Transformation of complex system for the Brazilian market
Segment: electronic products for building control and monitoring
Context:
The client company worked with complex embedded systems for controlling and monitoring residential, commercial and industrial buildings. The product lines were made up of controller devices, equipped with electronic hardware, embedded firmware and a graphical interface for viewing events and programming the system, in addition to a wide range of sensors and actuators that communicated digitally with each other.
The client wanted to expand its product portfolio, launching new lines with a focus on developing new markets and increasing penetration. He was facing difficulties due to lack of technical knowledge and reluctance to invest in a manufacturing unit. Therefore, importing products under your own brand became the chosen solution, but significant challenges soon arose.
Challenges:
1. Inadequate functionalities: Imported products did not meet the specific needs of the Brazilian market, including missing essential functions and resources of little value.
2. Complex interfaces: The user interfaces were not very intuitive and in English, making adoption by the local market difficult.
3. Communication with suppliers: The company faced challenges in communicating with suppliers due to the difference between commercial and technical approaches.
4. Lack of technical knowledge: The company lacked technical knowledge to assess the conformity of products with regulatory and market requirements. As the operation would be carried out under the company's own brand, there was even more insecurity, since a critical and complex product like this could tarnish the company's image.
Solution
1.
Detailed documentation and prioritization of product requirements:
Sigma-Y began by clearly defining the requirements for the new product line with the customer, through regulatory and regulatory analysis, reverse engineering of competitive products and consultations with industry experts.
2.
Technical and commercial prospecting of partners:
A detailed analysis was carried out to select partners for the development and manufacturing of products, considering commercial, market and technical capacity aspects.
3.
Creation and execution of test plans:
Rigorous testing and validation plans were drawn up, covering everything from usability characteristics to the reliability of digital communication, to ensure that the product met the established requirements.
4.
Preparation of product materials:
Sigma-Y provided the customer with all the necessary documentation for product scalability, such as: service manual for technical assistance, user manual, quick use guides for users, basic technical materials for marketing and sales, transportation information aligned to purchasing and inventory, among others.
Results
• Successful launch: The company successfully launched a line of 10 products, containing the most diverse control and indication equipment, sensors and actuators. The products had the ability to digitally communicate with each other, functioning as a complex system.
• Optimized product: The launched products were easy to use, with user-friendly interfaces, essential functions, reliability and significantly lower costs compared to the competition.
• Technological innovation: The adoption of hardware architecture and firmware technologies that were previously innovative in the Brazilian market for complex systems in this segment, allowed the company to achieve its goal of offering high quality products at highly competitive prices.
• Market penetration: Products well adapted to the needs of the Brazilian market resulted in greater market penetration and the acquisition of new customer segments.
Impact and Lessons Learned
This case illustrates how precise definition of requirements, careful selection of partners, and rigorous validation, when combined with technical knowledge and efficient communication, can overcome challenges in expanding a portfolio of highly complex products, resulting in success and positive impact in the market.