High Technology Practice Group
High technology businesses compete in complex, dynamic markets. Typically, technology innovators face an enormous marketing challenge as they work to prevail against the status quo, multiple competitive options and a prospect's budget constraints. FSI assists clients and risk capital investors with the development of strategies and alternatives for maximizing the growth potential of technology-based businesses within the context of:
FSI's High Technology Practice Group provides strategy assistance to clients in information technology and other technology sectors. We help our high technology clients enhance the growth and profitability of their ventures by addressing the market opportunity, basis of competitive advantage, business model profitability, and optimal marketing mix. The High Technology Practice includes clients in:
Development Tools Software
Computer Hardware, Peripherals and Components
Internet/Electronic Commerce Infrastructure
Fletcher Spaght's High Technology Practice works with the senior management of its technology and Internet clients and their risk capital investors to:
FSI's High Technology Practice Group has completed numerous engagements throughout information technology, telecommunications, and other technology-oriented areas.
Specific examples of how we have assisted high technology clients include:
Technology Commercialization Strategy
After funding dozens of product development efforts, a research laboratory of a major computer systems manufacturer identified fifteen development-stage projects having commercial potential. FSI evaluated the fifteen projects and helped select five projects for business plan development leading to licensing or spin-off, and recommended an appropriate course of action. As a result of FSI's evaluation, two new companies will be formed.
FSI assessed the commercial opportunity, marketing strategy, service quality, and profitability projections of a provider of telecommunications consulting services for a leading risk capital firm. Subsequent to FSI assessment, the risk capital firm made the investment and the acquired firm went public in under two years.
A manufacturer of high-resolution imaging display boards was considering a major investment in high-resolution flat-panel displays as an alternative to monitors supplied by other vendors. Management was concerned about the impact that introducing these products could have on the revenue stream for its existing products. FSI provided the substitution analysis that gave management the information needed to recommend and obtain board approval for the investment.
Market Research/Competitive Analysis
A developer of e-commerce supplier-side content management solutions engaged FSI to help them reposition their company to better address customer-specific needs, and differentiate their solutions from those of their competitors. FSI performed extensive market research with current customers, lost prospects, and competitors. We performed competitive analysis on product offerings, sales approach, and comparative positioning and recommended a revised strategy and a comprehensive action plan which were successfully executed by the company. With FSI's assistance, this client achieved improved results and significant increases in shareholder value.
A computer components manufacturer was experiencing channel conflict among its internal salesforce, direct salesforce, and indirect sales organizations. FSI performed market research, conducted competitive analysis, spoke with relevant internal and external members of the sales organization, and made strategy recommendations to management. As a result of our work, the client developed and implemented a revised sales referral process and compensation plan as an incentive for all parties to act in the best interest of the company and its customers.
Product Positioning and Pricing Alternatives
A provider of Web applications development tools asked Fletcher Spaght to help them evaluate a radical change to their product and positioning strategy. FSI performed competitive analysis and extensive customer market research to assess customer reaction to the change and the impact of such a change on the client's financial results. Following the research effort, FSI recommended a revised product pricing structure based on application utilization. The client implemented the new growth strategy and completed an IPO the following year.
An established supplier of digital telephony systems asked FSI to help them assess the opportunity for broadband/Internet access, messaging, and telephony in a single integrated server package designed for small business distribution in conjunction with broadband service providers. FSI conducted market research and competitive analysis, contacted potential partners, and generated a comprehensive business model suitable for presentation to potential funding sources and partners.
A provider of call center services developed an advanced service offering incorporating Internet-enhancement to traditional in-bound and out-bound telemarketing. The capability appeared to be applicable to a number of promising market segments. FSI evaluated the relevant market segments and developed a prioritization and penetration strategy for the most promising segments. This strategy allowed the client to focus on the most attractive opportunities and expand their customer base to other industries.
FSI's High Technology Practice Group has completed numerous engagements in Internet and e-commerce businesses, hardware and software, telecommunications, instrumentation, and materials.
Internet market research
Retail sales channels
Retail transaction portals
Cyber security applications
Development tools for Web
Development tools for e-commerce
Document security technology
Frame relay switches
Wireless/remote access devices
Optical character readers
Computer Hardware/ Peripherals and Components
Fine line PCBs
Holographic data storage
Voice recognition boards
Call center applications
Fiber to the home
Metropolitan access networks (MANs)
Wireless infrastructure equipment
Global positioning systems
Microwave test equipment
Millimeter wave sensing
Optical emission spectroscopy
Semiconductor process test equipment
e-commerce retail portal
EDI-Web transaction processing
Application service providers
Healthcare data services
Help desk software/services
Systems validation and verification
Telecom market research
Network operating systems
Network systems integration
Ceramic matrix composites
Metal matrix composites
Thermal barrier coatings
ASIC design & simulation
Natural language SQL query
Object oriented programming
Open source development (ZOPE)
CAD/CAM file maintenance
CAE CD-ROM publishing
Medical image management
Photograph image editing/drawing
Real estate image database
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