Business development cycle
At Svenska Aerogel, we help customers succeed with Quartzene® – whether you need technical support throughout the journey or simply a high-performance material. Some customers lead their own product development; others choose to collaborate closely with our team. No matter your starting point, we adapt to your process and help you move from idea to market-ready product.
The funnel approach
We view the sales process as a funnel with two main stages:
1. Business development
During this phase, projects may range from close collaboration to more independent progress, depending on the customer’s internal capabilities. This is a valuable period for refining and adapting the product to best fit its intended application. Projects that demonstrate strong technical and commercial potential – naturally progress to the next phase.
2. Commercial phase
Once the product has been validated, it is introduced to the market. As the customer scales their efforts, product volumes typically increase and lead to maturity and growth.
The journey with Quartzene® – From first test to market growth
Every project is unique, but most successful customer journeys follow a few clear steps. Here’s what the typical process looks like:
Prospect:
Proactive sales outreach to potential customers, including sales pitches and value-driven meetings at trade shows, through the company website, professional networks, social media, etc.
Qualification:
Decisions on the business case. Involves initial sampling and testing by customers to validate early results. This forms the basis for new product development projects and progression to the next phase.
Product Development:
Includes further formulation work, application testing, optimization, technical approvals, and certification.
Pilot Phase:
Involves launch planning, pilot-scale production, line trials, quality assessments, customer validations, customer trials and pilot customer usage.
Ramp-Up: End customer trials at customer sites, market engagement, and full-scale production.
Expansion and Maturity Phase:
Expansion into new markets is supported by recurring large-scale orders and organic growth, with emerging applications and use cases.
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