ActionPoint

oday ActionPoint is a vigorously growing company that has staked an early, leading position in the market for connecting XML business infrastructures to the needs of business people.

In early 1999 they were a company named Input Software. Though Input possessed a first-rate management team and strong technical capabilities, their flagship product addressed the problem of converting paper into digital data. The financial community saw this as a market with limited growth potential, a view that was reflected in Input's declining stock price.

Input engaged Fastwater to help identify alternative product lines and strategies. Over a course of several months we explored acquisitions, product line extensions, and new markets for the existing product. We interviewed Input's extensive customer base and its leading integrators to identify emerging market needs. We also dug deeply within Input to better understand the company's core competencies, uncovering options for new development. Over the course of this investigation we kept in constant touch with executive management, reviewing and refining possible development and market scenarios.

After about a half year of careful research, discussion, prototyping, and rapid market investigations, Fastwater and Input converged on an opportunity that fit with Input's unique, strong technical capabilities, that could be realized within the constraints Input's investment resources and within a reasonable time frame, and that would address the needs of a market that was set to grow. Input could now see a path that would enable it to realize strong, rapid return on its investment in change. Executive management presented the plan to the company board, received approval to proceed, and we began working with Input on execution.

Over the ensuing months we worked first with the Input engineering team to develop early prototypes and to explore functional requirements and possibilities. We helped Input assemble an industry advisory group to help guide development. On the marketing side, we helped assemble competitive landscapes and began identifying key partners, helping Input establish new business relationships.

As the new product approached market readiness, Fastwater shifted its emphasis to help with the details of launching the product, identifying key early markets, key trade shows and PR opportunities, and helping Input refine its message. Ultimately, Input and Fastwater realized that the new product required a relaunch of the entire company, and ActionPoint was born.

We continue to work today with ActionPoint in the areas of marketing, evangelism, training, and business development as it establishes its new product in its new market.