JAI is an established Danish manufacturer of industrial cameras. The products are used all over the world for quality assurance and traffic monitoring. In a highly complex market environment with shrinking margins, it was essential for the company to get closer to the important German market. But they lacked knowledge of the market requirements, customers’ decision-making processes and the sales structures.
We brought them the market insights they needed with research and analysis, and extensive discussions with industry insiders, customers and prospects. This allowed JAI to precisely align its sales effort and successfully adapt its structures.