Business Development for the
MEMS and Sensors Industry
To supplement an organizations’ s internal sales development effort, Roger Grace Associates uses its in-
depth and broad knowledge of applications, the companies that support these applications and its
extensive network of high-level buyer influencer colleagues to provide guidance and recommendations
as to target customer opportunities. It also can provide individual new business development outreach
and contribute to the internal sales process.
What Roger Grace Associates provides:
• Analysis and determination of target application opportunities and the organizations involved
• Identifying, qualifying, and prioritizing of sales opportunities
• Introduction of potential sales opportunities to clients
• Development of domestic and international distribution channels including vetting and selection recommendations of sales representatives and distributors
What Roger Grace Associates' clients have to say...
Rick Russell, President
"We believe Roger's efforts have resulted in tangible new business opportunities for Merit Sensor. In addition to these successes, Roger's efforts helped to educate the Merit Sensor marketing department about the appropriate messaging and marketing tactics that will bring us the most success over time."
Matthew Apanius, Director
Desich SMART Center
Sensor Assembly, Packaging, and Test
"Roger and I put together a sales strategy that was effective for the Desich SMART Center. He uncovered business from Dexter Research and made strategic introductions to companies like Fairchild Semiconductor, Merit Sensors, and InterMEMS. As part of this effort, he made recommendations for technical consultants and sales staff that we were able to utilize as a tactical level to develop our core offerings and business pipeline. We understand that this was based on his knowledge and close relationships with the MEMS community "shakers and movers."
Yogesh B. Gianchandani, Ph.D.
Professor and Director
Wireless Integrated Microsystems and Sensors Center (WIMSS)
University of Michigan
MEMS and Microsystems Research
"Roger has been a supporter of WIMSS mission for a number of years, and in the last two years has engaged more deeply as a member of the Strategic Advisory Board. Further, Roger has been an invaluable source of marketing advice to our Center, offering guidance, not only as a member of our Strategic Advisory Board but informally as well. He has also introduced and recommended our research center to several potential clients."
Director of Business Development
Thales Defense & Security, Inc.
"I needed help with building a sales & distribution network for our fledgling NavChip IMU, I turned to Grace & Associates. Roger’s long-time involvement in the sensors industry and his vast network of sales and distribution organizations’ upper-level management was effectively put to use in the development of our sales and distribution program for our inertial measurement product. He signed us up as members of the Electronic Representatives Association (ERA) and attended their annual meeting in 2019 where he uncovered many highly qualified sales representative and distribution organizations. He then undertook the detailed vetting of these organizations, including face-to-face meetings, to ensure the best match of their resources with our inertial sensing product line. His thoughtful recommendations based on his multi-decade industry experiences and long-lived personal relationships in creating sales and distribution channels for many of his clients were truly valued by our organization."
Johannes Froehling, V.P. Marketing
Jenoptik Microtechnik (Germany)
Nanoimprint Manufacturing Equipment
“In the last 10 months, the name recognition of Jenoptik has increased dramatically for our Nanoimprint equipment. This fact is based on the increased number of sales leads and the resulting sales. It was possible to realize two deals in the US in the last 10 months as a direct effort of Roger’s personal uncovering of sales opportunities and his guidance in the development of the sales strategy to close these businesses. This is most impressive since the typical incubation time for a sale of our equipment is 15 months.”