Context
At the end of 2024, the Ministry of Energy's fuel-station qualification standards entered into force, resetting the competitive board of a market of more than 10,000 stations owned by over145 companies. Our client, a global technical-services company delivering fuel-station automation across eight countries, had just begun operating in Saudi Arabia and held 0.58% of the market: a real product, a fresh regulatory tailwind, and no commercial engine built for theKingdom.
Approach
In an advisory and steering engagement, we developed the commercial market-penetration plan. We segmented the station-owner universe into actionable customer categories, developed the value proposition of automation for each, and built the financial incentive models across the funnel, sales incentives, partner incentives, and referral structures. To keep the plan honest, we established a monthly financial growth committee that reviewed the numbers and redirected effort where the evidence pointed.
