The Quest Achieved: DPR Group Brings QuestaWeb to the Next Level

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Challenge

QuestaWeb, Inc., a provider of global trade management (GTM) solutions, possessed one of the most advanced, beta-tested GTM software solutions available anywhere: TradeMasterQW. The software quickly achieved signifi cant market share among brokers and freight forwarders due to its modular design, Web-based deployment, and ease of use. However, QuestaWeb’s business plan sought greater market penetration among importers and exporters to secure greater profi t margins. Specifi cally, QuestaWeb’s target was companies with annual sales of over $150 million that import 90% to 95% of their products and manage over 25 documents per trade transaction. QuestaWeb recognized that to compete successfully with SAP and Management Dynamics it needed the market exposure only a multi-pronged marketing and public relations strategy could bring.

Solution

QuestaWeb sought a high-tech public relations fi rm with supply chain expertise to quickly deliver high-value, broad-impact public relations and marketing. Because QuestaWeb possessed a well-articulated vision of where it wanted to be, it desired a PR and marketing firm small enough to give its account personalized attention, but large enough to offer the expertise needed to craft an effective message, develop a strategic plan, and implement it quickly and effectively. Only DPR Group possessed the background, personnel, experience, and personal touch to grow QuestaWeb’s market share.

Results

The DPR team recognized that messaging was key and immediate, high-value placements were essential. With these, QuestaWeb could capture the attention of industry analysts and editors and generate product recognition among major importers and exporters.

DPR crafted a message emphasizing QuestaWeb’s key differentiators and made a preemptive PR strike by placing a feature story on QuestaWeb in the Journal of Commerce (JoC) within a month of account signing. DPR quickly followed by securing analyst briefings with Forrester, Gartner, Aberdeen, AMR Research, and ARC Advisory, among others. Then, through a series of targeted press releases and redesigned print advertising, DPR reinforced the QuestaWeb messaging.

DPR Group aggressively pursued other media placements, achieving these dramatic results in just 18 months:

15 bylined article placements in major trades including IndustryWeek, Inside Supply Management, APICS, Global Logistics & Supply Chain Strategies, and JoC, among others
5 feature articles devoted exclusively to QuestaWeb and its clients in JoC, Apparel Magazine, Inbound Logistics, Florida Shipper, and SmartBusiness
15 feature articles containing expert opinions and/or corporate mentions in Logistics Management, DC Velocity, Logistics Today, Manufacturing Business Technology, and World Trade, among others
Dozens of product announcements in prestigious publications including IndustryWeek, Managing Automation, DM Review, Supply & Demand Chain Executive, and eWeek, among others

QuestaWeb just signed a global automotive giant and is in negotiations with another. With the assistance of DPR Group, QuestaWeb took its product — and its company — to the next level.

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