FSDA Company Limited
Distinctive Competence
prospection & assessment of customer technical support,
technology & service partners in the UK or on continental Europe

Case Study

France's market leading manufacturer of smart-card reading equipment wished to expand its commercial operations beyond its national frontiers.
With a view to assisting in developing new business in the United Kingdom, FSDA was tasked with identifying emerging opportunities in the use of smart cards in the UK market.
For example, to explore the market for loyalty cards, or the emerging use of smartcards for retail credit transactions.
Crucially, the mission demanded exploring the capabilities of a variety of potential applications and service support partners.
This required assessing their capacity to provide customer technical support, as well as their technological capabilities to support smartcard reading technology.

Key factors for the success of this mission were:
v rapid assimilation of the unique selling points of the client's technology
v gaining entry to a variety of potential major account customers to explore attitudes, opinions and envisaged plans for adoption of smartcards
v interviews with banking organisations to explore the existence of ongoing project to introduce smartcards
v prospection and assessment of possible applications development partners
v evaluation of candidate partners for systems integration and maintenance services
v presentation of findings and recommendation to the client's Executive Board

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