Clearswift, Reading, Berkshire, England
Meeting with customers and keeping track of the competition lowers risks for companies, but many executives do not make the time to perform these tasks. This article discusses how executives at a web and email security solutions provider traveled the world to find out what customers and competitors think of their products. In doing so, it describes how the executives compiled their notes into a spreadsheet to define potential features and product ideas that could be turned into projects and reveals the rating system used to assess each suggestion. It then explains how a shift in social media security where employers are now in favor of letting their employees use social media sites as long as their use can be audited and the information can be shared sparked a project to develop a new software feature. It then explores how the company presented a business case and then finally launched scanning technology. The article also examines the need for finding niche markets and for meeting customers' needs.