| BB
Marketing Plus has the high technology industry
expertise and contacts to identify, develop and execute
the marketing programs that will motivate your prospects
to buy. From
Fortune 500 firms to start-ups, our clients include firms
that market enterprise software, workflow solutions,
data
communications technologies such as data security, gateways
for wireless LANS, videoconferencing, speech recognition,
and interactive voice response systems (IVR), and applications
software to the financial services and health care
industries.
Case Study 1:
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| Identify
target market and determine requirements for
management server that would provide data
security for wireless LANS. |
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| 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. |
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| 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. |
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| 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. |
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Case Study 2:
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| Evaluate
joint venture opportunity. |
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| 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. |
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| 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. |
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| Client
declined offer to enter into joint venture
relationship with payer freeing development
funds for more promising opportunities. |
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