India Market Entry for a Global Automotive Semiconductor Company.

The client

A global semiconductor company supplying chips to the automotive industry, entering the Indian market for the first time.

The challenge

• No local presence or relationships with Indian carmakers
• A long, layered automotive sales cycle running through Tier 1 and Tier 2 suppliers
• An incumbent solution already in place, so the cost case had to be proven
• Little visibility of which programmes and buyers to prioritise

Our approach

1. 01

   On-ground partner

   • Market intelligence, introductions and deal support in India, working as the company’s local team
2. 02

   Carmaker and supplier pipeline

   • Mapped and engaged carmakers and Tier 2 suppliers, with an NDA in place for each account
3. 03

   System-level cost benchmark

   • Built a system-level bill of materials and cost benchmark against the incumbent solution to support technical discussions
4. 04

   Account progression

   • Moved the lead account into technical evaluation and set out the path to proofs of concept

Outcome

• A live India pipeline across six carmakers and Tier 2 suppliers
• NDAs signed account by account
• The lead account in technical evaluation
• A clear path to proofs of concept