Client profile
A Chinese smart-hardware and systems-integration company serving urban public-infrastructure use cases, with Europe as its first priority overseas market.
Shared challenges
- Public-procurement rules, local authority structures and technical entry standards differed by country.
- Channel structures were market-specific, so a model proven in one country could not simply be copied.
- Data-enabled products also had to address GDPR and national implementation rules.
Our approach
- Structured the target markets across eight core dimensions, combining access, demand, competition and channels in one decision frame.
- Prioritised Eurostat, national statistical offices and the EU Tenders Electronic Daily platform.
- Cross-checked company registers, local authority material and public urban-development records.
- Added public operating data from listed industry companies to create board-ready market-entry evidence.
Outcomes
- Ranked European markets and defined the first and second launch priorities.
- Identified procurement, data-law and technical-access barriers before entry.
- Clarified competitor and channel structures and proposed a differentiated route to market.
- Allocated capital, people and technical resources according to market priority.