A NEW MARKET
Client: Leading manufacturer of office and electronic publishing hardware and software
Client Objectives: Introduce a line of three consumer-market printers to the marketplace, and ensure that third-party dealers and VARs can adequately support the product line.
Issues: The client was a recognized leader in high-end laser printer technology, but lacked a structure to support the consumer marketplace.
Existing print documentation for the three printers amounted to over 3200 print pages, two-color and highly graphic.
Because of the cost of storing and shipping this amount of documentation, the client was seeking alternatives. Additionally, the client came to realize that third-party dealers and VARs had neither the space to store so much print documentation nor the time and expertize to access it.
They typically supported three or
more other other printer manufacturers in addition to the client. Support typically took
the form of "hotline" calls from potential customers asking for product
information and printer users demanding immediate troubleshooting assistance.
Business Results: The client reports significant benefits from having multiple audiences with access to a common information source. This resulted in:
|Curriculum Assessment Tools|
|New Technology Adoption|
|Develop Customer / Client Partnerships|
|Project Management Methodology|
|Introduce a New Product|
|Enter a New Market|
|Introduce a New Information System|
|Change the Sales Approach|