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OEM · Control Instruments
European control-instruments OEM certified for the Canadian market
Assisted a European OEM in getting its control-instruments product certified in North America and positioned for the Canadian market turning technical compliance into commercial traction.
- Sector
- Control-Instruments OEM
- Region
- Canada
- Year
- 2023
The challenge
- The OEM held strong European approvals but could not sell into Canada without North-American product certification.
- The certification pathway was unfamiliar to the client’s internal team and risked pulling engineering leadership away from R&D.
- Even after certification, the client had no positioning, channel plan or introduction to Canadian utilities and EPC firms.
Our approach
- Mapped the certification requirements and shepherded the client through the North-American approvals process.
- Ran the certification project on the client’s behalf so internal engineering focused on product and roadmap.
- Positioned the certified product for Canadian buyers, translating European technical strengths into value language that Canadian utilities recognise.
- Introduced the client to like-minded channel partners aligned with its product category.
Results
- The product received the North-American certification required to sell into Canada.
- The client entered the Canadian market with a clear brand narrative and a shortlist of qualified channel partners.
- The OEM converted a compliance milestone into a market-entry milestone the certification directly translated to commercial pipeline.