Our client, a US provider of cloud-based digital curricula and assessments, had been growing domestically but wanted to explore international opportunities in a systematic way.
Our client's international presence was limited to a few partnerships around the world, which they pursued in an ad hoc manner. They needed to identify markets with a substantial number of target customers (medium-sized international schools) to efficiently allocate sales and marketing resources.
We split this scope into three parts:
Part 1: We used quantitative data from global sources to compare and analyze over 20 international markets based on economic, technology and social indicators.
Part 2: We used desktop research as a foundation to size the market for nine selected international markets using the number of institutions and student enrollment that fit specific buyer criteria
Part 3: Lastly, we used both primary interviews and secondary research to identify appropriate distribution partners for our client
Our data-driven approach identified key international markets in which our client's sales and marketing teams could focus based on market size for digital curricula and economic, technology and social indicators. In addition, our road map for how to approach local distribution partners allowed our client to hit the ground running on their international expansion plan.
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