SacndiDos 2016

Purpose and goal

The objective of the innovation project was to take the new system, Delta4 Discover, from lab to market. This would require a new marketing and sales strategy. Therefore a new business plan needed to be established based on market information collected in the feasibility study. As a result of the feasibility study, a Business Plan has been elaborated based on a new market introduction strategy, where "Centers of Excellence" will be established in collaboration with renowned cancer clinics in prioritized markets. These centers will support the marketing efforts of the local sales teams.

Expected results and effects

As a result of the project ScandiDos has prioritized 7 markets representing 70% of the global market potential for quality assurance systems. The user needs, the competition, procurement procedures and regulations, cancer clinics to collaborate with and potential business partners have been mapped in these markets by independent market research consultants. Based on the positive market response for the innovative Delta4Discover system, Scandidos has set up as long term objective to reach a market share of 35%, which corresponds to a turnover of 15 million Euro.

Planned approach and implementation

Major Project phases: Classification of geographical markets in priority order, decision on market priorities for the next 3 5 years based on market potential and perceived technology acceptance, identification of the most likely countries for immediate market entry Decisions regarding a new marketing entry strategy, decisions on a new marketing, sales and technical support organization and estimates of costs and investments as part of a new Business Plan. An additional value has come from carrying out the market studies in all of the prioritized markets in parallell.