How Terra Advisors entered the target customer
Several contacts into the customer technical people and decision makers in Sweden, China and Taiwan.
Initial feedback from the target customer
Good interest towards the technology from GestureTek but no hesitation about the right use cases. After several meetings in Sweden and Taipei with the customer product planning departments, they requested several demo products on existing customer devices for their internal tests.
What Terra Advisors did to close the deal
Provide the demo devices that had shipped in Japan with the GestureTek technology as well as some additional SW components. Brought technical people from GestureTek R&D into Sweden for technical discussions. Finally, push additional ideas into the product marketing people in charge of new products from SonyEricsson.
Time to deal closure
4 months to start first SW deliveries but 12 months before signed contract.
Also worth mentioning
Legal discussions very long; it took about 5 months from product management decision to get the legal contract signed.