Web Spective Software,Inc.
Case Note Summary:
The author describes the situation at WebSpective, a software company that develops products to help companies manage the network of servers that support their Web sites. He describes the use of "concept engineering" tools to interview customers, determine their needs and the resulting product requirements, and prioritize these requirements as the basis for a product and marketing strategy.He also narrates how even after taking several measures the product does not gain traction in the market.
Problem
The company’s products are not selling in the market even after making several changes and reforms in the operation process i.e. experiencing difficulty in gaining traction in the market. Further,Inadequate cash reserves was creating massive hurdles for the team.The problem possibly stemmed from the following reasons: * Incremental value creation is less technological * Not a broad base product * A very general product * Competitive and powerful competitors. * Market less mature. * Product developed based on just one firm.(Fiduciary) * Increase in number of employees translating to increase in expenditure. * Spent more than 180 hours in gaining customer insight translating to 4-6 months unproductive time. * Non scalable product.
Company History and growth

* What is the company?
Web Spective Inc. is a software product company to help IT groups to monitor and manage traffic over their networks and across their websites. * Who are the founders?
Swapnil shah and five fellow marketers founded web spective software Inc. in 1997. * Who are the clients?
Fiduciary Investment corporation (mutual fund and brokerage institution).
A light house customer that helped webspective develop its traffic manager product.
Market Size
Rapidly growing market with current figure at $6