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View Case Study
One
of the largest drivers of the growth of the
communications and technology sectors during the latter
half of the 1990's was the rapid growth of technology.
However, the challenges associated with the bursting of
the ‘Internet bubble’ have had repercussions on the
developers of new technological solutions. Spending
constraints have resulted in a more demanding set of
customers and a more difficult sales process for
vendors.
Today’s developers of
technology solutions often have attractive options to
deliver to prospective customers. But, given the
cautionary marketplace we find ourselves in today, there
is a common need to demonstrate the financial viability
of technology in addition to the technical aspects of
today’s system approaches. The Shpigler Group works with
clients to develop their solutions and bring them to
market. Furthermore, with our proprietary financial
modeling approach, we are able to translate features and
functionality into dollars and cents that can be used to
support market strategies. The Shpigler Group works with
system developers to identify ways to make them more
viable in today’s demanding marketplace.
Some common areas where our clients have sought our support
include:
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Developing go-to-market
strategies for emerging technologies
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Supporting product development
and engineering efforts
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Identifying strategic
partnerships that can aid marketing efforts
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Performing system integration to
implement project development
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Developing financial modeling
tools to document financial viability of new
technology approaches
Below is a sample of some of
our work in new product strategy:
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Developing business case in support of developer of
new wireless technology. Calculated market potential
of new ‘smart antenna’ product and developed
go-to-market strategy. Projected sales rates based
on a variable pricing scheme and developed optimal
pricing strategy. Outlined market potential of
various segments of the world’s cellular service
providers and the market opportunity for attacking
each segment of the world.
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Developing business case in support of market
campaign of wireless equipment vendor. Developed
business model that translated system capabilities
of new wireless infrastructure product to
demonstrate the potential ROI that could be achieved
by prospective customers. Highlighted financial
advantages of adoption of product line in support of
company’s marketing objectives.
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Supporting telecommunications
company’s entry into new broadband access market
opportunity. Developed roadmap for well-established
telephone company to expand into new markets by
tapping into new technical solutions. Developed
financial modeling tools to develop strategy to
pursue new market opportunities and to support
contract negotiations with infrastructure owners.
Identified four distinct areas of contract
negotiations and performed sensitivity testing on
importance on business case potential for each one.
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Developing a cost model for a global developer of
passive fiber optic network systems. Conducted
financial analysis to determine value proposition
behind customer adoption of proposed PON
architecture in broadband access deployments.
Developed financial model that demonstrated
financial characteristics associated with fiber
backbone deployment in support of networks involving
Wi-Fi, FTTH, and BPL as last mile.
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Developing a competitive analysis and go-to-market
strategy in support of a new steerable antenna.
Identified key market segments and profiled critical
market opportunities existing within each. Detailed
overall marketing strategy and cost points needed to
be realized to achieve market success.
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Developing go-to-market strategy on behalf of
developer of new version of Broadband over Power
Line technology. Prepared business plan for emerging
BPL vendor seeking to deploy system for transmission
lines. Arranged for discussions with complementary
BPL vendors and communications service providers in
support of comprehensive channel strategy.
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Developing franchise strategy for metropolitan area
network communications service provider seeking to
enter into agreements with nearby utilities to
develop Broadband over Power Line strategies.
Identified top 35 markets for entry and highlighted
financial viability of each market. Highlighted
partnership structure issues and identified
viability of various operating structures.
The Shpigler Group will
work with clients from beginning to end, identify
resources needed, and design a solution that fits with
your specific needs. Please contact us at
info@shpigler.com to find more about how we can help
you succeed.
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Benchmarking
Economic Development
Feasibility Studies
Financial Analysis
Market Analysis
New Product Strategy
Pricing Analysis
Strategy Development
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