Because the client’s offering is a technically very specific solution in a niche market, we first held several sessions to obtain a thorough understanding of the solution, and to enable us to do a market analysis. Based on that market analysis, we started business development activities, with the help of our large network. One of the results was that the startup was able to close their first deal in the Netherlands with a company that was high on their wish list. This gave the client base of the startup a serious boost, also in an international perspective.