Strategic Market Entry & Stakeholder Engagement for a Swedish Cable Safety Solutions Leader
Client
MCT BrattbergClient Overview:
MCT Brattberg is a world-leading Swedish manufacturer of high-performance modular cable and pipe transit seal systems. Renowned globally for superior protection against fire, water, gas, blast, and electromagnetic interference, MCT Brattberg is the original inventor of modular cable transit technology.
As a global leader represented in over 50 countries worldwide, the company has set the industry standard by delivering reliable, EU-aligned safety solutions for the most demanding environments.
MCT Brattberg’s solutions safeguard mission-critical facilities across energy, defense, maritime, and civil infrastructure sectors worldwide. Notably, the company serves as the exclusive supplier of cable transit solutions for all nuclear power plants in Sweden.
Their systems have been specified across major civil infrastructure, offshore, and naval projects, including the Grand Paris Express metro expansion in France, the Elizabeth Line in the United Kingdom, as well as high-profile maritime platforms such as the Royal Navy’s Queen Elizabeth-Class Aircraft Carriers and Sweden’s next-generation A26 Blekinge-Class Submarines.
The Challenge:
As Ukraine undertakes the urgent task of restoring, hardening, and modernizing its critical infrastructure amid ongoing wartime destruction, MCT Brattberg sought to strategically position its protection systems within the country’s reconstruction landscape.
The primary challenge was navigating an evolving market ecosystem without a prior local presence, identifying key decision-makers across fragmented sectors, understanding local regulatory and fire safety re-certification requirements, and establishing direct channels with primary state operators, engineering design institutes, and procurement authorities.
Our Approach:
Civitta supported MCT Brattberg through a multi-phased and interconnected strategic market entry and stakeholder engagement approach structured across three core project phases:
Phase I – Market Structure & Stakeholder Mapping
To establish a foundational knowledge base of the Ukrainian market, Civitta mapped target sectors, institutional decision-chains, and competitive dynamics.
Key activities included:
- Mapped a comprehensive stakeholder ecosystem of 95+ entities across 5 priority Ukrainian sectors: energy, national civilian infrastructure, communications/data, maritime & shipbuilding, and security-critical facilities
- Conducted institutional analyses to determine which bodies set technical specifications, standardizations, and procurement requirements at early project design stages
- Analyzed incumbent solutions and pricing dynamics across targeted niches in the Ukrainian market
The result of Phase I was a structured ecosystem map of targeted stakeholders in Ukraine.
Phase II – Positioning & Value Proposition Development
Following the ecosystem mapping, tailored strategic positioning frameworks and engagement toolkits were developed to effectively communicate the value of MCT Brattberg’s solutions.
This phase involved:
- Transforming MCT Brattberg’s technical capabilities into sector-specific value propositions aligned with Ukraine’s wartime resilience and post-war reconstruction needs
- Developing a complete engagement pack, including Ukraine-focused capability statements, sector briefs, target project shortlists, and technical presentation frameworks in Ukrainian
- Evaluating routes to market, including screening candidate profiles for local on-site representation and potential local distribution/logistics partners
As a result of Phase II, a comprehensive engagement toolkit, sector-specific value propositions, and an evaluated go-to-market model were developed for active outreach.
Phase III – In-Country Engagement & Matchmaking
To operationalize market entry, direct outreach and executive-level matchmaking were conducted across targeted state entities and leading commercial operators.
Core outputs of this phase:
- Organized and facilitated 15 high-level in-country and online meetings during a two-week intensive client visit to Ukraine
- Engaged executive and engineering leadership across target segments, including state defense institutes, major energy operators, transport infrastructure operators, shipyards, modular shelter producers, and maritime cluster associations
- Facilitated post-meeting communications and information exchange between MCT Brattberg and stakeholders, coordinating requests for pricing, technical documentation, and future site visit planning
The result of Phase III was the successful execution of 15+ high-level meetings between the client and key Ukrainian decision-makers, establishing direct pathways for project integration.
Results & Impact:
MCT Brattberg received a comprehensive market entry strategy and structured overview of expansion opportunities in Ukraine, supported by an ecosystem map across 5 priority sectors.
In addition, the targeted outreach and facilitation of high-level business meetings enabled the establishment of direct relationships with top executives, securing preliminary specification pre-approvals from state defense institutes, initiating physical product sample testing with major energy operators, and uncovering immediate substitution opportunities in nuclear and shipbuilding projects.
The project also directly contributes to strengthening Ukraine’s infrastructure resilience, as integrating MCT Brattberg’s certified transit seal systems helps harden power grids, nuclear power plants, defense facilities, and transport networks against physical damage and wartime hazards.
This directly supports Civitta’s ongoing effort to assist Ukraine during the war and advance its post-war reconstruction and alignment with European technical standards.
Services Provided:
- Ecosystem mapping and multi-sector stakeholder profiling
- Institutional decision-chain and regulatory framework analysis
- Tailored value proposition and engagement toolkit preparation
- B2B matchmaking, country visit planning, and facilitation of executive meetings with potential clients and partners
- Go-to-Market expansion model evaluation & local representative candidate screening
- Pipeline governance, technical sample tracking, and post-meeting follow-up coordination
Testimonials:
“Expanding into an active war zone demands deep local roots, an established network, and immediate execution. Civitta’s Ukraine-based team enables MCT Brattberg to navigate local regulatory barriers, engage key technical design institutes directly, and align its products with Ukraine’s urgent infrastructure hardening needs, securing market leadership today rather than waiting for the war to end.”
Kirill Krivolap
“Expanding into Ukraine during an active war is anything but straightforward, and having the right partner on the ground has been absolutely critical for us. Civitta’s team has supported MCT Brattberg every step of the way, combining deep local knowledge, an exceptional network, and a level of personal commitment that has gone far beyond what we could ever expect as a client. They have opened doors, helped us navigate complex regulatory and technical challenges, and connected us with the right people at the right time. Their support has been instrumental in helping us establish ourselves in Ukraine, and we are genuinely grateful for the dedication and trust they have shown throughout this journey.”
Eric Olsson
Key Takeaways:
- Contacting 25+ vetted companies directly, rather than blanket outreach, produced better results in the Ukraine supplier due diligence project.
- A three-stage process – long list, shortlist, outreach – applied stricter criteria at each step, avoiding early rejection of good companies.
- Including general construction firms alongside pure concrete manufacturers surfaced enough strong modular suppliers.
- Full legal, financial, reputational due diligence was reserved for companies that showed real interest, keeping the work focused.
- Prioritizing the client’s target regions from the outset (Western Ukraine) kept outreach fast and relevant.
- The resulting precast concrete supply chain supports protective infrastructure – tying the work to Civitta’s broader role in Ukraine’s post-war reconstruction.
