Illumina – Shortened Lead-Time To Growth Opportunities

About Illumina

Illumina (NASDAQ: ILMN) is a leading developer, manufacturer, and marketer of life science tools and integrated systems for large-scale analysis of genetic variation and function.

Headquartered in San Diego, California, Illumina provides a line of products and services that serves the sequencing, genotyping and gene expression, and proteomics markets.

Executive Summary

  • Industry: Life Sciences: Genomics
  • Illumina’s Business Goals: Determine the best opportunity for Illuminaā€™s genomic solutions along its four verticals in a prioritized market – Egypt – to develop a focused market targeting plan
  • Results: Illumina received a “bird’s eye view” marketing insights with granular market-entry strategies to quickly zoom in on the market and capable partners to build out a “country-centric” marketing plan in Egypt.

Challenge

Although individuals with African ancestry have the greatest genomic diversity in the world, yet they have been underrepresented in genomic research. Illumina is one of the companies leading the genomics research revolution in Africa.

Although its global team is spread across the globe, Illumina’s limited on-ground presence in Africa reduced its visibility into the local markets, networks, and projects that will need its genomic research device and solutions.

This lack of visibility limited its entry and growth into its priority markets in Africa – starting with Egypt.

Solution

Over a 6-week market research engagement, we developed a customized market visibility business solution in Egypt that provided Illumina with:

  • An understanding of the market landscape across the diagnostic, research, population genomics, and agricultural markets in Egypt.

  • A market mapping analysis in the healthcare and agriculture landscape that will give Illumina a targeted structure to build out the most efficient marketing plan for their entry and growth in each market.
  • A curated shortlist of potential distributors in each of the segments of focus.
  • The national health policy agenda both in the short and long-term to properly understand key priorities and regulations.
  • Understanding the main stakeholders, decision-makers in the accounts for genomic solutions, and their decision-making process.
  • Understanding of the major population genomics projects in each country or across Africa.

Outcome – Refined & Robust Strategy That Shortens Lead Time To Growth Opportunities.

  • Local Insights, Global Strategy, Key Decision-makers
    Illumina got a clear understanding of the key segments, stakeholders, and decision-makers for genomic research projects in one of the highest populated countries in Africa. They used their renewed understanding of the local landscape to develop a more robust marketing plan that informed their long-term growth plans across the entire continent which involves country-specific insights to reach the right targets.

Hear it from delighted partners, already getting results:

Extensive Market Mapping and Contacts!

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We got a clear view and map of the market structure giving us exposure to the key projects, stakeholders, and business contacts we need to develop our business in the region.

Rodolphe Vetchenou Executive Partner Account Manager Africa

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