| |
Home
Potential
clients
My
work
Client
results
Research
Published
papers
Guest
lectures
They
said it!
Resources
Contact
|
|
 |
|
 |
|
|
| Client
results |
I
have helped launch new products, companies, and fields
which have become worth more than ten Billion dollars. |
|
|
Case studies
I compete on the
basis of payback and results delivered.
Marketing is an
investment, just as engineering is an investment. The payback from these investments may be quickly apparent. Occasionally,
it may take time to fully appreciate the payoff. Since I have been in practice for more than twenty years, many of the results are
now clear and the payback can be quantified.
Although
my work is confidential, a few companies have agreed to share their payback and results. I am pleased to welcome the first
half-dozen to this web site.
|
|
 |
Cytyc
Startup
to $6.2 Billion acquisition. Motivated
multi-million dollar funding to help launch a new biotech field, automated PAP smear preparation.
"Deadly
accurate!" customer interviews. Early Market Research, in advance of engineering, identified profound changes from the
initial product concept; steering engineering to create the first significant improvement in cervical cancer screening in over 50
years with 65% more disease detection.
Testimony before
Congress resulted in new legislation.
View the case
study.
|
|
|
 |
Brooks Automation
Repositioned
Brooks for dynamic growth: sales climbed more than 100-fold; from stagnation under $4 million, to more than $500 million. A $2.1
million investment grew to a market capitalization of $1.6 Billion.
Re-started the
marketing department as VP of Marketing. Crystallized basic customer needs and the benefits that Brooks delivered, providing
customer-oriented direction to engineering.
Helped launch a
new field, cluster tooling. "Dynamite!"
View the case
study.
|
|
|
 |
Phoenix Controls
VP of
Marketing helping to launch a new firm dominating their market. Aided in the creation of a new field, variable air volume (VAV)
control systems.
Steered Phoenix
to simple product changes that resulted in decisive market viability, product differentiation, and patents for a defensible
position. "Your key contribution was the Market Research that gave us a handle on where to go."
View the case
study. |
|
|
 |
Veeco
Primary
Market Research to validate a proposed new product saves Veeco $1 million and 18 months. Surfaced the facts about the real
customer needs - Veeco had the wrong strategy.
View the
case
study. |
|
|
 |
Kodak
Employed
the
Marketing/Engineering Investment Ratio™ as a management tool. Installed methods, processes, and tools for a new opportunity
selection process.
"You
identified our problem, and our solution, in the first hour!"
View the case
study. |
|
|
 |
Acugen Software
Catapulted
an entrepreneur to world market dominance in 18 months with no capital and no sales force! Drove their competitor, with a
50-person sales force, to withdraw.
"You
engineered my secret weapon!"
View the case
study. |
|
|
