Demand Space Analysis – The Key To Building An e-Commerce Business Plan 2026 And The Role Of GTG CRM

When “discounting” is no longer a strategy, but just a market reflex

2026 is predicted to be the most competitive period of the Vietnamese e-commerce industry.

Advertising budgets are increasing, consumers are changing their behavior faster than ever, and The “discount – promotion” model has reached its ceiling of effectiveness.

In that context, brands are starting to shift to a new approach: deeply understand the purchasing motivations and the real demand space of consumers (Demand Space).

This method helps businesses answer three fundamental questions:

What needs are customers buying for (functional vs emotional)?
How much are they willing to pay for each usage situation?
And where is the “white space” – the space market gap that brands can exploit?

Demand Space – A New Growth Map for E-commerce Businesses

Demand Space is more than just a market research technique.

It is a strategic lens that helps businesses identify the consumer “purchase moment” when needs, context, and emotions intersect.

Instead of just segmenting customers by demographics or income, Demand Space goes deeper more:

Why they buy (motives, goals, emotions).
When they buy (usage situation, timing, environment).
How much they are willing to pay (perceived value vs. actual value).

From there, brands can reposition products, restructure portfolios, focus investments on segments with the highest profit margins.

Case Study: Shampoo Industry – When Data Shows Untapped Demand

Step 1 – Analyze Demand by Value Segment (AOV)

E-commerce Data 2024–2025 Shows Shampoo Industry Has a Clear Diversification in Order Value (AOV) and Demand:

Important Insight:

Consumers are willing to pay more for solutions that solve deep problems, but remain price-sensitive with the basic line.

Strategic Implication: Brands that want to increase AOV must position their products at the Premium level, in parallel with educational content strategy content education helps consumers understand the value of “specialization”.

Step 2 – New growth space: Anti-Hair Fall

Segment Anti-Hair Fall is “hot spot” on e-commerce platforms (Shopee, Lazada, TikTok Shop).

Actual data:

Top 5 leading brands are all domestic: Nguyen Xuan, Giot Lanh, Cocoon, Nam Nung, Pura d’or.

Giot Lanh increased 2.5% market share in just 1 year, reaching a total of 3.2% and surpassing many major competitors.

This brand covers from Mainstream to Super Premium, helping to reach a diverse customer base and optimize marketing costs.

Expert analysis:

Giot Lanh is successful thanks to:

Reading Demand Space correctly: “I want a natural, safe product that can be used for a long time for my hair weak.”

Control the value chain – from content, sales channels, to after-sales service.

Nurture trust through real reviews and the message of “hair care from the root”.

Step 3 – Winning Strategy for Demand Space: L’Oréal Paris in the Damage Repair segment

In contrast to the domestic group, L’Oréal Paris dominates the segment Damage Repair (damage repair) – where profit margins are high best.

Results 2024:

Growth +2.2% in Super Premium and +0.6% in Massstige, bringing total market share to 3%.

Leadership in brand equity and conversion of premium customers thanks to “hair restoration science” positioning.

Notable:

Market gap remains in Super Premium, where consumers look for “certified product lines or exclusive technology”.

This is the “white space” – a new opportunity area for domestic brands or startups making specialized care products (following the trend of clean beauty, organic haircare).

GTG CRM – A platform to help businesses convert Demand Space into real action

Demand Space analysis is only truly valuable when businesses have tools to turn insights into measurable campaigns.

That is why today’s big brands – from FMCG, cosmetics to F&B – are all moving from manual marketing to systematization with CRM & automation.

GTG CRM helps businesses operate Demand Space through 3 main layers of capabilities:

Integrating customer data – Reading the right needs behind behavior

GTG CRM gathers all data from Facebook, Zalo, TikTok, website, email, store on a single platform.

Each customer is “packaged” according to behavior, source, AOV, and status purchase behavior.

Businesses can easily create their own Demand Space (for example: group “buy for hair loss”, “buy for hair restoration” ) to make appropriate product, price and content decisions.

Deploy precise campaigns – Marketing according to the demand journey

Landing Page AI: quickly create landing pages according to each need (Anti-Hair Fall, Damage Repair…).

Automation Workflow: send automatic email/SMS/Zalo series to each different Demand Space.

AI Ad Generator: suggests ad titles & descriptions that match each user behavior.

For example:

People in Demand Space “Anti-hair loss” will receive content about “Nourishing hair from the root – reducing hair loss in just 7 days”.

While the “Repairing damage” group will see the message “Healthy hair from the inside – thanks to Aminexil™ recovery technology”.

Measure – Optimize – Forecast growth

ROI Dashboard: track performance by each Demand Space.

CRM Report: Measure the conversion rate of each behavioral group.

AI Forecast: Predict the next shopping trends by season and holiday.

Therefore, Demand Space is not just a insight report, but becomes a specific action chain to help optimize sales, increase ROI and reduce budget waste.

Conclusion: From Demand Space to GTG CRM – A strategic pair for the e-Commerce era new

The upcoming e-commerce market will no longer be a “playground for who has deeper discounts”, but a race for who understands customers more deeply and responds faster.

Demand Space analysis provides strategic depth, while GTG CRM provides operational and measurement power.

This combination helps businesses:

Identify the right “where to win” (Right Demand Space).
Create “content and offers for the right people” (Right Message).
And measure “true ROI” (Right ROI).

When strategies are built on data and technology, growth is no longer an accident — it is a result of systems.

GTG CRM provides comprehensive support for your Demand Space strategy and future e-Commerce growth.

From landing pages, content, CRM to automation and ROI reporting — all in one unified platform.