Case History #6 - Research led to increased market share and
subsequent acquisition initiative
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Company Type:
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Mid 8-figure
subsidiary of privately held U.S. based conglomerate with a large
European affiliate. |
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Company Profile:
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Long established telecommunications
company serving the regional Bell Operating Companies and inter-exchange
carrier market. |
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Technology MarketForce Tasks:
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Series of projects culminating in strategic
3-year plan. Research new trends for transmission, switching, and
network management requirements in the carrier market. Predict effect
of new technology introductions, and evaluate barriers to market entry. |
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Methodology Highlights:
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Obscure and complex market research
among a target audience whose general philosophy is not to divulge
information. Extract incomplete data and interpret its short and long
term ramifications. Also, consider "make versus buy" scenarios
and make recommendations accordingly including presentation to Board
of Directors. |
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Key Results:
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TMF recommended development efforts
applied to certain key new technologies, and new methods of network
managment. resulted in company achieving deep penetration and long-term
stability in RBOC community as a result of unique approach that matched
carriers own migration paths. Steady revenue and profitability increase
year over year. Over 100% growth. Company now using TMF services
to look for strategic acquisitions. |
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Main Benefits of Technology MarketForce
Involvement:
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TMF successfully comnpleted
a series of obscure market research projects, and provided innovative
interpretation of the results related to required product development
from the Client's point of view. Resultant system not only increased
market share among existing customers, but helped company withstand
aggressive competition from significantly larger companies already
present in Client's environments. |
