Focus Customer Profiles: Profile customer requirements through research and interviews to clearly define needs by segment.

Example:
Emerging IP-Automated Call Distribution Systems Company Must Evaluate Its Customer's Requirements

D-Side Advisors worked with an emerging IP-Automated Call Distribution (IP-ACD) vendor who wanted to clearly define the potential customers for its proposed IP-ACD product. As the telecommunications world is moving from a circuit switched to packet switched the client saw a new set of customers (e-commerce companies) and requirements emerging (customer service being not only voice but also e-mail centric). D-Side Advisors worked with this client to:

•

Develop a prospective customer and infrastructure questionnaire to evaluate the product and market issues of customers and infrastructure (i.e. VARs, Systems Integrators, Distributors, etc.) members.
• Interviewed potential customers, VARs, System Integrators and Distributors regarding the IP-ACD product.
• Synthesized the findings into areas of convergence and divergence relating to the client's existing product and market strategy.

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