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Computer Associates (CA) works with ThinkFast Solutions' Strategy Consulting to create new sales channel CA's In Home and Small Business division is a relatively new entrant to the Internet Security Industry. In an effort to scale the business quickly, they retained ThinkFast Solutions to perform a competitive market analysis. ThinkFast understands the forces that prevent a new market entrant from effectively competing in a mature market - by evaluating CA's offering against these forces, we delivered a plan of action that has yielded substantial top-line growth in a very short timeframe. Forces Evaluated: 1) Economies of Scale 2) Product Differentiation 3) Capital Requirements 4) Cost Disadvantages (Independent of Size) 5) Access To Distribution Channels 6) Government Policy Results: Our team found that CA's best opportunity to capture market share from the top two players in the industry was Access To Distribution Channels. While it is true that CA does have strengths that can be leveraged in the areas of Economies of Scale and Product Differentiation, our research indicated that a significant distribution channel existed, and had not been tapped into by the market leaders. Within a matter of weeks, a revenue share model had been agreed to, and product was moving out the door at a rate not previously thought possible.  |
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