IS&Ts business consulting services are designed to help clients deal with the variety of small and larger challenges they will meet when entering the US market. The service is a step-by-step analysis and planning process that provides clients with a roadmap for introducing their product to the US market.
The service starts with an analysis of a client’s product. IS&T reviews the product’s feature set and compares it to the feature sets of comparable products in the US market. The analysis identifies product strengths and weaknesses, ideal use cases, and the potential for unbundling the product to allow an “a la carte” approach that can increase value by making it easier to work with ecosystem partners and allowing customers to focus only on components for which they have immediate need. IS&T will also assist with “eco-system development,” creating individualized value propositions for complementary products/solutions that work with or around the new product. This kind of strategy converts technology market stakeholders into partners and is essential in go-to-market planning, especially if the product is not a stand-alone solution.
IS&T then builds pricing around defensible logical attitudes about the niche market in question. It not only identifies, quantifies and articulates “intangible” product values to strengthen the ROI position, but it also aligns and un-bundles ROI to benefit the ecosystem of complementary technology partners.
These elements help the technology industry (tech analysts, financial analysts, value-added resellers [VARs] and customers) understand why the product is better than others on the market, why it moves the market and how it enhances other complementary products already on the market.
IS&T also reviews the product’s potential US market space to find the appropriate market segments to target. The result of the review is a set of recommendations for:
- The initial and subsequent target market segments for the product
- A minimal set of features required to enter the US market
- A two-year product feature roadmap
- A plan for managing the logistics of offering a product in the US market. The plan includes a product launch plan and a plan for building a sales and technical support channel.