Other sectors - BtoB European Consulting Firm

Our client developed in the UK a comprehensive portfolio of automotive systems testing services based around its extensive test-track facilities. The question arose of how to grow their business in Germany, one of the most opportune markets with the United States and Japan.

The approach of Victanis consisted in understanding the German competitive environment in automotive engineering testing: who are the key competitors, existing customer-supplier relationships, pricing pressures and market trends, market volume, and then in identifying potential partnership or acquisition targets and assessing the reputation of these with their main customers. To do this, Victanis interviewed a selection of OEMs, Tier 1 suppliers of automotive systems and potential competitors of our customer in Germany.

Victanis gave the client a clear vision of the market in Germany, its volume, growth prospects and its particular characteristics. The likely essentials for success (positioning, service strategy, price, ...) in entering this market were identified. Victanis then supported the customer in approaching a selection of identified acquisition targets.

IKOS Consulting is a consulting and services company whose growth is fast and driven by the adoption of common standards in Europe in the rail sector. IKOS wanted to position itself quickly and efficiently on the German market.

The approach of Victanis was to define with its client its main goals in Germany for the next ten years, in terms of positioning (business model, core expertise), growth strategy, customer targets and solutions to be provided in the context of major structuring rail projects in Germany and Europe more generally. Victanis relied on its good knowledge of the market and services providers to the German railway industry to help Ikos define its future positioning in Germany.

This strategic analysis led IKOS Consulting to invest in Germany and create its German entity in Berlin. Victanis assisted Ikos in the creation of its subsidiary and in the recruitment of its manager. Victanis continues to support IKOS in its operational development in Germany (operational coaching, customer meetings, negotiation assistance, ...) and has since assisted IKOS with the creation of its subsidiary in the United Kingdom.

Our client, renowned software publisher in the field of large IT infrastructure management, had set up a subsidiary in Germany in the early 2000s. Despite a dozen customers having been successfully secured, the company had closed because growth objectives were not reached and the company had struggled to be profitable. The appointment of a new management team and the launch of new technical solutions lead our client to turn to Victanis to analyse the opportunity to reposition itself in Germany and to develop a pertinent long-term entry strategy.

Firstly, Victanis conducted a competitive analysis of IT infrastructure solutions in Germany and a review of the companies developing or distributing these, as well as an analysis of the development potential of the existing customers of our client. In parallel, options for commercial development plans were been proposed.

The Victanis analysis demonstrated the strategic and commercial rationale for the repositioning in Germany of its Client. The customer was convinced and decided to recreate a legal entity (GmbH) based in Frankfurt. Victanis recruited the initial management team of 5 people. The visibility of the Client’s activities in Germany have been noticed by the market and have contributed to the interest of a US fund for the acquisition of this French player in IT infrastructure that had become European.