Strategic Technology Integration
Problem:
A two-year old venture capital funded start-up needed assistance to accelerate adoption of their
security technology by OEMs. The client needed to identify and close a multi million dollar OEM
deal that would result in a private label hardware and software solution that would validate their
solution to the market and influence direct customers.
Solution:
- The Masterful team provided OEM sales expertise and strategic marketing and
positioning expertise to at this revolutionary new and unknown security hardware and
software manufacturer.
- Successfully introduced our client to key decision makers at many leading technology
companies including Cisco, IBM, Extreme, Intel, Nortel, Secure Computing, Symantec
and others.
- Launched the OEM solution to the partners' sales and support teams worldwide
- Managed press and analysts activities to maximize visibility for the client and to enhance
industry exposure and market awareness of the solution
Results:
- Determined the optimum OEM partner for our client which met synergistic product and
strategic goals and closed the OEM deal in under 9 months
- Worked with the partners technical team to determine and specify the integrated product
solution
- Managed all contract negotiations and executive/legal discussions so that our clients
revenue and margin goals were met
- Provided project management expertise to both partner and client engineering teams in
order to meet an aggressive development schedule and to ship the product to the market
on time
- Current OEM contract is estimated at $20M in revenue over 4 years with additional
product opportunities on the horizon.
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