2004 Frost & Sullivan Business Development Strategy Leadership Award Award Recipient – Idaho Technology, Todd Ritter

Award Description
Research Methodology
Measurement Criteria

The Frost & Sullivan Award for
To select the recipient of this
In addition to the methodology
Business Development Strategy
award, the analyst team tracks described above, there are specific
Leadership is presented each
all the major participants in the criteria used in determining the
year to the company that has
industry, paying close attention final ranking of industry
demonstrated excellence in
to their business development competitors. The recipient of this
business development within the
efforts. This process includes
award has excelled based on one
industry. The award recognizes
interviews with all the market
or more of the following criteria:
the company's ability to best
participants, customers, and

perceive consumer needs,
suppliers, along with extensive
•
Market penetration and
develop products and/or services secondary and technology
market share growth in
that meet consumer needs,
research. The companies’
existing market segments
successfully introduce products
business development efforts
•
Development of new
or services to the industry, and
are then analyzed based on the
applications for existing
identify new market segments to number of new customers, new
products
expand the existing customer
segments, and commitment to
•
Market share position in
base. Through a combination of
business expansion. Industry
new market segments
vision, technology, and
participants are then ranked
•
Number of new customers
successful marketing, the award
based on the predetermined
•
Participation in industry
recipient has demonstrated
measurement criteria. The
trade groups with goal of
superior market growth skills.
award recipient is ranked
expanding market

number one in the industry.
potential
•
Establishment of
programs which allow its
customers to grow,
thereby improving its
own performance
•
Increases in customer
loyalty





2004 Frost & Sullivan Business Development Strategy
Leadership Award
Award Recipient – Idaho Technology, Todd Ritter

Idaho Technology has been bestowed Frost & Sullivan’s 2004 Business Development
Strategy Leadership Award for its ability to identify cross-functional synergies and
execute subsequent business development strategies.

Idaho Technology started in the biological detection industry in 1998. Since then,
Idaho has quickly become a large company within this industry by combining
effective technology with an aggressive development strategy. Idaho has become a
profitable and successful company while also contributing to the United States’
national defense. Idaho has aggressively advocated its products and technology not
only for profit and market growth, but also out of a sincere belief they can help
defend the U.S. and its troops overseas.

Idaho has quickly moved to establish itself in an industry that has proven to be one
of the most difficult to penetrate. The company’s Ruggedized Advanced Pathogen
Identification Device (RAPID) and RAZOR systems have surely aided in establishing
F062-16, World Chemical and Biological Agent Detector Markets
© 2004 Frost & Sullivan
Manager – Gary Leikin, Analyst – Matthew Farr
www.frost.com

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Idaho’s reputation as a provider of effective and reliable biological detection
equipment. This reputation was reinforced when the mayor of New York City, Rudolf
Giuliani, deputized Idaho Technology to provide emergency biological detection in
the wakes of the 9/11 attacks on that city.

The RAPID system is capable of automatically analyzing samples for the presence of
any DNA sequence. This detector can analyze 32 samples in 30 minutes. When
designing RAPID ease of use was made a priority. The software used is divided into
basic and advanced modes, this allows the user to prepare a sample, place it in the
instrument and simply push a button. RAPID is also portable, weighing in at 50
pounds while still retaining its ruggedness.

RAZOR is a small, nine-pound, biological detection system. RAZOR is a stand-alone
sensor that detects in real-time any harmful pathogens. This system is also battery-
operated thermocycler, with built in analysis and detection software while still being
a completely self-contained detection unit. This detector has low to zero false
positives because of its new instrument software. This software shows simple to read
positive negative detection results while storing the data in its onboard storage unit,
which can be downloaded to any computer interface.

RAPID and RAZOR are two effective biological detection systems that combine new,
innovative technology with portability, ruggedness, ease of use, and reliability. In
today’s business world, technology will not take the place of an effective business
development strategy and Idaho’s business development strategy is truly valuable.

Just as important, however, has been Idaho Technology’s proven ability to be large
enough to handle any task, yet small enough to remain industry responsive. As
such, the company has been exceedingly adept at identifying new market
opportunities and then aggressively pursuing them. Idaho Technology recently won
the Department of Defense’s Joint Biological Agent Identification and Diagnostic
System (JBAIDS) contract, for example, by targeting the need six months before the
actual contract was posted to the DoD website. The company was, therefore, able
to preemptively initiate structuring the proposal and prototype significantly ahead of
the competition. This aggressive business development strategy has undoubtedly
contributed to Idaho becoming a large biological detection company in such a
relatively brief period of time.
F062-16, World Chemical and Biological Agent Detector Markets
© 2004 Frost & Sullivan
Manager – Gary Leikin, Analyst – Matthew Farr
www.frost.com

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