Context & Scope
Key decision drivers
Sustainability requirements
Cost, quality, reliability
Supply security and lead times
Certification and traceability
Scope spans four business areas; buying is driven by sustainability, performance economics, and security of supply
Segmentation Framework (Overall)
Segmentation bases
Customer size and procurement sophistication
Geography and logistics footprint
Sustainability ambition (baseline → leading)
Technical specs and performance needs
Service intensity (standard → partnership)
Segment attractiveness criteria
Volume stability and growth
Fit with Holmen assets and fiber base
Risk (price volatility, regulation, substitution)
Switching costs and contractability
Pulp: Segmentation, Targeting, Positioning
Segmentation
End-use industries
Printing/writing and specialty papers
Packaging and board reinforcement
Chemical cellulose derivatives/viscose
Quality/spec requirements
Brightness, strength, cleanliness
Fiber consistency and runnability
Buying model
Spot buyers vs contract customers
Targeting
Priority targets
Customers valuing consistent quality and delivery reliability
Long-term contracts tied to certified sustainable supply
Selective targets
Specialty applications with higher margins
Positioning
Reliable, high-consistency pulp from responsibly managed Nordic forests
Proof points
Certification, traceability
Stable production and technical support
Packaging Paper: Segmentation, Targeting, Positioning
Segmentation
Application segments
Corrugated case materials
Food-contact and barrier-ready packaging substrates
E-commerce and logistics packaging
Performance needs
Strength, printability, runnability
Lightweighting capability
Sustainability and compliance
Recyclability, fiber sourcing, food safety requirements
Targeting
Priority targets
Brand owners and converters shifting from plastic to fiber-based packaging
Customers needing premium strength and lightweighting
Growth targets
E-commerce driven packaging demand
Fiber-based substitution opportunities
Positioning
Premium, strong, renewable packaging paper enabling circular solutions
Differentiators
High-strength kraft performance
Sustainability credentials and responsible forestry
Collaboration with converters/brands on material optimization
Renewable Energy: Segmentation, Targeting, Positioning
Segmentation
Customer/partner types
Grid operators and utilities
Power purchasers (industrial offtakers)
Corporate buyers (PPAs, sustainability targets)
Communities/municipal stakeholders
Contract structures
Long-term PPAs vs merchant exposure
Value drivers
Price stability, guarantees of origin
Reliability and compliance
Targeting
Priority targets
Creditworthy offtakers seeking long-term green electricity
Buyers needing certified renewable attributes
Selective targets
Partnerships that improve project economics and permitting outcomes
Positioning
Credible Nordic renewable power partner with long-term stability and certified origin
Strengths
Integrated industrial energy competence
Track record in sustainable operations
Timber: Segmentation, Targeting, Positioning
Segmentation
End markets
Construction (structural, framing)
Joinery and interior products
Industrial pallets and packaging
Product/grade needs
Structural grades vs appearance grades
Dimension, moisture, treatment requirements
Service/logistics needs
Just-in-time delivery vs bulk shipments
Custom lengths and sorting
Targeting
Priority targets
Construction and industrial customers valuing consistent supply and grading
Customers demanding certified, traceable timber
Growth targets
Timber substitution for carbon-intensive materials in building
Positioning
High-quality, certified Nordic timber with dependable supply and consistent grading
Differentiators
Sustainable forestry and chain-of-custody
Quality control and logistics reliability
Cross-Segment Targeting Priorities
High-fit customer profiles
Sustainability-led buyers with measurable targets
Customers seeking long-term partnerships and supply assurance
Innovation-oriented customers (lightweighting, circularity, low-carbon)
Key account strategy
Integrated offers across product lines where relevant
Joint development and technical service
Prioritize sustainability-led, partnership-oriented accounts; win through integrated offers and co-development
Positioning Architecture (Holmen)
Core brand position
Renewable materials and energy from responsibly managed forests—reliable, high-performance, low-carbon
Competitive differentiation themes
Forest ownership and traceability
Product performance and quality consistency
Long-term reliability and partnership mindset
Verified sustainability and compliance leadership
Go-to-Market Implications
Value proposition by segment
Performance + sustainability + supply security
Channels and relationships
Direct sales to strategic accounts
Partnerships with converters, distributors, offtakers
Pricing and contracting
Mix of long-term contracts and selective spot exposure
Premiums for performance, certification, and service
Metrics to Track
Segment performance
Margin by segment, customer retention, contract coverage
Sustainability impact
Certified volume share, customer CO₂e reductions enabled
Commercial health
On-time delivery, quality claims, net revenue per ton/m³/MWh