Selected Key Contact Abstracts
Cetacean Networks, Inc.
Cetacean Networks, Inc was a startup company building components that could facilitate real time applications on the Internet. Matrix worked with them from pre-funding through their second round of venture capital financing. They needed to make a small number of very high level contacts in the telecommunications industry to validate their plans for series B investors. Matrix found ways to meet the key players, arranged meetings and developed the follow-up processes. This satisfied the investors and led to a significant second round of financing.
Selected Market Research Project Abstracts
Textron Systems Division (TSD)
TSD had developed, under government sponsorship, a new technology for the measurement of the physical properties of materials. They desired to make it a commercial success, but lacked the expertise to determine the real market needs and potential. They requested us to determine what were the best markets, what they would like to measure and how they should be addressed. We conducted a series of studies that identified a number of options for commercial market entry. The studies revealed several high-value applications and pointed the way for TSD to focus development activities and marketing strategy. We also worked with them on alliance building to enter these new markets.
ARC Technologies
ARC is a manufacturer of RF absorbent materials for the government and industry. They had developed a product to protect police officers from stray radiation associated with traffic speed measurement equipment. They had licensed this technology to a marketing organization with poor results. They then asked us to study the market for this product and determine if there was sufficient potential for additional effort. We conducted a survey of police and government safety and research organizations. The survey consisted of interviews by phone and in person with randomly selected police agencies and all of the government organizations involved. We determined that there was no really urgent need felt for the product, that technology changes were diminishing the potential hazard and concluded that further investment was unwise. ARC accepted the recommendation.
A Company Engaged in the Development of Intelligent Character Recognition (Company requests anonymity)
The company, a division of a larger corporation, had developed new technology for the automated recognition of handwritten characters on machine processed forms. They needed positioning information and knowledge of the desired characteristics from potential customers. We developed a comprehensive survey of industries and companies expected to need this capability (approximately 45,000 of 120,000) by mail and with follow-up telephone interviews. We determined that several commonly held assumptions about forms processing were not true and were able to rank the most important factors for specifiers and purchasers. The information provided a significant strategic advantage to the client.
Catamount Corporation
Catamount, a manufacturer of plastic fasteners, wanted a study of their distributors and competitors to prepare for expansion. We conducted a competitive intelligence survey and contacted about half of the affected distributors. We developed a matrix of the information and were able to show the client where they were weak and where they had an advantage. We subsequently learned that they already knew this information, but wanted independent verification, which we provided.
Defense Technologies Incorporated
Defense Technologies was engaged in developing, manufacturing and marketing aircraft security systems. They wanted to sell aircraft security systems to state governments for the protection of the governor. Matrix was requested to determine who provided air transportation for each of the 50 US governors and how security was provided. We developed a comprehensive list of the providers and security chiefs for their direct marketing effort, as well as their concerns and funding processes.
Aptos Corporation
Aptos performs services to semiconductor technology manufacturers. Their technology, while not new, is critical to the development of highly compact electronics. They wanted to know if the market potential for their service would support expansion of their facilities. Matrix conducted a market study that indicated a need for cautious expansion plans, tied to the development of new customers who were currently in the prototype phase with a product. It provided valuable data to help secure funds for their expansion plans.
Visible Inventory, Inc.
Visible Inventory makes hardware and software for inventory control. The wanted to better define the market and entry strategy for an upgrade of their products during the product development cycle to better focus their efforts. Matrix conducted a market study which confirmed their initial development assumptions. We then asssted them with strategy development and contacts with potential partners and distribution channels.
Selected Strategy Development Project Abstracts
Ascom Warren Power Systems
Ascom Warren, a division of a very large Swiss conglomerate, wished to develop an integrated strategic plan to provide options in the eventuality of sale by their parent company. We created a two day seminar on planning, followed by a two day coaching session in real plan development. The planning effort led to a new understanding by all of the senior staff about the functions that each performed and how it interacted with other groups. This insight resulted in a plan by management to purchase the company.
