/ Case Study

Rubicon Water Leverages Altios’ Deep Market Knowledge to Expand in India and China

When Rubicon Water decided to expand in India and China, the company turned to Altios to understand the dynamics of both markets and prepare the expansion efforts. Altios’ teams in both markets provided Rubicon Water with the necessary support.
Summary
When Australian-based Rubicon Water decided to expand its irrigation solutions in India and China, they knew they needed a trusted partner to succeed. The company’s customised solutions mean local knowledge is required when entering a new market. Altios’ longstanding presence in India and China provided Rubicon Water with the collaboration needed to commit to its expansion project successfully.
Background
Rubicon Water’s vision is to sustainably increase global food and fibre production through improved water use efficiency. Founded in 1995 in Melbourne, the Australia-based company provides customised solutions for large-scale, gravity-fed irrigation networks around the world.
Challenge
Providing solutions to solve distinct irrigation needs is what sets the company apart. Unlike the traditional approach of adapting components, Robicon Water designs and installs its hardware and software solutions specific to each client’s unique requirements. With a focus on innovative solutions, the company’s R&D centre holds several patents in conjunction with the University of Melbourne. Boosting the largest hydraulic flow and testing laboratory in the Southern Hemisphere means the company can test its meters and gates to international standards. Serving global customers is a significant competitive advantage for Rubicon Water. With installations spanning ten countries and offices in seven markets, providing fully customised solutions means the company needs to acquire and maintain the best talent covering a full range of specialists. These include highly-skilled engineers, systems analysts, database experts, and software programmers; each focuses on solving clients’ needs through innovative problem-solving and product and solution improvements. When Rubicon Water decided to expand to the high-growth markets of India and China, the company looked to Altios for its international expertise, local knowledge, and talent.
Solution
Expanding in China and India meant the company needed to understand the dynamics of these two markets fully and how to expand its offerings in each successfully. Beyond a traditional export model, Rubicon Water required on-the-ground teams who thoroughly understood their specific industry and projects. Altios’ consultants in China and India – working in conjunction with the team in Australia – provided Rubicon Water headquarters a report on expansion in the two markets. “The option to liaise with the Altios team in Australia, or directly with their offices in India and China, made communication throughout the project go smoothly,” said Bruce Rodgerson, CEO of Rubicon Water. “Talking with the local teams helped us better understand the dynamics of each market and make better decisions,” continued Rodgerson. A go-to-market strategy meant Rubicon Water would need local teams that would work with its in-country partners. “Altios staff understands our specific industry and projects, which gives us a very flexible and competent local resource on the ground,” said Rodgerson.
Result
Working with Altios, Rubicon Water gained valuable market knowledge before expanding their operations in India and China. By leveraging Altios’ on-the-ground experience and outside perspective, Rubicon Water proceeded with a well-thought-out market expansion plan. The presence of local Altios staff means the company is well-positioned to grow its operations in the market.

I believe it has been, for both my team and our board, extremely helpful to be assisted in making the right choices and taking the appropriate decisions.

Bruce Rodgerson
CEO, Rubicon Water
Rubicon Water
Rubicon Water provides customised solutions for large-scale, gravity-fed irrigation networks around the world. Based in Melbourne, Australia, the company has completed installations in ten countries and has offices in New Zealand, Spain, China, and the U.S.
Challenge

As part of its global expansion, Rubicon Water wanted to approach the high-growth markets of India and China.

The company did not have a local team in the two markets, which meant it would need viable local knowledge and talent to enter both markets adequately.

Solution
Altios’ consultants in China and India—working in conjunction with its team in Australia—provided to Rubicon Water headquarters a report on expansion in the two markets. Altios’ local teams provide continual support and direction to Rubicon Water in China and India.
Result
Rubicon Water gained valuable market knowledge before expanding its operations in India and China. Leveraging Altios trained in-country staff means the company is well-positioned to grow its operations in both markets.

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