01
Client context
Published market reports gave a single national number that did not match how the company sold.
02
Business challenge
The company needed demand by industry, application and region, including new versus retrofit demand.
03
Research objective & questions
Create a segment-level market model with growth drivers and scenarios.
- How large is demand by end-user industry and application?
- What is the split between new projects and retrofits?
- How does demand vary by region?
- Which segments are growing fastest, and why?
04
Methodology & approach
- Installed-base modelling
- Plant counts and automation intensity by industry.
- System integrator interviews
- Project pipelines and product preferences.
- End-user interviews
- Plant automation plans.
- Top-down triangulation
- Trade data and company disclosures.
05
Sample & geography
- ~15 system integrator interviews
- ~20 end-user interviews
- ~6 expert interviews
- Geography — India
06
Key findings
- Retrofit demand in existing plants was larger than expected.
- Food processing and pharmaceuticals were the fastest-growing segments.
- System integrators heavily influenced brand choice.
- Smaller plants adopted modular solutions first.
07
Business implications
- Develop retrofit-focused offerings.
- Prioritise food and pharma segments.
- Strengthen the system integrator partner programme.
08
Outcome
The company received a transparent, segment-level market model and growth scenarios.
Example engagement — Shows how Hoog approaches this type of question. Not a specific client project. Findings are directional.