|
|
|
|
Value Proposition Validation
 |
|
|
 |
Is there was sufficient demand to justify migrating the current product line to
a new technology? |
|
|
What new products and services does the target
market require? |
|
|
|
|
|
|
Identified and sized current and potential market segments.
Developed iterative research methodology that
maximized the value of individual interviews
and minimized overall research costs. Contacted,
recruited, and interviewed industry experts,
officers at financial institutions, and prospective
users to understand market requirements and
relative value of potential capabilities.
Identified and ranked opportunities based
on anticipated demand, time-to-market, and
fit with client's mission. Summarized results
and presented findings to management team. |
|
|
|
|
| Uncovered
untapped potential for current product but
not enough to justify the investment required
to re-platform the product. Also, identified
demand for a new web-based solution that client
could develop quickly by leveraging existing
technology and capabilities. |
|
|
|
|
| Within
six months, the client launched the new product
and signed up four accounts. The firm projects
6-10 unit sales over the next 12 months driving
the new product line into the multi-million
dollar top line contribution. |
|
Target Market Identification
|
|
|
| Identify
target market and determine requirements for
management server that would provide data
security for wireless LANS. |
|
|
|
|
| Sourced,
reviewed, and analyzed secondary research
to size overall market and identify major
market segments. Created questionnaire to
validate target market and rank product requirements.
Recruited and interviewed industry experts,
early adopters, and prospective customers.
Analyzed shipments of compatible products.
Reported results. |
|
|
|
|
| Determined
that the more desirable enterprise market
was not ready to buy and recommended targeting
colleges and hospitals first. Recommended
focusing first on developing data security
and the capability to allocate shared bandwidth
to high-priority users. Recruited beta customers
who would be willing to testify to product's
usefulness. Launched publicity early to encourage
prospects to self-identify since early adopters
were hard to find. |
|
|
|
|
| Succeeded
in recruiting Microsoft and Lasell College
as beta customer. By proving its ability to
generate early revenue, company succeeded
in raising a second round of funding in late
2001. |
|
Evaluation of Joint Venture Opportunity
|
|
|
| Evaluate
joint venture opportunity. |
|
|
|
|
| Developed
methodology for validating third party administrator's
claim that it could deliver significant market
share to health care software firm based on
its own growth forecasts. Interviewed human
resource executives, insurers, and consultants
to segment market and ascertain buying criteria
and buying behavior by segment, including
demand for proposed reporting package. |
|
|
|
|
| Determined
that potential partner would not dominate
the market in the near term and could only
deliver its existing customer base. Concluded
that client would derive greater benefit from
alternative investments unless prospective
partner paid full freight. |
|
|
|
|
| Client
declined offer to enter into joint venture
relationship with payer freeing development
funds for more promising opportunities. |
|
|
| Sign
up now to on ways you can
accelerate revenues. Or, schedule a free
consultation to determine the
single most effective action that you can take now
and accelerate revenue right away. |
|
|
|
| |
|
|
| BB
Marketing Plus stepped us through a process
that
helped us identify our target market and
a winning
selling proposition. This led to our signing
on
Microsoft as a reference account— which
won us instant
credibility." |
David
Crosbie
Founder
Bluesocket |
|
|
| |
|
|
