THE CHALLENGE

In early 2006, the world's leading supplier of criminal intelligence management software (I'll refer to them as BestSpy) was looking to take their company to the "next level." While impressive by most standards, BestSpy's 20% annual growth rate was a disappointment to the executive management team. Surely in the midst of the post-9/11 world's demand for intelligence sharing, they believed, BestSpy should be growing much faster. After all, BestSpy practically invented this market.