Group-8 Centra Software !ature o# product$ Critical Facilitating good (cost%&ise) Sa'es eenue$ * "3 +n ("000) and *50 +n ("001) est,
58% CAGR in synchronous 'earnin- +arket to oera'' si.e o# *1/bn by "00 A-, eenue eenue per custo+er * 52272 Main questions: 1, 2o& to inte-rate inte-rate sa'es#or sa'es#orce ce o# e'd sa'es sa'es and te'e sa'es sa'es based based on their productiity and conersion rate4 ", 2o& shou'd shou'd entra so#t&a so#t&are re distribut distribute e each o# its produ products cts &ithout &ithout underse''in-4 3, 7hat +arket +arket shou'd shou'd entra so#t&ar so#t&are e concentrate concentrate upon and &hat &hat products products shou'd it se'' in these +arkets4 + arkets4
Field Sales vs Tele Sales roductivit! +p'oye es =ie' d Sa'e s >e'e >e'e Sa'e s
:tr'y eenu e
Producti ity
onersio n rate
"5
:uarter'y Sa'ary and co++ission;e+p' oyee * 6" 5 0
* 5 0 0 00
"#7$
1 ,/ "
1"
"
* " 0 00
* 63 00 0
#&5
18
6?
roduct Classi'cation and T!pe of Salesforce re(uired) Product
Group-8 Centra Software pressure on botto+ 'ine because o# 'o&er conersion ratio !o conso'idation
associated risk o# too +uch dependence on one c'ient !o eEpansion and diersication
,ssues) 1, =ocus on te'e%sa'es to -ht 7eb%eE but 7eb%eE #ocuses eEc'usie'y on e% +eetin-s and e%+eetin-s is entra So#t&areDs 'east reenue -eneratinproduct ", >e'e sa'es #orce has to 'o- into database to check #or the c'ient be'on-into e'd sa'es #orce 3, /0? esponse to =P (:uote) does not -et acted upon
T+e a! Forward) 1, enetrate and t+en disse.inate $ @o&er associated risks and a'so e'd sa'es contributin- around /6? o# *50 +n tar-et &hereas enterprise sa'es contribute on'y 1"?, A'so hi-her c'ient coera-e o# the oera'' +arket pie, 2# Tele-sales and Field-sales as one tea.) Based on productiity and conersion rate H>e'e%sa'esD(Productiity$ 9,65 and conersion rate o# 6?) +ust be used as to penetrate across c'ients and H=ie'd Sa'esD (Productiity$ ,/ and conersion rate o# 1"?) +ust be used to c'ose dea's &ith =ie'd Sa'es bein- +aIor'y responsib'e #or nterprise Sa'es /# Cultivate product endorsers in c'ient co+panies and a'so throu-h a''iance partners +aIor'y Cn#rastructure proiders 'ike CSJ etc, "# Tele-sales +ust -enerate 'eads o# F'oba' "000 and then &ork &ith e'd sa'es to se'' the +ore reenue -eneratin- products rather than c'osin- the dea' by se''in- He%Meetin-D products 5# 01 or ac(uire 3S vendors so that co+patibi'ity &ith entraDs products is done in%house and not be an added oerhead &# 3ore sales people to wor* wit+ ,nfrastructure partners) &orkin&ith their sa'es reps to -et;conert +ore 'eads 7# Follow up wit+ clients t+roug+ salesforce to -ie reasonab'e Guotes (in tune &ith c'ientDs de+and and bud-et &ith proper product% reGuire+ents t) that hae a hi-her ? o# -ettin- acted upon
