CUSTOMER
ORIENTED MARKETING / BUSINESS
DEVELOPMENT REQUIREMENTS ANALYSIS
Program Oriented:
Management/Marketing Oriented:
Technical Oriented: 1- Technical Spec (requirement defined or undefined)
(DEFINE APPLICATION)
2- Define customer perceived technical requirement(s) requiring a solution
(Example – encryption/secure communications/etc.)
3-Technical Parameters
General Inputs:
Define and rank the following requirements:
Customer Service Evaluation Factors
Program Oriented:
- Define customer – End user, OEM, prime/LSI
- Program structure – incumbent, follow on, (8A)/small business, new, open competition,
- Customer organization – R&D, Labs, Program Management, User
- Define customer mission/objective/ problem (program/application)
- Program funding – (funded-define budget/unfunded-define status)
- Program type (R1-RDT&E or P1-Procurement)
- Cost sharing IRAD opportunity (DARPA, ARL, NRL, RADC other)
- RFP or RFI announcement (status, timeline)
Management/Marketing Oriented:
- Who are the competitors?
- Who is the program manager/engineering manager/contracts specialist, user?
- Who is the decision authority and who influences decisions?
- What is the key selection criteria?
- What mission does this product support?
Technical Oriented: 1- Technical Spec (requirement defined or undefined)
(DEFINE APPLICATION)
2- Define customer perceived technical requirement(s) requiring a solution
(Example – encryption/secure communications/etc.)
- Hardware – computer, other
- Software – applications (situation awareness, target ID, mapping, other)
- Platform – airborne/ground; vehicle/hand held; vehicle/handheld hybrid
3-Technical Parameters
- Type of equipment (PDA, Notebook, RF, Amp, other)
- Form/fit/function (heat/power/weight/cool/size)
- Power inputs, CPU, OS, Comm. (Satcom, Wi-Fi, other) RAM/ROM, other
- Define potential technical issues – EMI/EMC, connectivity (cable interface/impedance), define peripherals, KVA, NVG, SAASM GPS, port inputs (USB, RS-232, SCSI), environmental, other potential constraints
- Reliability/Maintainability – MTTR/MTBF
General Inputs:
- What is the customer trying to accomplish?
- What are his/her perceived problems or issues?
- How is the problem/issue being addressed today?
- What options are being considered or evaluated to resolve the problem/issue?
- Who is the driving force behind this requirement?
- How did you hear about Talla-Tech?
Define and rank the following requirements:
- CPU (processor) clock speed
- Storage (RAM/ROM) volatile and non-volatile
- Operating System
- Software Application Package
- Display (screen size/type/resolution)
- Inputs – keyboard/touch screen/ports
- Graphics (2D/3D)
- Ports (RS-232/422 serial/USB/Taclink/GPS/SATCOM/Irdium)
- Modularity – addition of functions or features
- P3I (expansion)
- Power Supply - Battery (Li-Ion, NiMH, Ni-Cad) - AC/DC –DC/DC
- Communications – Taclink/802.11 a/b/g – Ethernet 10/100 Base T
- Military-Standards (810F/461D and IP 54 or IP67 (shake & bake – environmental)
- Housing – metal (aluminum), composite (plastic) and magnesium
- Survivability (night vision, electronic detection/GPS)
- Encryption
- Design Trade Offs (heat/power/weight/size)
Customer Service Evaluation Factors
- Price
- Delivery
- Commitment
- Performance
- Quality
- Business/Personal Relationships