Silklytics is a pioneering startup founded by three researchers from the University of Tartu. Their innovative, patent-pending microfluidic chip technology provides a simple and cost-effective way to analyze nutrients in plants, soil, water, and fertilizers. This cutting-edge solution meets the growing need for efficient, on-the-spot testing in agriculture, offering a practical alternative to time-consuming laboratory methods.
While Silklytics had developed a groundbreaking technology, the transition from lab to market presented significant challenges. The team needed a comprehensive sales and go-to-market strategy to position their product effectively, attract customers, and drive business growth. Entering a competitive and cost-sensitive industry like agriculture required a clear understanding of the market landscape, stakeholders, and decision-making processes.
The founders sought guidance to bridge the gap between research and commercialization, knowing that their technology had the potential to revolutionize agricultural nutrient testing if introduced correctly. They turned to Solveo for a tailored strategy to make their market entry a success.
Our journey with Silklytics began with a deep dive into the European agricultural sector to map out the key stakeholders. Through extensive market research, we identified the decision-makers and influencers who could determine the adoption of Silklytics’ technology. This stakeholder map became the foundation for all subsequent steps, helping the team understand where to focus their efforts.
To gain real-time insights, we employed a two-pronged approach. First, we engaged with industry participants through online forums like Reddit and specialized agriculture communities. These platforms provided direct feedback from individuals actively involved in the sector. Second, we conducted interviews with three distinct groups: growers, plant researchers, and independent consultants.
These conversations revealed critical insights. Efficiency emerged as a top priority; all interviewees expressed a need for faster, more accurate testing methods. Cost was also a major concern, with many highlighting the high expenses associated with traditional laboratory testing. This feedback validated Silklytics’ potential as a cost-effective alternative. Additionally, we identified that head growers and similar roles were pivotal in adopting new testing technologies.
Using this information, we crafted a tailored sales strategy designed for both immediate market penetration and long-term growth. Hydroponic farms and greenhouses were identified as ideal entry points due to their need for rapid, on-site testing. The strategy outlined actionable steps for customer acquisition, from direct outreach to participating in industry trade shows and building partnerships with key influencers.
To support Silklytics in their journey, we created a polished sales deck and a one-pager to help communicate the technology’s value proposition effectively. We also facilitated initial connections within the industry, laying the groundwork for long-term relationship building.
By the end of the collaboration, Silklytics had a clear roadmap for their market entry. The comprehensive 40-page sales strategy provided detailed plans for short-term goals, such as initial outreach, and long-term growth initiatives, including educational webinars and roundtables. Armed with a well-defined pricing strategy and a clear understanding of their target market, Silklytics was ready to position themselves as a leader in cost-effective nutrient testing.
The tools and network we provided gave them the confidence to transition from a research-focused team to a commercially viable business, equipped to disrupt the agricultural industry.
.svg)
