Case Studies  /  🇪🇸 IMHOIT & Cloudspace

From unknown market
to €1M funded

IT & IoTStrategic consultingMarket-entry advisoryMarket researchGo-to-market

An IT & IoT company wanted to expand into Europe, but didn’t know the Spanish market. This wasn’t an advertising problem, it was a strategic one: where to play, and how to enter.

€M
Estimated public funding unlocked
EU & Spanish funding programmes
Competitor firms benchmarked
Winner
Spanish funding competition
The challenge

Where to play, and how to enter

IMHOIT, an IT and IoT company, wanted to expand into Europe but didn’t know the Spanish market, and was stuck deciding which industries and regions to target first. This wasn’t an advertising problem. It was a strategic one.

What we did

A full market study, then a go-to-market plan

We delivered a full integral market study for Spain and Catalonia, the groundwork that turns a leap into a calculated move. It combined a PESTEL analysis of Spain and Catalonia, a Porter’s Five Forces assessment, a competitor benchmark against ten firms (from local players to giants like Atos and Capgemini), a substitutes analysis, and needs-based segmentation built on buyer personas and a Maslow-driven read of what actually drives B2B buyers.

From there we built a complete go-to-market strategy, online and offline, covering website architecture, SEO, LinkedIn positioning, paid-search entry and strategic alliances such as Barcelona’s tech clusters. We also advised on the internal organisation of the group’s companies, bringing an outside, lateral perspective.

The outcome

Into the right sectors, and €1M in public funding

Guided by the study, the group entered the right sectors and built projects that could win public research funding. The IMHOIT technology group consolidated its growth on the back of three major public funding sources across Spain and Europe, an estimated total injection of around €1M:

  • Emprendedoras Digitales, funding from the ENISA fund.
  • PLATDAT II energy project, grants from the Next Generation EU funds.
  • CRITERIA research consortium, resources from the European Horizon Europe programme.
  • Successful entry into the Spanish and European market, with clear target sectors and regions identified.
  • Partnerships secured within a digital cluster in the Barcelona free-trade zone, and the development of an innovative programme, Inside Earth.
  • A lasting advisory relationship extending into the internal organisation of the group.
Her contributions became key pieces in our decisions on which markets to enter for Spain and the EU. A lateral, fresh perspective that helped us adapt. Perhaps one word sums it up best: brilliant.
Julio Botto, CEO, IMHOIT
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