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Aiming for the stars : Marshall Software targets North America

Webb, Daryl(2005-01-01)


Designer Technology Limited 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, quickly became a major part of the DTL business, and grew to become a major international player in the Internet security market. Other security products followed as the firm grew. In 2001, the MailMarshal division was spun off as Marshal Software. This case study follows the firm’s attempts to enter the North American market via the US, led by the firm’s President, John Skeates. The case has him 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.

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Case Description
Business Case Study NoUA-2005-015
Number of Pages16
CategoryDecision point; Teaching case
Teaching NotesYes
CompanyDesigner Technology Limited (DTL)
Setting - CountryNew Zealand
Setting - CityAuckland
IndustryICT (Information and communication technologies)

SourceAuckland, NZ. Publisher: University of Auckland Business Case Centre. Pages: 1 - 17