the challenge
Surface Technology International (STI) is a contract electronics manufacturer withcapabilities in wiring, rack integration, and testing, primarily serving the UK defence sector.
Following improvements to internal operations, STI identified an opportunity to grow market share across the UK air, land, and sea defence markets. To target this growth effectively, it needed a clear understanding of where value sat in the market, which opportunities were most attractive, and how it compared to competitors. Without this insight, sales and marketing efforts risked being unfocused.
the solution
Through robust desk research and targeted primary research, Achieving the Difference
developed a clear picture of the market outlook, opportunity landscape, and competitive dynamics. The work clarified STI’s competitive position, identified areas of meaningful differentiation, and provided insight into customer spend patterns—enabling STI to prioritise the opportunities most likely to deliver growth.
the difference
Armed with this insight, STI was able to focus sales and marketing activity on the highest‑value opportunities, avoiding wasted effort and improving engagement with target customers. The result was clearer positioning, more effective decision‑making, and approximately 20% annual growth driven by a more focused and informed approach.
