Go-to-Market and Business Design for a Deep Tech Startup
Developing a go-to-market strategy for a research-based electrochemical simulation solution
With a functional product (MVP) and strong scientific credibility, the QBIOL team needed to develop a strategy to successfully transition from the laboratory to commercialization. In the field of bioelectrochemistry, physical experiments are not only time-consuming but also very costly.
In light of this, QBIOL offers a unique SaaS solution that simulates electrochemical experiments with near-real-world accuracy, enabling researchers and scientists to optimize their experiments.
The strategic challenge of the project was to transform this technological innovation into a clear and viable commercial offering. This required establishing a clear positioning relative to competing alternatives in the market, identifying priority market segments, and defining a sustainable business model tailored to user needs.
Structuring the Go-to-Market Strategy for a Deep Tech Startup
1. Scope definition and market research: In-depth analysis of QBIOL technology to identify its unique capabilities compared to existing alternatives, mapping of the ecosystem, and analysis of competitive intensity and existing business models. Selection of priority targets based on anticipated needs and available solutions.
2. Product marketing and business design: Product marketing to transform scientific innovation into a compelling sales pitch focused on customer benefits (value proposition, landing page) and ROI. Structuring the value chain and defining a sustainable and scalable business model.
3. Field validation and hypothesis testing: Conducting approximately ten qualitative interviews with experts and key industry stakeholders (researchers, R&D directors, etc.) to test the value proposition, gain a deeper understanding of pain points, and generate initial sales leads.
The results
A clearer market positioning
Competitive analysis and product marketing enabled us to shift from complex scientific language to a pitch focused on the needs and expected benefits for each of the prioritized target audiences.
Designing a tailored SaaS business model
Drawing inspiration from competing solutions and SaaS best practices, the Business Design workshops helped the team settle on a business model that ensures profitability and scalability while making a meaningful contribution to academic research.
Field validation and generation of initial qualified leads
Through discussions with more than a dozen international experts and industry representatives, we received valuable feedback confirming the appeal of our solution and opening up initial opportunities for collaboration.
In conclusion.
This support enabled the QBIOL team to take a decisive step forward: transitioning from a promising research project to a future deep-tech startup with a clear and actionable commercialization strategy. With a clarified value proposition, a validated SaaS business model, and an initial pipeline of leads, the founding team is now well-equipped to confidently tackle the company’s launch and future fundraising efforts.
Nicolas Clément
Nous avons sollicité Dynergie dans le cadre d'une BFTLab sur les aspects de "Etude de marché" et "Business Plan". Cela a été une expérience extrêmement positive tant sur le rapport final que sur le processus complet avec des échanges passionnants et enrichissant avec des compétences très complémentaires mais également techniques. Hâte de travailler à nouveau avec eux, notamment avec Victor Pacaud à l'avenir !
