DIN Gruppe : Together with Horváth, the DIN Gruppe is making Sustainability the Standard: Successful Go-to-Market Support for Environmental Declaration Services

DIN Media was faced with the task of strategically positioning its new service offering for environmental product declarations (EPDs) on the market and clearly communicating this added value for different customer groups. To achieve this, the company needed a targeted go-to-market strategy in order to position the new offering in the portfolio alongside the traditional standards business. It was particularly challenging to prepare the market for the new offering and to communicate the added business value of EPDs so convincingly that a resilient, economically viable business model could be created for market entry.

Horváth supported the DIN Gruppe in preparing the market launch of the EPD platform in a holistic and strategic manner – from the review and revision of an initial business case, through the segmentation of relevant target groups, to the analysis of key information needs along the user journey. Based on this, a convincing value proposition and a suitable pricing concept for market entry were developed. The result was a consistent value proposition that communicates the added value of EPDs for each customer segment in a clear, understandable, and differentiated way. This has created a uniform market approach that sustainably strengthens the go-to-market and effectively aligns internal and external activities.

Thanks to the jointly developed go-to-market approach, the DIN Gruppe was able to successfully establish the EPD service platform as a new, sustainability-oriented business model on the sustainability market. The clear value proposition, combined with a market-oriented pricing model, enables targeted communication and facilitates the acquisition of new customers in a dynamically growing market. 

The consistent value proposition boosts sales success, reduces internal effort, and builds strong market recognition. The business case supports the DIN Gruppe in tapping into new sales potential from regulation, increasing demands for product transparency and digitalized sustainability services. The offering also strengthens the company’s position as a reliable partner for standardized, regulatory-compliant sustainability data – and forms the basis for a long-term scalable digital business model.