$60M REVENUE Opportunity - commercial pipeline

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A concentrated solar technology company offered three products - solar steam, solar electricity, and green hydrogen - but needed to expand beyond its initial customer base and better understand where each offering was commercially and geographically viable.

The company lacked a clear, structured view of which industries and regions were best suited for each product line. In addition,  customers with natural gas dryers needed an eco-friendly turnkey solution that would bridge the gap between solar steam and their process.

Analyzed market segments and geographic conditions to identify industrial applications where solar steam, solar electricity, and green hydrogen aligned with current demand and projected growth, system constraints, and operating profiles. Mapped each product to specific industries and regions where solar irradiance and technical feasibility were strongest.

Identified and connected the company with industrial partners capable of providing the turnkey solution to convert natural gas dryer customers into solar steam customers.

The expanded market strategy opened multiple new commercial pathways and positioned the company to pursue a significantly broader customer base. The partner-enabled turnkey approach strengthened customer proposals and supported the development of a potential revenue pipeline exceeding $60M.