Synopsis: Biometrics – New Market Entry Channels

While the benefits of Biometrics are well known, few businesses have adopted its applications. Our client, a handwriting signature verification software company asked us to find powerful partners in the market to help sell their software.

There were two challenges in this work.  The first challenge was to understand the rapidly evolving biometrics market to determine where our client’s technology had unique appeal.  The second challenge was to understand the channels to this market and determine what channel partners were potential strategic fits for our client.

We researched several vertical markets to understand where their technology could fit. Our research discovered that the biometric identification space had already begun to evolve into segments based on three criteria:

  • The amount of legal or business risk from the transaction
  • The portion of the transaction with this degree of risk
  • The rate at which the industry was moving to paperless processes

QDI identified the healthcare sector as having the greatest need for the high-level user authentication that our client uniquely offered.  Within health-care there were several applications that were going paperless, each with different levels of risk.  From assessing those applications we identified two that were of a high risk nature.

We then contacted the vendors who were offering products in this space to see what work they were doing in the application of biometrics to these applications.  We had discussions with the product managers who owned these products to learn more about their tests or adoption of biometric verification and verification solutions.  This effort enabled us to identify tow software firms who were high potential fits for our client’s sales organization to develop.

We also identified the need for total solutions, not only the biometric identification but also the ability to validate the signer’s intent, the integrity of the signature and the verification that the signature was from the signer.  While biometrics clearly solved verification customers were asking for a solution that also proved intent and provided integrity.  This gave or client direction on which to base future product development efforts.

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