Transcript Midterm Presentation

Midterm Presentation
KATIE KELLY
MICHAEL CRUMP
JAKE ZHANG
TREY CLINTON
AUSTIN BROWNING
Role of Marketing 437 Team
Students at the University of Alabama Sales Program were delegated the
responsibility of commercializing a new technology developed by the
Office for Technology Transfer (OTT)
Activities include:
 Prospecting clients using a databases and research methods
 Contacting prospects via e-mail and telephone
 Participate in teleconferences with prospective buyers
 Maintain communication and relationships with key prospects
Industries
The industries we chose to pursue this technology in were:
Entertainment
Medical
Telemedicene
Surgical Supplies
Military
Busienss Communications
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Technology – Name
Full name of technology:
Multi-layer Integrated Unequal Error
Protection with Optimal Parameter
Determination for Video Quality GranularityOriented Transmissions
Technology – 3 Parts
 Cross Layered Design that utilizes FEC schemes
 Raptor code with RCPC Codes
 Unequal Error Protection
Technology – Base Concept
 Packet losses occur when transferring video data
 Prioritized data
 Prevents video degradation
Objectives
 25 meetings with qualified leads with Dr. Hough/OTT staff
 Establish relationships with 100 qualified prospects and obtain
contact information to maintain these relationships after the
completion of the semester
 Complete industry competitive analysis report
 Improve our sales skills and obtain professional experience
Methodology
 Research and Prospecting
 E-mailing Prospects
 Calling Prospects
 Scheduling and Executing Teleconferences
 Maintaining Communication with potential leads
Phase 1 – Research
Reseach Criteria:
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Growth
Revenue
Annual sales
Potential usees
Major costs
Internal factors
External factors
Phase 2 – Prospecting
CAN Modeling was used for prospecting
CAN Model
 Characteristics:
 Entertainment: internet content providers, news aggregate sites
 Activities:
 Surgical supplies: utilizing or selling surgical supplies or cameras
 Needs
 Military communication: higher quality video over wireless Internet,
more reliable video streams, and better security
Phase 2 - Prospecting
 75 companies from each of the 5 team members
 Online research, Hoover’s Database, and search
engines were used to obtain contacts
 Collected leads in Podio
Phase 2 - Prospecting
Phase 2 - Prospecting
 Commence communication stage by reaching out
through either online forms or emails
 After e-mail communication, the next step was to
obtain a referral to appropriate representative to
discuss the technology
 During the interim between phone and e-mail
communication, attention is shifted toward
preparation and research
 A timeline is then developed that maps out specific
agendas for each prospect
Contact Timeline
PREPARATION
Send Email
Fill out Form
Obtain
responses
Locate
appropriate
representative
Exchange
emails and
schedule
phone call
Buffer Call
Discover
wants and
needs
Teleconference
Include Inventor
Specific wants
and needs
Phase 2 – Phone Calls
 Attention Calls
 Buffer Calls
 Teleconference
Individual Industry Analysis
Business Communications Prospects
 Pexip
 Vaddio
 Zoom
Business Communication Recommendations
 Eliminate large market players who already have
large research and development departments
 Focus on mid-sized companies
 Explore more prospects who outsource the video
streaming for specific companies
Entertainment Prospects (Large)
 Gawker Media
 Boing Boing
 Hearst Corporation
Entertainment Prospects (Small)
 mPortal
 StreamGuys
 Packet Video
Entertainment Recommendations
 Eliminate the large market players due to their lack of
R&D capacity and lack of interest
 Focus on mid to small sized companies
 Focus more on content delivery providers rather than
content providers
 Reallocate one member to a different industry
Military Prospects
 Motorola
 Honeywell
 ViaSat
Military Recommendations
 Evaluate after one week
 Follow up with ViaSat with additional information
 Reevaluate current prospects to ensure they utilize
some form of video streaming
Telemedicene Prospects
 Insight Telepsychiatry
 Carena, Inc.
 ACT Conferencing
Telemedicene Recommendations
 Maintain current prospects that have shown interest
or given feedback in emails
 Continue to expand in this industry
 Reevaluate after 1-2 weeks
Surgical Supplies Prospects
 CAIRE Inc.
 MiMedex Group Inc.
 Stryker Corp
Surgical Supplies Recommendations
 Follow up email to all three prospects
 Phone calls to all prospects that have not heard back
from
Phase 3