Case Studies - ICT-Product-Case-1

Engineering & Construction
European provider of Information Technology Solutions for “Occupational Health & Safety”

Leading European company providing IT solutions for “Occupational Health & Safety” that is implemented across a customer base spanning various industry sectors such as power (generation/distribution/transmission), oil & gas (up/downstream), chemical production, steel, cement and paper. The primary application of the software is to manage Permit to Work, Lock Out Tag Out and other work place safety requirements.

Client Objectives
  • To get an understanding of the Occupational Health & Safety (OH&S) sector in India with special focus on sectors that have a high focus on Safety norms i.e. Oil and Gas, Power, Chemical and other allied industries
  • To get an estimate of budget availability of the companies in the sectors and the degree of need and compliance of OHS
T&A Approach & Scope of Work : Market Intelligence
  • T&A conducted an extensive primary research in order to get an understanding of the safety management systems especially issue of “permit to work” (PTW), Lockout & Tagout in the following industries in India: Cement, Steel, Power, Chemicals, Paper, Oil And Gas
  • T&A prepared a shortlist of major companies operating in the above-mentioned industries that can be prospective customers of the client
  • T&A contacted each of these companies to identify potential decision makers.
  • Additionally, in order to get a better understanding of the user segment i.e. nature of PTW system is being used, number of PTWs being issued and inclination towards E-PTW system, T&A established contact with 50 companies and had discussions with the safety manager/plant operator
Outcome
  • Detailed advisory report, which included recommendations towards sector focused marketing approach in India
  • Identified sectors which have maximum potential for electronic “permit to work”systems
  • Highlighted other sectors where opportunities may be limited as they are very labour intensive and training the unskilled labours to understand & adhere to e-systems is a challenge and thus their preference to continue with use of paper based systems
  • Feedback from 50 companies spread across six sectors and contact details of relevant decision makers across 100 companies

Download case study