Case study

Clarifying market opportunity to support a high-stakes strategic decision

Client context

A European B2B services firm evaluating entry into a new market segment.

A European [industry] organization was preparing to make a significant strategic decision related to [market entry / portfolio focus / product positioning / growth strategy]. The leadership team needed a clearer understanding of the market landscape and customer dynamics to proceed with confidence.

The challenge

Leadership needed to validate demand assumptions and assess commercial viability before committing resources.

The client faced several sources of uncertainty:

  • Limited visibility into market size, structure, or growth dynamics

  • Competing internal assumptions about customer needs and decision drivers

  • A need to align senior stakeholders around evidence rather than opinion

The risk was making an irreversible decision without sufficient clarity or shared understanding.

Our approach

We conducted a mixed-methods study combining market sizing, stakeholder interviews, and competitive analysis.

Insight Clarity Hub designed a research-led, decision-oriented engagement tailored to the client’s context. The work combined:

  • Structured market analysis to clarify size, segments, and dynamics

  • Qualitative research to understand customer needs, motivations, and trade-offs

  • Targeted quantitative validation to test key assumptions

  • Clear synthesis focused on implications for decision-making, not just findings

Throughout the project, we worked closely with the client team to ensure relevance, rigor, and usability.

Key insights

Research revealed a previously under-served segment with clear willingness to pay and differentiated needs.

The research revealed several critical insights:

  • A previously underweighted segment represented meaningful strategic potential

  • Customer decisions were driven more by [specific factor] than initially assumed

  • Certain competitive threats were less material, while others required attention

These insights reframed how the leadership team viewed the opportunity and the associated risks.

Outcome & impact

Findings informed the client’s go-to-market strategy and supported a phased market entry.

The engagement provided the clarity needed to move forward with confidence. As a result, the client was able to:

  • Make a well-informed strategic decision grounded in evidence

  • Align internal stakeholders around a shared understanding of the market

  • Prioritize actions based on real customer and market dynamics, not assumptions

The research directly supported executive decision-making and reduced uncertainty at a critical moment.

"I can't say enough about the outstanding service I received from your company. Their team went above and beyond to meet our needs and exceeded our expectations."

Oliver Hartman