THE CHALLENGE - In the growing Automatic Identification & Security market, a leading U.S. defense contractor understood that his company must continually explore new business opportunities where its core competency can best be leveraged for both short- and long-term revenue growth. One such area of interest was the market for integrated physical security systems. With the increased awareness of potential threats to both commercial and government facilities, the revenue potential for integrated security systems could prove to be significant. The client realized that successfully penetrating any new market requires a thorough understanding of its opportunities and challenges and the factors driving its growth, and thus approached Frost & Sullivan for help.

THE PROCESS - Frost & Sullivan's research and consulting team tracks the security market on an ongoing basis and had the experience to identify key market measurements necessary to support the decisions that faced our client. The consulting team took a three-pronged approach, including a high-volume analysis of both the demand and supply sides of the market, and other market forces that directly or indirectly impacted the market.

THE SOLUTION - Frost & Sullivan found that the client's product would address many of the end-users requirements for a truly integrated security system. Once this was established, the team listed detailed step-by-step marketing and sales strategies, identified potential end-users  to be targeted, and the price points that would have to be put in place for penetrating the market. This was in addition to providing a detailed analysis on buying patterns, key decision makers, how consultants and system integrators influence the market, and the budgets that were typically allocated for these types of systems. The client informed us later that it was able to successfully implement the recommendations and increase its profitability.