Project Experience

Price & Cost Structure

Client Situation
Our client, a venture-backed software product developer, had experienced some recent losses from a new player in its market. Coming from New Zealand and only recently having received a venture capital infusion in support of its North American marketing activities, this player was inscrutable to our client.

Fuld & Company's Approach
Fuld & Company embarked on a research effort intended to demystify this new competitor and explore its true strengths and vulnerabilities. Talking with its current and prospective customers, its venture backers and new hires, along with established system integrators, we were able to understand the true nature of the competitive threat posed by this player. The client's particular interest centered upon obtaining a clearer assessment of the competitor's pricing model for its products and services as well as evaluating its cost structure (using developers situated abroad for baseline comparisons).

Benefits and Implications
Our efforts provided a baseline of intelligence that the client has continued to build upon and use to create a more effective sales and marketing process. For more information please contactMark Ferri at mferri@fuld.comor 617 492 5900.