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This course is intended to prepare participants for designing and implementing market entries in emerging hydrogen markets worldwide. The course will cover market entry approaches for companies entering a market with the aim to produce and/or supply hydrogen.
The course first provides the necessary tools to select attractive hydrogen markets based on defined criteria and business goals of the company entering the market. It consequently defines different approaches to enter hydrogen markets based on the company starting point and comparative advantages, while also defining the business processes and team choices that would need to be made. In its last part, the course prepares participants for the different growth strategies possible and how these can be matched with the target markets and company goals.
Course Outline
Session 1: Market Selection
Session 2: Market Entry Approaches
Session 3: Market Growth
Agenda
Session 1: Market Selection
Introduction to hydrogen value chains
Overview of hydrogen markets across Europe, Americas, APAC
Overview of hydrogen policies across geographies and key principles
Key criteria for market valuation, risk assessment and selection (supply & demand, partners, customers, price levels, sectoral differences, products and services, outlook, etc…)
Business goals and KPIs definition (sales, products, budget, timeline, growth)
Potential target markets (based on key criteria and company business goals) – examples of market risk assessment and selection
Session 2: Market Entry Approaches
Approaches to market entry:
Direct entry/investment
Joint-ventures/acquisitions
Import/export
Commercial and contractual structure for each approach
Advantages and disadvantages of different approaches / risk assessment and mitigation
Design of business processes for each market entry approach
Team selection and composition (structure of departments and functions)
Case studies (Europe and Asia)
Session 3: Market Growth
Approaches to hydrogen business growth:
Product expansion
Market expansion
Vertical and horizontal expansion
Suitability of market expansion strategies by company targets/business goals
Suitability of market expansion strategies by hydrogen market current dynamics
Case studies (Europe and Asia)
Summary of the course
Course Benefits:
Peer-to-peer networking: Join the World Hydrogen Leaders Hero group and meet all course attendees
It's Interactive: Q&A with your course leaders and a chance to network with other attendees
It's Complete: The different workshops cover both technology & real-world applications
No Travel: All workshops are delivered online, ideal for your new WFH office
Certificate: All attendees will receive a Certificate once they've completed the programme
Meet the trainer
Cristiano Francese has over a decade of work experience in the energy business. Throughout his career, he worked across regulatory and policy development, as well as commercial and business development activities. He worked closely with governments and energy regulatory agencies and supported their capacity development, analysis and policy development. His key areas of expertise include energy regulation and policy development, as well as structuring of commercial agreements for large energy infrastructure projects, business development and strategy activities.
Mr. Francese contributed to the success of multiple organizations spanning from government and international institutions to major energy companies. He advised governments and international institutions on how to reform energy regulation in multiple countries in order to develop a fully functioning and competitive energy market. He contributed to the definition and negotiation of major commercial contracts in natural gas transportation, notably to the Trans Adriatic Pipeline project, by providing risk analyses and by defining ptions for the structuring of commercial contracts.
He has also advised European energy regulators on the measures needed to support the development of renewable gasses such as hydrogen and biogas.