Kenya Market Entry
Mavig GmbH – Medical Technology (Radiation Protection)
Situation / Problem Statement
Mavig GmbH aimed to enter the Kenyan market but required a highly reliable distributor capable of handling technically complex radiation protection solutions and engaging institutional healthcare customers.
Task / Objective
Identify and appoint a top-tier distributor in Kenya using a disciplined, quality-first selection approach.
Key Hypothesis
Prioritizing distributor quality over volume—through structured evaluation and focused engagement—would shorten the path to agreement and reduce execution risk.
Action / Approach
A rigorous distributor scouting methodology was applied, progressing systematically from evaluation to longlisting and shortlisting. Shortlisted candidates were engaged through focused virtual B2B meetings, ensuring efficient assessment of technical capability, commercial reach, and strategic fit before advancing to agreement.
Result / Impact
- 1 distributor agreement signed
- Rapid progression from scouting to agreement
- Reduced partner risk through disciplined screening
- High confidence in technical and commercial execution
Key Insight
In highly technical markets, disciplined shortlisting and focused engagement outperform broad, volume-driven partner outreach.
Market Entry Specialist 