Technically Speaking Segment: A brief interview with Dr. Blake Chenevert of Delphi Precision Imaging Corporation about challenges tech companies face trying to reach their target clients.
“Focus on customer need: Prior to accepting a CT scan job, the customer is given clear expectations of the resolution of the scan and what should be visible in the scan.”
About the Interviewer:
Moira Alexander is a contributor and co-host of the “technically speaking” segment on the Price of Business Talk Radio (on the BizTalkRadio Network), whom you can learn more about at www.leadhershipgroup.com. She recently interviewed Dr. Blake Chenevert, Co-owner of Delphi Precision Imaging Corporation (as part of a series of interviews) to find out about some of the marketing challenges tech companies face when trying to reach their target markets.
About Delphi Precision Imaging Corporation:
Delphi Precision Imaging is an industrial CT scanning company that provides non-destructive 2D and 3D imagery of all the internal and external elements of their client’s parts and components. Delphi Precision Imaging addresses the needs of small to medium size companies, by accepting the capital cost of the equipment and having a customer base in the hundreds of clients.
About the interviewee:
Dr. Blake Chenevert is Co-owner of Delphi Precision Imaging Corporation. He has a Bachelor’s Degree in Aeronautics and Astronautics, and a Masters and Ph. D in Mechanical Engineering, all from the University of Washington. Chronologically, his career has spanned Space Shuttle Main Engines, ram jet technology development for power generation, pulse detonation technology applications, and satellite propulsion.
What are the struggles your company has experienced when trying to get your product or service to market?
Blake: The top three struggles our company has experienced when trying to get our products to market are:
- As industrial CT scanning is “new” to many very established R&D and production companies, showing the value proposition of being able to inspect a failed unit without disassembly is challenging. We have found if we can get a potential client into the facility for a demonstration, the cost/benefit becomes very obvious, and we get a new client. The value they find is in getting a failure investigation closed quickly, and seeing the cause of the failure in-situ rather than inferring the cause.
- Expanding the customer base at a fast enough clip to address the capital costs that are required up-front for the state-of-the-art CT scanning equipment.
- Geographic preference of customers. As industrial CT scanning often involves high-dollar-value items, having a customer able to bring the parts in person is sometimes important to them. With modern shipping and packaging, this is the least of the three challenges.
What is your tech company doing that is different from competitors?
Blake: There are three things our company is doing that is different from our competitors:
- Expertise in CT scanning across many product types and state-of-the-art equipment: Delphi Precision Imaging hired an Expert operator, whose background includes international training experience as an instructor. This experience is coupled with a North Star Imaging X-5000 CT scanner, with both a 450 kV (for high density/thickness products) and a 225 kV unit, appropriate for items ranging from electronics to plastic, composites and a number of complex products.
- Focus on customer need: Prior to accepting a CT scan job, the customer is given clear expectations of the resolution of the scan and what should be visible in the scan. The customer also needs a way to analyze their results, and for that reason, we give X, Y, and Z slices and movies through their product so they can resolve each layer down to one pixel deep. We also provide an executable program that allows the customer to slice through their product in any plane or elevation and isolate densities for further definition. We have found our customers appreciate the attention to detail from beginning to end.
- Turn time: Our dedicated staff has a typical turn time, from PO and parts arrival to transmitting the data, of 3 business days. As many customers are in the middle of an investigation or on a tight timeline for product development, this rapid (standard) turn time is paramount. For those customers that need even faster answers, we also offer to expedite with 24 hour turn time.
To find out more about Delphi Precision Imaging Corporation contact Blake below.
More about the “Technically Speaking” segment co-host:
Moira Alexander is the founder & president of Lead-Her-Ship Group, a content strategy & creation company, and author of “LEAD or LAG.” Moira is a media recognized expert with 20+ years in business, IT, project management, content strategy and content creation. She is a project management and IT columnist for CIO and TechRepublic and creates high-value content for digital media companies, small to large businesses, and thought leaders around the world. Her company has also just launched a new PR service for small to mid-sized tech companies. To find out more about Moira or her company’s services, go to www.leadhershipgroup.com.