Market assessment / Voice of Customer (VoC)
Market validation of a quantum sensing technology
Client overview
A UK academic group was undertaking a project to commercialise a quantum sensing technology integrated with artificial intelligence (AI). The technology offered a novel approach to non-destructive testing (NDT) of metal corrosion without the need to remove or damage paint or coatings applied to the metal surface. NDT methods are frequently used in transport and construction. Strategic Allies Ltd (SAL) was tasked with performing a market opportunity investigation. The study was divided into two parts, a technical and a commercial phase. Phase 1 focused on proving the technical validity of the proposed sensor for real-world applications by engaging with technical experts. In phase 2, SAL interviewed a variety of commercial stakeholders who were potential users of the technology to gauge interest and determine market entry requirements for new technologies.
The search
SAL prepared a question guide that would enable the team to gather the necessary intelligence to assess the technical and commercial viability of the NDT approach. SAL engaged with members of its network and relevant contacts identified through complimentary in-depth research of the NDT sector. SAL interacted with 3 technical experts with experience using similar quantum sensors for NDT of metals, to validate the approach. SAL also engaged with 8 commercial commentators with NDT experience including technology developers, technology users, infrastructure owners and academics researching NDT. These commercial experts helped SAL evaluate overall interest in novel NDT methods, outstanding challenges in the sector to be addressed by novel technologies, and barriers to entry. Project progress was shared during weekly reconnects with the final results of the project presented in a report. SAL provided recommendations on commercial partners, application areas to prioritise and a proposed market entry strategy, to help the group progress to the next phase of work. The project was completed in a strict 8-week timeframe.
Working with SAL was like having a bigger team that helped us push through the tight timeline
Outcome
The study helped identify key partners for Phase 2 of the project and also helped determine important next steps that the researchers must undertake for successful commercialisation.
The findings were essential for the next phase of the project with commercial validation in part determining if the project would be funded further.