Case study · Real estate

Market Validation and Strategic Positioning for a Real Estate Analytics Venture.

Assess the commercial viability, competitive positioning and pricing strategy of the analytics unit, and define a go-to-market roadmap to support external growth.

The client

A data and analytics arm within a legacy real estate group in Southern Europe, aiming to scale into a standalone AI-powered real estate data analytics venture.

Objective

Assess the commercial viability, competitive positioning and pricing strategy of the analytics unit, and define a go-to-market roadmap to support external growth.

Our role

We acted as the client’s strategy and research partner, driving market validation, business model design and GTM planning, enabling external growth while aligning internal priorities.

The challenge

No external market validation
Unclear go-to-market strategy
Uncertainty around spin-off feasibility
Limited brand awareness beyond the parent group
Risk of internal cannibalisation from overlapping offerings

Our approach

01
Market sizing and opportunity mapping
- Conducted 12+ expert interviews with market stakeholders and competitors
- Researched 150+ use cases and 40+ segments in the regional real estate analytics space
02
Competitive benchmarking and value proposition design
- Mapped 9+ competitors across pricing, features and positioning
- Identified a niche around custom analytics and enterprise-grade valuation tools
- Created a differentiation strategy around internal data advantages and flexible delivery
03
Pricing and business model strategy
- Structured monetisation around internal (group) and external (third-party) use cases
- Advised on anchor-client acquisition and revenue pacing for validation
04
Strategic advisory and GTM planning
- Recommended a dual-track growth structure: scale external clients without an immediate spin-off
- Advised on internal alignment, customer onboarding and client-facing delivery
- Delivered a phased GTM roadmap with messaging and outreach strategy

Outcome

Clear validation of external market potential and the addressable revenue pool
Structured pricing and GTM plan for third-party client acquisition
De-risked spin-off strategy with a dual-track approach
Strategic clarity on brand narrative, differentiation and focus areas
Positioned the business to scale beyond group dependency

They brought clarity to an unvalidated internal initiative, helping us refine our strategy, define our GTM path, and align stakeholders. A trusted thought partner throughout.

Head of DataReal estate, Greece