Specifics, Incorporated

Success Stories

Specifics, Inc. serves a diverse group of IT software and service-oriented companies. Some of our clients include:

Ajilon
Allergy and Asthma Network
AT&T
Ciber
Comsys
Covansys
Global Payments
Milliken Healthcare Products
Modis
NDC Health
Quest Diagnostics

Below are just a few of the case histories that sample how Specifics’ studies can help companies succeed:

Project #307 — National Marketing Software Firm
Problem: Many long-time customers were moving to new vendors with no forewarning.
Finding: The company had not provided a clear migration path to new technology.
Primary Solution: Create an advisory council from the user group to help formulate the most appropriate migration strategies, and offer consulting services to customers in the process.
Results: Defections have slowed and consulting revenue has become very significant.

Project #314 — International Software and IT Consulting Firm
Problem: Fewer than 30% of the proposals submitted were won.
Finding: When meeting technical interface requirements was a condition of sale, the response was inadequate.
Primary Solution: Create sales teams with a technical representative who responds directly to the prospect.
Results: Win rate has increased to over 50%.

Project #359 — International Software Company
Problem: Support calls had increased more than 30% within 90 days after release of a new product version.
Finding: The enhanced product with more features was more difficult to use than the prior version.
Primary Solution: Introduce usability testing before the next release and provide consulting to customers for implementation and training.
Results: New releases are more user friendly, support calls have plateaued, and consulting revenue has increased 25%.

Project #388 — National IT Consulting Firm
Problem: Does the company proceed with plans to open a branch office in Raleigh, NC?
Finding: The market is well-served by strong competitors and the possibility of gaining a significant stronghold with existing clients is weak.
Primary Solution: Opening in Raleigh is too risky. Look for a better opportunity.
Results: Opened a branch in Nashville and achieved a $2 million billing rate in eight months.

Project #681 — National Healthcare Products Firm
Problem: How to sell and capture market share with a new product.
Finding: The relatively high-end product had the best chance of being purchased if recommended by a physician.
Primary Solution: Develop enough positive patient responses from sample distributions to sell directly to physicians.
Results: Product is now selling based on patient-to-patient recommendations as well as through physicians.