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Hydrogen Market Entry Strategies


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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:

    1. Direct entry/investment

    2. Joint-ventures/acquisitions

    3. 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:

    1. Product expansion

    2. Market expansion

    3. 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.

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