The US Navy
Faced with budget cuts and organizational realignment, a US Navy organization which managed communications for submarines, needed a strategic plan which would secure their existence. We combined an academic course of 16 weeks from Northern Essex Community College with planning sessions that resulted in their first group-developed strategic plan. It helped to prove that they actually served a cost-effective role in their command and secured their existence despite a subsequent merger with another command. We also assisted in developing processes for changing their operations to reflect the new realities.
Cetacean Networks, Inc.
Cetacean Networks, Inc was a startup company building components that will facilitate real time applications on the Internet. Matrix worked with them from pre-funding through their second round of venture capital financing. We assisted them in business plan development, market research and strategy, and initial business partner and customer contacts. .
Moore Digital Services, Inc.
Moore Digital provides high quality optical media services to wedding and event videographers and corporations. They wanted to develop a comprehensive plan to dominate their markets and secure financing to expand their facilities. Matrix assisted in these efforts and in addition found another key advisor for them. Moore is now recognized as a leader in their field.
Selected Proposal Development Project Abstracts
Kurzweil Applied Intelligence
Kurzweil Applied Intelligence (KAI), a developer of voice processing systems on the leading edge of the computer technology industry, desired to win a grant from the National Institute of Standards and Technology to further their R&D efforts. We formulated a proposal plan, coordinated the development and critiqued the effort and results. As a result KAI won over seven million dollars in Advanced Technology Program grants. The products they developed are now on the shelves of computer stores for retail sale.
Lau Technologies
Lau, a contract manufacturer of hardware for the defense industry, planned to expand their business scope by developing new equipment for identification and sensor management. Matrix Internationale coordinated the development of their first proposal and led creation of the logistical support organization, crucial to a winning position. Cancellation of the program by the government prevented a win. Lau learned valuable lessons for future forays into this new business area. Since then they have expanded into new areas, won other competitions and received several awards for excellence.
Selected Change Management Project Abstracts
The US Navy
Faced with budget cuts and organizational realignment, a US Navy organization which managed communications for submarines, needed a strategic plan which would secure their existence. We combined an academic course of 16 weeks from Northern Essex Community College with planning sessions that resulted in their first group-developed strategic plan and assisted them in developing processes for changing their operations to reflect the new realities. We used tools to identify the individuals and groups who would need special assistance to adapt and grow and helped to implement the process.
Lau Technologies
Lau, a contract manufacturer of hardware for the defense industry, planned to expand their business scope by developing new equipment for identification and sensor management. Matrix Internationale coordinated the development of their first proposal and led creation of the logistical support organization, crucial to a winning position. The change from being a build-to-print company into a design-and-manufacture company required some significant internal improvements and realignment. We identified the needs and facilitated the restructuring.
Lockheed Martin
During a major reorganization, Lockheed Martin, a major space transportation company, needed to realign responsibilities between their engineering, management and technical staff supporting and executing space launches. In response, matrix internationale developed a series of seminars and training sessions that helped each department and working level within the organization to better understand the roles, responsibilities, and challenges of others. This effort resulted in a smoother change transition without interruption to efficiency and safety during critical operations..
Selected Alliance Project Abstracts
The Federal Laboratory Consortium
The Federal Laboratory Consortium is an association of government laboratories that explore management and strategy issues of mutual interest. Because they needed to follow policy guidelines that required partnering with commercial businesses, but lacked the expertise to develop these partnerships, we were called on to present a seminar on the subject. Fifty organizations were in attendance. The seminar was well received and we followed this up with two additional sessions at subsequent gatherings.
Textron Systems Division (TSD)
TSD had developed, under government sponsorship, a new technology for the measurement of the physical properties of materials. They desired to make it a commercial success, but lacked the expertise to determine the real market needs and potential. In the course of our market research program with them, we identified the need for alliances in order to penetrate markets with which they were unfamiliar. We applied our process of identifying and qualifying partners and introduced them to several excellent candidates.