I am not the originator of this post but I found it on Ragingbull and thought it was very interesting. I will have to post it in 2 parts.
Update on letter to President:
As most of you are aware I wrote to Jacada's Pres (Mr. Potts) and I received the same response as everybody else to my inquiries. Following the letter I spoke to Investor Relations, Technicians, and Company Officers including the VP of Marketing. Here are my questions and the answers I received:
What percentage of Jacada's sales and marketing is focused in the US? Approximately 85% of revenues are derived from North American based companies. As a result, sales and marketing resources are directed to North America.
What are Jacada's plans for sales and marketing? Since the company was founded in 1990 we spent most of our time and resources on product development. The purpose of the IPO was to generate the funds and resources needed to reinvest in more agressive sales and marketing tactics in North America.
Since Jacada's technology development is in Israel and the business operations are in the US, what type of public relations or marketing tactics are you using? Using our new financial resources Jacada is trying to build a strong North American company image that not only is focused on product development, but also on our public image. This includes a stronger sales force and more exposure.
Any specific plans? More spending on sales on marketing.
How about product showcasing, such as the two day meeting in Detroit? Dealer shows such as the one in Detroit is a perfect example of Jacadas marketing pursuits. Rather than going to general presentations such as Comdex that would give limited exposure, Dealer Shows (such as the one in Detroit and Atlanta) provide an opportunity to present at a focused event. Here the interested parties come to see a specific product or business solution -- specifically B2B. It is an excellent opportunity to generate new leads, and to showcase past clients/customers. Sometimes Jacada will setup a panel discussion with previous customers presenting their testimonials.
Do these shows generate anything more than just leads, such as contracts? Generally not. It would put too much pressure on a company like GM or Ford to have to make an on-the-spot decision on using Jacada. Instead this is an opportunity to see what we have and how it has been used in the past.