Potential partner companies for distribution and support of X5 were identified in the industrial sectors manufacturer of data carrier and microcontroller and provider of on demand solutions. As know how of the market, of processes in industrial environments and of IT security are necessary and integrations of solutions have to be realised, provider of on demand solutions were contacted first. Initial negotiations took place to proof potential collaboration and a first project was identified. Further preparation is ongoing to fix this strategic cooperation for distribution and support of X5.
Economic viability was assessed through several activities: In a workshop, the strategic business fields were defined. Further on, the most relevant countries were segmented by means of 5 forces Porter analysis. According to the relevant company size, a desktop research was executed to rate and prove the identified branches and countries. Using Canvas Business Model, value proposition, customer segments and channels were identified as basis for further sales planing and to identify communication models and key partners. SWOT and competitor analysis were executed. As a result, the initial market entry, the distribution channels, the communications strategy including market awareness and the schedule for a roll-out according to the waterfall strategy were defined. A detailed sales and operations plan points out expectable revenues as well as needed skills and resources for fast market uptake.
In the marketing and sales strategy, measures to reach full commercialisation were identified. Speeches held at federation of industries, cluster initiatives and networks helped to identify requirements and to support dissemination and exploitation of X5. X5 solutions will be presented at platforms, conferences and trade fairs dealing with IT security, Industry 4.0 and IoT and automation of production. The communication strategy will focus on security for producing companies.
Within the sales planning the technological feasibility of concept was proven. The waterfall strategy for market entry was favoured over sprinkler strategy, as this enables an optimally adapted communication strategy and a standardised approach towards potential customers. Further on, growth can be handled easier as staff is continuously built up. Production and inventory strategies were achieved.
The result of the performed work is a feasibility report including a business plan, which is available on the project website of X5 bitworker.
