Clients are described, never named. Where a figure is identified or modelled rather than banked, the line says so.
01
The problem
There was no clear view of what public and private customers required to adopt green asphalt solutions. Internal assumptions around pricing, procurement dynamics, and sustainability impact lacked external validation.
Without structured market input, the client risked misaligning product development with buyer expectations, missing early pilot opportunities, and delaying entry into a €100M+ procurement market influenced by sustainability regulation.
02
What the sprint set out to do
Identify and engage target customer segments across Nordic markets, including municipalities, industrial parks, and commercial buyers.
Uncover and synthesize buyer expectations, price sensitivity, and adoption conditions through targeted interviews.
Prioritize and recommend pilot opportunities and entry points based on buyer intent, procurement dynamics, and regulatory readiness.
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