How Terra Advisors approached the target customer
Terra Advisors followed up on a website lead.
Initial feedback from the target customer
Initial feedback was one of interest however, they had concerns that they would not get full support with Bitbar being based in Europe.
What Terra Advisors did to close the deal
Our Business Development Director made regular onsite visits together with Bitbar personnel. Plus, we had a successful evaluation and we were able to expand Bitbar’s support hours to accommodate the needs of US customers.
4 months
Once we started signing up local customers (i.e. US based) others were more comfortable to join.
How Terra Advisors approached 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.
4 months to start first SW deliveries but 12 months before signed contract.
Legal discussions very long; it took about 5 months from product management decision to get the legal contract signed.
How Terra Advisors approached the target customer
Relationships was already in place
Initial feedback from the target customer
They were very slow but keen to range.
What Terra Advisors did to close the deal
We continued pressure on getting the product ranged and then managed the administration of ranging it online.
3 months