Klimator’s US Market Expansion with Business Sweden 

Klimator is a Swedish software company that provides predictive and detective road weather systems to create safer roads and increase the availability of autonomous driving in regions with wintery conditions. The company is active both in Sweden and internationally, where its technology is used in both winter road maintenance and automotive industries. Previously, Klimator has had some interactions with US stakeholders, but due to the size and complexity of the US market, Klimator wanted help accelerating local partnerships.  

"To enter a new market, especially the US, we always conduct an in-depth study to understand the existing landscape—examining business models, technology readiness, connectivity, and buyer behaviour. Business Sweden’s support has been indispensable in providing us with the critical insights needed to strategically navigate and initiate our journey in the US market,” says Emil Danielsson, CEO at Klimator. 

Klimator engaged Business Sweden to understand potential customers and their purchasing behaviours as well as find suitable partners for their US market expansion. The project began with Business Sweden working closely with Klimator to define a set of criteria to guide Klimator to which states are most attractive for expansion. Using roughly 10 criteria tailored specifically to the winter maintenance industry, Klimator and Business Sweden identified five areas in the US that were assessed to be the most attractive states for Klimator to target for Klimator to be able to use their resources most efficiently.  

Phase Two: Klimator’s US Market Insights and Networking with Business Sweden  

In the second phase of the project, Business Sweden conducted interviews with key stakeholders and decision-makers within the prioritised states to 1) further understand the dynamics of the market and the customers, 2) introduce Klimator’s product and assess their interest in leveraging Klimator’s product. In addition to the stakeholders in the targeted states and cities/municipalities, Business Sweden spoke to industry experts to validate findings and form Klimator’s US strategy.  

Business Sweden arranged meetings with interested potential customers as well as identified potential future interest from other cities and states. In addition, Klimator joined Business Sweden’s Autotech program, aiming at shaping opportunities for business creation for Swedish Autotech companies in key AV tech regions through a mix of events, roadshows and matchmaking, which generated further leads – both for their winter maintenance and automotive divisions. Ultimately, Klimator continued discussions with the most promising potential customers, exploring the possibility of a pilot and partner agreement.  ​

”Partnering with Business Sweden in this study was vital. Their collaboration helped us qualify market interest in Road Weather Intelligence, strategically prioritise networks, and connect with key stakeholders – paving the way to establishing our first US customers,” Emil Danielsson, CEO at Klimator

 

Challenge

Understand, and in the best possible way, approach potential US customers with an attractive offer adapted to the local needs.

Solution

Business Sweden assisted in identifying and deepening the understanding of potential customers to Klimator according to jointly agreed criteria. Business Sweden also approached the most suitable customers and arranged meetings with them.

Result

Business Sweden supported Klimator with state/city prioritisation for the Road status information software launch in the US and recommended a go-to-market strategy for engagement with US customers, partners, and market positioning. Business Sweden also facilitated multiple introductory / product feedback calls between the client and potential US customers.

A pilot project is currently being discussed with the most relevant partner, and several partner contacts have been made, which may provide opportunities in the future.

Value impact

Klimator provides a software system helping states and cities with winter road maintenance and optimising resources, leading to both safer roads and a reduction in the amount of road salt used – which is ultimately good for the environment.

 
About Klimator

Klimator AB, founded in 2001 in Gothenburg, is a digital road weather solutions leader. Specialising in sensors, software, and cloudware, Klimator helps companies, municipalities, and governments worldwide operate more sustainably and efficiently.

With a net turnover of MSEK 27 and 18 employees in 2023, Klimator combines cutting-edge research with commercial expertise to drive innovation and deliver reliable solutions. Our focus is enhancing autonomous future capabilities and creating value for shareholders, industries, and society.

CONTACT 

Would you like to learn more about how we can help grow your global sales in the Americas? Please contact Dorothea Moeller at Business Sweden for more information.