Recent Experience in Computer Hardware and Software

Evaluation of the international strategy for a major software company: A software company that had grown rapidly by acquisition was seeking help in determining how to best pursue international opportunities. The company was highly divisionalized, and had a separate international sales organization which had only limited staff. Extensive interviewing with management and review of market information revealed that international opportunities were potentially more significant for the company than domestic opportunities. Hamilton Consultants recommended a major infusion of foreign nationals into the company, and a building of offices in Europe and Asia, coupled with a clearer definition of responsibilities for international development between the international department and the business groups.

Assessment of IT applications in retail and wholesale distribution for an IT provider: For a major provider of IT (information technology) products and services, Hamilton evaluated current developments in retail and wholesale distribution, with an emphasis on the costs of underlying business processes. Hamilton staff interviewed senior executives in a number of important retailers and wholesalers, as well as drawing extensively from secondary research. From this analysis, Hamilton identified the major IT applications over the next 5 years which showed the most promise for cost savings and increasing consumer satisfaction.

Redesign of direct sales and marketing approach for a high-end vertical market software and services provider: After researching the client's complex selling cycle and the roles of multiple decision-makers, Hamilton developed a comprehensive account management approach to focus limited resources on the best opportunities and the right purchase influencers. Deliverables included top-down account management strategies and budgets as well as detailed and segmented promotional, creative, pricing, and offering plans.

Development and implementation of a market launch campaign for a new high-end software development tool: After evaluating the needs and priorities of current customers and prospects, Hamilton developed and implemented a market launch campaign for a major revision of a six-figure-priced software tool. Deliverables included pricing strategy, promotional strategy, trade show announcements, brochure copy and design, and highly-targeted promotions to key decision-makers.

New business development in IT and facilities outsourcing for a major telecommunications provider: Over the course of four months, Hamilton explored how to leverage the core competencies of the internal computer and telephony department of a major telecommunications company. Hamilton staff examined nine different outside commercial opportunities including facilities management, system integration, and vertical network clearinghouse applications. Ultimately, the company entered the outsourcing business, in part as a result of this study.

Strategy development for a leading IT strategy consultant: For a billion-dollar consulting arm of a major global computer equipment and services corporation, Hamilton developed a strategic vision for how network computing technology will transform the Telecommunications industry and developed a strategy for how best to create business opportunities from this transformation.

Restructuring of the sales and marketing approach and organization for a technical PC-based software publisher: After researching the changing needs of the client's customers and working with its chief scientist to redesign product offerings and pricing, Hamilton developed an account segmentation approach to clearly define and optimize the roles played by direct marketing, telephone sales, and field sales. Hamilton identified and helped implement changes in marketing and sales processes that were necessary to effectively sell the new products. In addition, the team advised senior management on the redefinition of sales territories and reorganization of the sales force.

Competitive analysis of the sales organization structure for several major computer systems manufacturers: For a large systems manufacturer/integrator contemplating a reorganization of its sales force, Hamilton analyzed the sales organization structure of three similar firms that had recently reorganized. We benchmarked these firms' alternative approaches and provided insight into their relative advantages.

Market "due diligence" for the acquisition of a company providing software to the cellular industry: For a major non-U.S. investment firm, Hamilton evaluated the market acceptance of the company. The team interviewed cellular and PCS carriers, switch manufacturers, and other industry experts, and determined that the candidate's software and management had excellent reputations. Later, Hamilton was engaged directly by the company to evaluate potential for its suite of software products. Hamilton staff conducted telephone interviews in North America, Europe, Asia, and Latin America to help support the revenue forecast of the company.

Investigation of potential commercial markets for a mobile commerce application: For a software company with a proprietary application for facilitating m-commerce across a number of hardware platforms, Hamilton prioritized target industries and commercial customer groups within those industries. Based on Hamilton's customer research, analysis, and inquiries, the company refocused its sales and marketing efforts to target third party service providers.

Due diligence market assessment for private equity investment in an electronic imaging software company: Hamilton assessed the market opportunities and revenue forecasts of a company producing software for paper to electronic conversion and for the processing of highly compressed, high resolution images. The team interviewed current customers of the company and current and potential investors, as well as conducting extensive secondary research into market opportunities. Based on Hamilton's analysis, the firm made the investment, but at a lower valuation.