ShowCase

ShowCase

 

Objective
ShowCase (acquired by SPSS later), a data warehouse software company, wanted to increase revenues and improve the profit margins of their existing business in Japan.

Our Assignment
PVP was to review the business model in Japan and indentify the problems. After working closely with senior management and ascertaining the issues, we assisted ShowCase in solving them.

Project Period
4 months

Result
PVP discovered that their Japanese business model had structural problems – too many participants in the sales channel, resulting in inefficiencies, flat revenues and unsatisfactory profit margins. We dissolved their joint venture with a Japanese company and formed a direct relationship with a large Japanese IT services company.  ShowCase revenues and profit margins were dramatically improved.

 

Case Studies

US Spin Out from National Laboratory

PVP planned and implemented Japan market entry strategy and secured strategic investment for US spinout from one of the National Laboratories. PVP developed a series of meetings with qualified potential partners resulting in an active collaboration with a major Japanese software firm.

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LuxN

LuxN (acquired by Zhone), a metro WDM equipment manufacturer, wanted to enter the Asian market.

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HNC

HNC (acquired by Fair Isaac later), a neural network company which provides fraud detection software, thought that their partner in Japan could become a threat to them, because their services seemed to overlap the services provided by HNC. They wanted to evaluate the current relationship and create a new business model in Japan if necessary.

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