Client Success: New Software Product Market Analysis
Client: A major provider of software and services
Problem: A new product was being developed to more easily connect
disparate information sources within large corporations, providing
enhanced visibility to the corporate information. Implementing the
solutions with the new product required the involvement of software
developers. Although the product was under development, the true
market opportunity potential was not known, incremental product
pull-through sales were expected but not quantified, and who the final
decision makers in large corporations were for this type of product was
also not well understood. The specific key strategic levers required for
success in the market had not been identified
Approach: Hundreds of existing research reports and market data were
reviewed and analyzed. Relevant information was extracted,
consolidated, analyzed, and merged to provide answers to the
problems faced by the client.
Results: A report was generated to quantify the overall market and
product pull-through financial opportunity by customer segment, identify
key customer decision makers and influencers, analyze and prioritize
potential channel and customer segments, map the product purchase
process and identify any blocking issues for market success. Key
strategic levers were identified and prioritized to direct activities required
for market success