In my first report, I outlined some of the information available about Primavera Systems, Inc. I would like to expand on that information and provide additional information about the marketing of Primavera Systems, Inc. main product.
The corporate mission of Primavera Systems, Inc. is to deliver innovative software products and services to help their customers successfully manage all of their projects and resources.
Primavera employs almost 300 people located in its worldwide offices, including its Pennsylvania headquarters, Chicago, San Francisco, New Hampshire, London, and Hong Kong offices. It conducts 40% of its business through a worldwide network of dealers in over 80 countries. Primavera dedicates itself to designing, developing, and delivering the best project management software and has changed the face of project management by making software more encompassing, powerful, intuitive, easier to use, and built for integration with other systems.
The Primavera market for project management software purchases has grown more than 20 percent each year for the past five years and is now an annual $750 million market. More than half of the total market revenues are from project management software developed for the Microsoft Windows environment. Project management is no longer a skill exclusive to manufacturing, engineering, and construction.
Many other industries are utilizing project management software for rollouts of new products and services as well as the traditional construction projects.
Primavera distributes its products largely through a dealer channel, a value added (VAR) network of more than 350 organizations in 60 countries. The VAR channel provides consulting, programming services, technical assistance, and sales and marketing support. SureTrak Project Manager for Windows is also available through major distributors and retailers.
Some examples of their marketing techniques can be seen in this excerpt from one of their distributors’ web sites:
Please contact John Garay if you would like to respond to any of these postings.
Opinions wanted: Great Plains software (http://www.
gps.com)- Should we invest the resources to build a link? How important is integration between P3 and Great Plains to you? Is their customer demand? Help us help you!
Betas Wanted – SAP R/3 – We are seeking existing Primavera and SAP customers who have R/3 3.1G to participate in the SAP-P3 integration beta program. User should have P3 2.0.
Betas Wanted – Oracle Applications – We are seeking existing Primavera and Oracle Applications customers who have Oracle Applications 10.
7 and P3 2.0 to participate in the Oracle-P3 integration beta program.
Customer References Wanted – Do you know of a customer that is currently using integration between Primavera products and an alliance partner? Primavera would like to talk to them.
This is atypical of the kind of marketing technique that produces results. Promotion of the product appeals to their customer in different ways. First, they have asked the customer for their opinion of something, next seek out assistance in future product development.
Lastly, asking the customer for references is definitely a good marketing practice. What better way to find new customers?
Demographically speaking, the Primavera Project Planner software is marketed worldwide. Of course the company has other products that are also marketed throughout the world. These include the ones mentioned previously. Statistics speak for themselves. The Primavera Systems company develops its’ markets in any and all countries.
This is evidenced by the projects that the company’s software has been used for. These include the following list, to name a few.
Construction of the world’s tallest building in Kuala
Design and construction of Camden Yards Baseball
The Hong Kong International Airport
The Statue of Liberty and Ellis Island Renovation
The Liberty Weekend festivities planning
Bobby Rahal’s race car design and development team
Hubble Space Telescope Camera repairs
President Clinton’s Inaugural Parade
In addition to those mentioned above, the software has been successful in project cost control programs and critical task operations at AT&T, Kraft General Foods, Fluor Daniel, Stone & Webster, General Motors and Jet Propulsion Laboratories.
Primavera provides industry-leading training and support, which certainly lends itself to the company’s success. Training courses are offered at its headquarters or on-site. There are also a number of companies throughout the United States and the rest of the world that distribute the program as well as train and support their customers.
Customers receive technical newsletters, on-line bulletin boards, and telephone hotline support for one full year.
Primavera has .