Optimise4

South West Software Company - Route to Market Consultancy Program

Objective: To identify the overall market attractiveness for a range of technology products designed to address the problems experienced by systems integrators while delivering complex and challenging IT projects. To establish routes to preferred markets that would lead to the development of a growing sales pipeline and ultimately the securing of new business.

Activity: The client engaged Optimise4 to provide 3 months strategic management consultancy working closely with the clients management team

Services: Optimise4 conducted market research and analysis of product demand. Appointments were arranged with high profile blue chip systems integrators from the Defence industry. Product demonstrations were undertaken to highlight how some of the common issues experienced by systems integrators could be resolved using the clients solutions.

Outcome: Optimise4 identified potential customers who had an immediate need to effectively manage projects in terms of time, cost and specification. Routes to the target customers were identified including using the Optimise4 network, appropriate exhibitions and conferences, relevant trade associations and technologies working groups. An implementation plan was produced to access the identified routes with supporting literature and marketing material.

Value: Optimise4 provided expertise in defining potential markets, size and levels of investments required and an objective and challenging focus particularly in respect of to the product positioning and value generation. In addition Optimise4 introduced and coached the client, focussing on useful models and approaches for identifying customer value and for delivering effective customer presentations.

Comments: A recent telemarketing campaign had proved largely unsuccessful although it did identify Optimise4 and, therefore, had proved to be a good investment. Managing Director Hawkgrove Ltd