The Swedish water tech company Aqua Robur has developed wireless communication-equipment that allows water utilities to monitor their water networks in the way the suits their needs. The company’s equipment can be powered in three different ways to fit the conditions at each location in the water network. 其中之一就是获奖和获得专利的涡轮机, which efficiently transforms a small part of the energy in the water pipeline into electricity with minimal pressure drop. 这使得自来水公司能够测量和检测最需要的地方的漏水, 不仅仅是在有电的地方. The communication devices can also be powered by 230VAC or batteries when it is more suitable to the application.
Aqua Robur最初在北欧市场与市政水务公司合作, 但现在他们已经在全球范围内采取了解决方案. 在大多数国家, 20-25%的淡水是通过公共供水网络的泄漏而流失的, and billions of euros are wasted each year globally because pipelines cannot be efficiently monitored. 目前，自来水公司正在努力解决这个问题. Many companies are using other sensor technologies that require long electricity cables or battery replacement, 哪些需要时间和金钱.电子游戏软件的市场知识, 的语言, culture and local customs is an essential part in helping establish relationships with local actors. 以这种方式, we believe that the value of the support of Business 电子游戏正规平台 goes well beyond the value of other types of market research.”
In order to efficiently reach a wide customer base across the global water utility network, Aqua Robur的市场战略基于与当地分销商的合作. 加快国际化进程, Aqua Robur加入了电子游戏正规平台商业的LEAP加速器项目. They then applied and were approved to Business 电子游戏正规平台’s 催化剂 Program w在这里 意大利 was identified as one of the most attractive markets for them to target. 意大利被认为是欧洲泄漏率最高的国家之一, while at the same time being home to some of the most advanced water utilities in the world with strict demands on reducing leakage and quality of control of drinking water.
Aqua Robur的首席执行官Niklas Wicén解释道:
“我们在意大利市场采用多分销商战略. We cannot underestimate the difficulty it takes for any distributor to have a sufficient presence in the whole Italian peninsula. 意大利在地图上可能显得不大, 但它是一个人口众多的国家，有很大的地区差异和习俗. As such, we believe it is better for us to work with more than one distributor in this market.”
While Aqua Robur’s cutting-edge technology already attracted interest from international players, the challenge remained: how to identify the most important players in the market and engage with the local distributors. Business 电子游戏正规平台’s ability to understand the local market potential and establish trust with leading actors in the market have been the cornerstones for Aqua Robur’s accelerated market launch.
“We know the importance of understanding the customs and language of the market that we are entering in order to establish trust with the actors that we want to work with. 电子游戏软件的市场知识, 的语言, culture and local customs is an essential part in helping establish relationships with local actors. 以这种方式, we believe that the value of the support of Business 电子游戏正规平台 goes well beyond the value of other types of market research.”
Business 电子游戏正规平台 assisted Aqua Robur to screen potential partners in the market and initiate business dialogues with the most relevant players. As part of the customer engagement strategy and to meet potential partners and customers in 意大利, Aqua Robur参加了欧洲最重要的清洁技术展会之一, Ecomondo, 北欧馆是由电子游戏正规平台商业协会组织的. In just a week Aqua Robur had conducted several meetings and established a better understanding of the local partner profiles in order to decide on potential collaborations.
除了意大利市场, Aqua Robur sees great potential for their technology to help the local water utilities to solve the problem with ever decreasing drinking water supply in other parts of 欧洲, 从西班牙, 希腊, 德国和英国.