Market Leadership and Breakthrough Results: Success Stories
The key to being perceived as The Best Choice is to establish and maintain market leadership. Here are some key milestones on the road to market leadership:
..…To disrupt the status quo, you need to offer the market an alternative that is so compelling that not only do customers buy it, they enthusiastically tell people they know about it. Define an attribute around which you can build a buzz!
Success Story #1: NavChip
One such product breakthrough achieved under Mr. Browne’s leadership was the micro-miniature NavChip, the world’s smallest 6-DOF microelectronics IMU, which provided unparalled precision in a lightweight, low-power human-wearable inertial tracking system. Its development was an intensive multi-year effort leveraging a small internal team of inertial tracking and miniaturization experts with sophisticated outside manufacturing resources capable of producing this RF-insensitive, surface-mountable, chip-scale device.
..…establishing product credibility in the eyes of the market through third-party recognition. Analyst reports provide data, but nothing puts you out in front better than a Product Award.
Success Story #2: Network Computing New Product Award
T.C. helped create new product awareness and legitimacy in the eyes of the market for another new product breakthrough via Product Awards. Informal buzz and public recognition were created after he secured the “Network Computing New Product Award” for Gold Wire Technology’s Formulator line of infrastructure control appliances, which enabled companies that operated distributed networks and servers to secure those systems against unauthorized access while documenting their integrity for Sarbanes-Oxley compliance..
..…market acceptance. Add a high level of demonstrable service quality to a high quality product and you’ll get loyal repeat customers!
Success Story #3: North America’s most-extensive, highest-quality v.90 Internet access network
Quality service isn’t normally equated with a “breakthrough” but demonstrating that quality IS the door to market acceptance. At NaviPath, Mr. Browne led the way to building North America’s most-extensive v.90 Internet access network, reaching 96% of the population of the continental U.S. and Canada in 15 months from start-up and recording 100% core network uptime from inception. Service performance consistently equaled or exceeded the national carrier average while supporting over 50 million sessions per month on a 24x7x265 network, recognized by Network World as the Top ISP in North America in a tie with AT&T.
…..market interdependence, moving beyond being merely competitive to becoming the standard against which others are measured and upon which your market’s ecosystem depends.
Success Story #4: Installation in virtually every flight simulator operated by the U.S. and NATO and use in every animated production in Hollywood
As an example of translating market acceptance into market leadership, InterSense’s proven product performance and exceptionally-responsive service quality led to its systems being installed in virtually every military flight simulator operated by the U.S. and NATO. Their systems became the standard motion-tracking solution specified in competing bids by prime contractors. They established the same leadership in the entertainment world, being specified by directors in every animated production in Hollywood over the last several years. Once your ecosystem depends on you, it demands that you succeed!