Enquirer Consulting Group

Reachable Buyer Map

Prepared for Michal Vrubel · ComAp · August 2026
ComAp sells a component that lives inside somebody else's machine, which means the market is not one audience but several, and they buy on completely different clocks. A controller can be designed in once and shipped for a decade, or swapped out on a Tuesday because a fleet unit failed. This map covers where those buyers sit across Europe, who signs in each group, and roughly how many companies are there. It describes the market rather than your business, and there is nothing to buy at the end of it.
Generating set packagers and engine OEMs
The design-in buyer. A decision here is a platform decision that carries for years, which makes it the slowest sale on this page and the most durable one. Small by company count and heavy by unit volume.
Who signs: engineering or technical director, head of product development, controls and electrical engineering lead, technical purchasing.
700 to 1,000
European companies that package or manufacture generating sets and engine-driven power units
Switchgear and control panel builders
The layer that physically wires the controller in and, on a large share of projects, chooses which one. Numerically the biggest group in this market and the one least likely to appear on an equipment maker's account list, because they are suppliers to the project rather than customers of the brand.
Who signs: technical director, panel engineering manager, design office lead, procurement manager.
4,500 to 5,500
European electrical panel and switchgear builders working in power generation and distribution
Power rental fleets and standby service firms
The replacement and retrofit buyer. They run installed plant, they carry spares, and they decide in days rather than quarters because a unit is out of service while they think about it. Completely different conversation from the OEM one, and a completely different person.
Who signs: technical or fleet manager, service and aftersales director, workshop lead, managing director at the owner-run end.
2,000 to 2,600
European generator rental, hire and standby power service companies
Mission-critical facility operators
Data centers, hospitals and banks: the people who own the consequence of a failed start. They rarely buy a controller directly, but they set the standard their contractors have to meet, and they are the segment where remote monitoring and reporting is an easier sale than the hardware itself.
Who signs: head of critical facilities, engineering or M and E manager, head of infrastructure, standby power specialist.
1,900 to 2,400
European data center operating companies; hospital groups and banking estates sit above this and are counted country by country rather than centrally
Marine: yards, integrators and fleet technical teams
A smaller world with a longer memory. Class rules, emissions work and hybrid propulsion have reopened power management decisions that had been settled for years, and the same handful of electrical integrators appear on most projects.
Who signs: electrical superintendent, newbuild project engineer, technical superintendent, systems design engineer.
600 to 900
European shipyards, marine electrical integrators and technical ship management firms
Storage and microgrid integrators
The fastest-moving group and the hardest to find. These companies file under electrical contracting, renewables or engineering codes, never under storage, so the trade register describes what they used to do rather than what they now sell.
Who signs: head of engineering, systems architect, project development lead, technical founder.
No clean register
identified company by company from project and grid-connection activity, which is exactly why the segment stays underworked

Where the openings are

1
Two clocks, and only one of them is usually covered. Designed-in at the OEM is a multi-year product decision. Replacement, retrofit and upgrade at panel builders, rental fleets and service firms happens continuously and is settled by a different person with a different problem. A channel tuned to the first is silent about the second, and the second is where the larger company count sits.
2
The specification is written months before anyone asks for a quote. On critical power projects the control platform is often named in the consulting engineer's specification long before a purchase conversation exists. That population is small, reachable by name, and almost never worked as an audience by the manufacturers whose products they are specifying.
3
The storage and microgrid layer is where bought lists run out. Because these integrators are registered under the trade they came from, anyone buying an off-the-shelf list reaches electrical contractors and misses the companies actually building hybrid plant. Working that segment takes identification rather than purchase, and that difficulty is the reason it is still open.
Built from public market data covering European companies registered in these trades, current to 2025. Counts are banded deliberately, because trade codes are self-reported and a company that does two things is filed under one of them. Very small and owner-only firms are under-represented in this data, so these figures describe established companies rather than the whole market.
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