Aiming for the stars : Marshall Software targets North America

Abstract

Designer Technology Limited (DTL) is a specialist software development and services company based in South Auckland, New Zealand. In 1997, the company developed a mail-scanning gateway designed to protect firms against Internet-borne viruses. The system was intended to be a bespoke solution for local clients. The product, which was marketed as MailMarshal. In 2001, the MailMarshal division was spun off as Marshal Software. The case has CEO, John Skeates preparing to make a presentation to the fiscally-conservative DTL board seeking significant funds to make a major push into the United States market. The decisions the firm needs to make at this point are common to many overseas software companies seeking entry into the United States. Includes questions for discussion. This case is also a teaching case available from the University of Auckland Business Case Centre, Case Number: UA-2005-015