Objectives:

How can our client help OEM’s bring products to market faster? What are the OEM market segments that they should focus on next?What product development/launch challenges exist at  various stages of the OEM sales cycle? What resources need to be applied to the roadblocks?

Methods:

Conducted in-depth interviews with decision makers and quantitative research with 300 OEMs to fully understand the decision making journey, and all of the challenges faced by an OEM along the journey to develop and launch new products that include embedded operating systems. 

Results: 

• Our client has increased market share significantly (~15%)  in the target market as a result of our work. 
• Validation of the stages, roles and customer interactions of the OEM Marketing and Sales stages, currently envisioned by our client, to accelerate embedded product adoption.  
• Determine the OEM customer’s challenges at various points during the stages of a product lifecycle.  
• Determined the  resources required  to best address the issues, enabling a shorter time to market for the customer. 
• Estimated  the price elasticity of key products in order to identify profit maximizing price