Welcome to Gottlieb International Group's Project Section. Below we have highlighted sample projects in Maritime and Oil and Gas Service markets. For over seven years we have provided innovative insigts and productive business development services to the world's satellite and telecommunications markets.
Provided complete market analysis and advice in support of CapMan Partners, a major Private Equity firm, in their efforts to acquire Ship Equip AS, the second largest global provider of maritime VSAT services. Support included a complete analysis of maritime market characteristics by segments including market size, growth forecasts, and end user characteristics.
Developed a comprehensive sales training program for Orange Business Services European and Asian sales staff and conducted interactive sales training in a Webex format. The program was designed to provide a detailed understanding of how to justify the purchase of Maritime VSAT services, how to overcome key customer objections, which shipping segments to target, the components of a complete VSAT solution including value added services and key arguments to use against selected competitors.
Provided detailed analysis of the market for maritime VSAT services with focus on the varying product and services requirements in the Container, Tanker, Oil Service Vessels segments of the market. The information gathered through comprehensive end user interviews in Greece and Germany and the analysis of data by Gottlieb International Group provided fundamental support for development of Intelsat's maritime market strategies.
For KVH Industries, a $90 Million provider of satellite systems to government and commercial sectors, conducted a major market research and business development project in the containership and tanker segments of the maritime industry. Results of the study provided KVH with a detailed understanding of how to justify the installation of VSAT aboard these vessels and what specific value added services and software could be added to the KVH Mini VSAT offering in order to enhance its value.
For Globecomm Systems, Inc., a major provider of satellite services, directed market research and initial business development efforts in European and Global markets for provision of VSAT services, GSM Cellular Services, and entertainment services to ocean going containerships and tankers. Arranged for and conducted in person market research interviews in Athens, Hamburg and Copenhagen.
Identified a major shift in the market from Inmarsat services to hybrid infrastructure employing VSAT as the primary carrier with Inmarsat Fleet Broadband as a backup and calculated that such systems could save 50% or more over use of conventional "pay-by-the-byte" services such as Inmarsat.
Determined that the key market drivers for adoption of such a system were improvement of efficiencies and economics in the management and operation of shipping combined with the shortage of qualified crew and the need to provide enhanced communications and entertainment to improve crew retention. Developed a detailed analysis of potential cost savings associated with implementation of such systems and integrated the results into a marketing and sales plan.
Evaluated technologies capable of providing the hybrid services including manufacturers of "least cost routing" devices capable of providing automatic switching between IP sources and automatic systems for the re-pointing of satellite antennas at sea.
Established numerous relationships with the largest containership and tanker owners/managers in the Greek and German Markets including Happag Lloyd, Rickmers, Brise, Peter Dohle, Tsakos, Naftomar, Laskaridis, Eletson, Capital Ship Management, Kristen, Costamare, Stolt and OSG and consummated a distribution agreement with a major distributor in Athens. Also, arranged for a trial with a major German containership operator which was started in June of 2008.
For Inmarsat, conducted a major survey of the market for Inmarsat's Regional BGAN Service in Oil Service Markets. Performed in Houston, Texas the work encompassed interviewing 15 of the largest offshore drillers and oil service companies including NOBEL Drilling, Halliburton Services, Transocean, Parker Drilling, Schlumberger.
Results from the work resulted in a re-evaluation of RBGAN pricing structure and significant steps to make the costs assocated with the use of the service more predictable.
For Verestar, over an 18 month engagement, identified new business opportunities for Verestar for provision of VSAT services to Oil and Gas, International Construction, Mining, and International financial services. Directed and conducted on-site interviews with potential customers in London, Paris, Hong Kong, Singapore, Jakarta, Santiago and Dubai.
The research and business development projects resulted in new contracts for VSAT services in Oil and Gas Industry and related International Construction Markets.