On 9 December 2025, the INPROCAP project organised Training 3: Market analysis in the context of innovation procurement as a hybrid event in Hamburg, Germany, with participants joining both on site and online. The training built on earlier sessions in the INPROCAP series and focused on the role of market analysis in supporting informed and effective innovation procurement decisions.
Market analysis as a foundation for innovation procurement
The training highlighted that market analysis is a prerequisite for choosing the appropriate procurement approach. Understanding what solutions already exist on the market, what still requires development, and whether identified needs are genuinely unmet is essential before launching procurement procedures such as Pre-Commercial Procurement (PCP), Public Procurement of Innovative Solutions (PPI), or Innovation Partnerships.
Participants explored how insufficient or incomplete market research can lead to the wrong choice of procurement instrument, limited competition, or legal and implementation challenges.
State-of-the-Art analysis and technology readiness
A key component of the training was State-of-the-Art (SOTA) analysis, combining prior-art research and intellectual property landscape assessment. The session explained how SOTA analysis supports the identification of existing products, services, standards, patents, and research activities, and how it helps determine the Technology Readiness Level (TRL) of potential solutions.
By linking TRL levels to different procurement instruments, the training demonstrated how evidence-based market analysis enables procurers to align their ambitions with realistic market capabilities.
Market research methods and supplier engagement
The training also addressed both informal and formal market research methods, including desk research, expert interviews, Requests for Information (RFI), and Open Market Consultations (OMC). Particular attention was given to the role of OMC as a legally compliant tool to validate SOTA findings, refine technical specifications, and assess market interest prior to launching a tender.
The importance of transparency, equal treatment of suppliers, and proper documentation throughout the market analysis process was emphasised in line with EU procurement requirements.
Practical application through a mini-SOTA exercise
To translate theory into practice, participants took part in a collaborative mini-SOTA exercise based on realistic innovation procurement scenarios. Working in groups, participants identified information needs, potential suppliers, estimated TRL levels, assessed market maturity, and discussed risks and uncertainties requiring further investigation.
The exercise illustrated how structured market analysis can lead to different procurement strategies depending on the context and maturity of available solutions.
From analysis to procurement strategy
The training concluded by connecting market analysis to the broader innovation procurement process, from needs assessment and SOTA analysis to Open Market Consultation, procurement strategy selection, and tender preparation. Participants were encouraged to view market analysis as an ongoing, evidence-based process that supports robust and defensible procurement decisions.
Training 3 forms part of the wider INPROCAP capacity-building programme, with further webinars and practical sessions planned in 2026. All training materials and recordings will be made available through the INPROCAP website and online toolbox, supporting public procurers and innovation intermediaries in applying these concepts in practice.
