Where business begins
A growing market can attract attention. Finding real business opportunities takes a closer look: at investment plans, changing requirements and the people shaping projects before they become public.
“Where business begins” explores how technology companies can read these signals, understand industrial buying processes and identify where their solutions can make a difference.
Drawing on decades of experience in technical sales, market intelligence and industrial project business, Johann Hiebl shares practical perspectives on turning market knowledge into timely conversations, relevant relationships and concrete business opportunities.
Six articles on how technology companies can understand industrial markets, spot the signals that matter and turn those insights into business opportunities.
➜ Market dynamics and early signals - 2 articles
➜ Decision drivers and blind spots - 2 articles
➜ Informal influence and strategic assumptions - 2 articles
Understand Market Signals. Recognise Business Opportunities.
➜ The market is growing. But where is it going?
➜ By the time it’s announced, it’s already underway.
➜ The decision is visible. The forces behind it aren’t.
➜ More data. The same blind spots.
➜ The org chart shows authority. Not influence.
➜ Your strategy depends on it. How certain are you?