Name: Mohammed Shajeer Roll No:PGP/17/277

Business to Business Marketing

Quiz 2: Take Home Assignment
Duration: 20 Minutes; Marks: 100
Give an example of value creation by a firm operating in a business market in India /
France (or Europe) / Taiwan / China. Paramount Computer Systems operating in
Information Security in Qatar
What value did it create for the customer and itself? How was this achieved? (Qns. 5-9, 20
marks each)

1.Business Market Information Security products
2.Market Offering High quality information security products and services
3.Target Customer Segment Top MNCs and Government companies with good IT infrastructure
4.Value Creation - Example
Paramount created value to customers through excellent
consulting services
5. For the value creation example, provide business performance indicators - sales, sales growth,
market share, profitability.
Paramount started with information security products in Qatar and initial growth rate was 60%. They
then moved from product to consulting as 80% consulting and 20% products and sales growth was
100% in 2012-13

6.(a) Elaborate the value model. 6(b) How did the firm provide a superior value? (people / processes /
technology / investments)
Paramounts value model thrives on collaboration of people, process and technology. Integrated
working of these provides superior value to the customer


7.Value Proposition


Providing superior information security solutions to companies by aligning people, process and
technology


8. What are the opportunities for growth for the firm in the business market? (list two major
opportunities; indicate the potential of the opportunities, in $ / Rs. terms)
1. Bundling network products with security products seems to be growing market. Its a market
of 50 crore riyals
2. IT softwares and applications can be sold along with security products. This is a very huge
market in Qatar which is 10 times more than network products





9. What are the key challenges faced by the firm in the business market? (list two only)


1. Lack of expertise in integrating multiple vendor products with security center
2. International vendors directly dealing with companies providing both products and consulting