THE CHALLENGE - A large Communications Infrastructure & OSS/BSS equipment vendor was entering a new segment of the market and looking to gain brand recognition quickly in a competitive and mature market. While the company had an excellent product, it was challenged because, unlike its major competitors, it did not have a solid base, brand recognition, reputable clients for references, nor a product that had been tested and used for decades.

THE PROCESS - Frost & Sullivan's research and consulting teams evaluated the vendor's product, pricing, distribution, and promotion strategies to determine whether the company had the foundation to remain in the market for the long-term. Once a thorough assessment revealed that the company could stand the test of time, Frost & Sullivan conducted in-depth discussions with beta customers to evaluate their reaction to the approach and determine if they were satisfied with the solution.

As a result of this analysis, Frost & Sullivan established that the client would be able to quickly achieve a return on its investment. Once the due diligence was performed, Frost & Sullivan developed a research article that discussed business challenges, including case studies, and presented the features of the solution. The article also evaluated potential roadblocks for the vendor and included information about possible approaches to overcome them.

THE SOLUTION - The company utilized the information gathered to facilitate discussions with partners, distributors, and customers, and as a third-party validation of the value of its solution. Additionally, a Web seminar was conducted with the vendor to an audience of potential customers to gain interest in the technology and generate solid leads for the company.