The challenge
A prominent agtech scale-up specializing in precision fermented protein approached us to strengthen their commercial expansion. With a rapidly evolving agtech market and a sizable pipeline of potential customers, they needed nuanced insights into the buying behaviors and purchasing criteria of different food manufacturers. Their primary objective: fine-tune their commercial approach, mitigate supply chain risks, boost sales conversion rates across multiple regions and understand the decision making process of prospective customers.
approach
Over five weeks, our team of a Project Manager and one consultant analyzed procurement practices using proven frameworks, stakeholder interviews, and targeted desk research, aligning outputs with the client through regular checkpoints.
Thoroughly examined the end-to-end buyer journey for key ingredient categories, highlighting decision-maker roles, demand-planning nuances, and supply assurance protocols.
Identified the most critical factors influencing supplier selection, such as price stability, product functionality, regulatory compliance, sustainability metrics, and contingency plans for supply disruptions.
Translated insights into a concise, fact-based narrative showcasing the client’s unique selling points (e.g., pricing, functionality, lower supply risk), ensuring alignment with buyers’ strategic priorities.
Benchmarked against existing ingredient suppliers in terms of procurement processes, financing and risk factors of the traditional protein markets.
Provided a step-by-step approach to integrate these insights into the client’s commercial playbook, including guidelines for buyer education in agtech, packaging flexibility, and robust internal operations.
From the engagement
The impact
A value proposition tied directly to buyer pain points like volatility and supply chain disruptions.
Tailored arguments on cost savings, shelf-life benefits, and sustainability alignment.
Buyer outreach, better contract structures, and streamlined operations for reliable fulfillment.
Talk through your customized insights needs with our team.
Explore our case studies
Our consulting team based out of Europe and 2500+ expert team located in 60+ countries cover the full AgriFood Tech value chain globally.
