AYYAZ PPT.

New BUSINESS DEVELOPMENT STRATEGYPropose Model for IT Service Oriented

Company

Developing a Balanced BusinessDevelopment plan Strategy

Prepared by:

Mr Ayyaz Mehmood ShaikhMr Amjad Ali Khan

STRATEGIC BUSINESS PLAN OUTLINE

INDUSTRY GROWTH ANALYSIS MARKET RESEARCH BUSINESS EXELLENCE MODEL OVERALL BUSINESS STRATEGY COMPANY MISSION & CORE PRODUCT SITUATIONAL (SWOT) ANALYSIS PORTER FIVE FORCES MODEL BUSINESS DEVELOPMENT LEVEL STRATEGY SALES STRATEGY FINANCIAL PLAN RISK FACTORS & CONTINGENCIES ASSESSMENT AND REVIEW

UAE IT INDUSTRY GROWTH & MARKET ANALYSIS

17.17 BILLIONS2014PROJECTED ESTIMATED GROWTH

19.85 BILLIONS 201718.68 BILLIONS 2015

THE FACTOR DETERMIN THE MARKET GROWTH ANALYSIS ON MACRO LEVEL

The sales of software and services will lift the UAE IT industry this year 8.8% 2015

The software sales will increase to 3.549 bn in 2015 from Dh 3bn in 2014,registering 18.1% increase in local currency terms.

The UAE is one of the regions fastest growing enterprise resource planning (ERP) market as modernization initiatives continue in an efforts to increase the international competitiveness.

According to the world economic forum information technology reports 2014, the UAE rank No 4 out of 148 countries in firm level technology absorption and about 85% of households has a personal computer.

The hardware sales are forecast to increase 2.3% to Dh8.7bn in 2015 from Dh 8.585bn last year as growth in corporate segment will offset the stagnating growth of consumer market.

In term of service sales, the companies expect to earn 13.8% more this year to Dh6.351bn as compared to Dh5.58bn last year.

International data corporation said last month spending on ICT products and services in the middle east and Africa will cross the 270 bn dollar mark in 2015 and IT market expected to grow 9% year on year in 2015.

Market Research Summary

The people of UAE are mostly aristocrat who are willing to pay enough for quality high tech product.

The market has enough potential for high tech product as in result to dramatic change in the people life style and the attitude toward technology

The IT industry interlinked with the various industry like Real Estate, interior designer and commercial trading IT product.

The per capita income of people in our country is increasing gradually which is an indicator of increasing spending power.

OVERALL Strategy

BUSINESS PROCESSWhat business processes must we excel at?• Develop new products• Understand customer

segments• Reduce cycle time• Provide rapid response• Cross sell the product

line

STRATEGY

FINANCIALHow should we appear to our stakeholders?• Broaden revenue max• Improve operating

efficiency• Improve enterprise

financial health

CUSTOMERHow should we appear to our customers?•Service excellence•Trusted business partner

LEARNING & GROWTHHow can we sustain our ability to change and improve?• Hire Key Technical

talent• Implement cross

training• Align personal goals

VISION STATEMENTS

The world today is a mix of Digital, Analog & IP technologies. Every day, system engineers are forced to assemble discrete components to meet the requirements of this mixed-solution to the world and facing every day new challenges in shape of technology modernization as an opportunity.

vision is to profitably deliver cutting edge mixed-voice technology solutions that enable a new generation of integrated high-performance, low-noise, mixed-products solution, while significantly reducing price, size, and power consumption.

THE COMPANY CORE PRODUCTS

STRUCTURED CABLING (VOICE & DATA) CCTV CAMERAS INSTALATION TELECOM (ANALOG, DIGITAL & IP SOLUTION) PHYSICAL NETWORK INSTALATION & TROUBLE

SHOOTING THE NEW SERVER INSTALLATION SOFTWARE LICENSES AND INSTALATION DATA CENTRE DESIGN ANNUAL MAINTAINACE AGREEMENT

Strength Weakness Opportunity

Threat

SWOT ANALYSIS

ORGANIZATIONAL CHART

CEO

BDM

SALES 1 SALES 2

DIRECTOR

TECHNICAL TEAM

15

4Steps to Define Your

Business development Strategy

Business Turnover Drivers Five turnover drivers to grow any business …

Get more inbound traffic

Convert more enquiries into business

Increase repeat business

Increase average sales value

BUSINESS DEVELOPMENT STRATEGY

Increase profit margin per sale

The Changing Face of Business Industrial Age Business

Money driven Greed and exploitation Hard-sell approach

1760 - 1990

Information Age Business

Information driven

1990+


Sharing and generosity “Soft” approach

Information Age Business Traditional lead generation yields less Longer sales cycle

Companies are not achieving targets

Major competition for business

Increased outbound marketing costs


A major shift in business …

Major shift to self-education – “DIY”

Access to the Web has changed client expectations

Knowing before interacting

Business Development


1970s – 1980sTrade Shows

Magazines

Sales Rep

Peers

Analyst

Direct Mail

CLIENT

CLIENT2013

OnlineVideo

EmailMarketing

Magazines

Twitter

SocialNetworks

BusinessNetworks

OnlineQ&A

Peers

Blogs

SEOOptimisation

Trade Shows

MobileMarketing

VirtualEvents

Sales Rep

eBooks

Direct Mail

Analyst

1995+

Creating a Balanced BD Programme

Inbound Business Development Strategy

Outbound Business Development Strategy

Behaviour-driven Sales Mastery

“Remarkable is the new ‘business as usual’”


What does this mean for your business?

Website Visitors

Convert visitorsto leads

Get found by visitors through :

• Publishing great content

• Promoting via SM

• SEO Optimisation

Convert these leads into clients by:

1. Inbound BD Strategy:


Clients

• Email

• Lead management

• Behaviour-driven sales approach

What does this mean for your business? 2. Outbound BD Strategy:

Online Campaigns

• Banners & displays• Virtual events• Webinars• Emails

Offline Campaigns

• Trade shows• Direct mail• TV & Radio• Printed Advertising• Electronic business card

Field Marketing

• Cold calling• List purchases• Telemarketing• Targeted events


• Bill boards/Poster campaigns• Public relations

Corporate Marketing

What does this mean for your business? 3. Behaviour-driven Sales Mastery:

Developing unstoppable confidence

Sales facilitation techniques

Lead qualification and service alignment


Conducting winning presentations

Building and nurturing long-term business relationships

How does your website stack up? Does it draw immediate attention or does it have a dated appearance?

Is the content benefit-driven?


When has it last been updated?

Does it display your business’ uniqueness to the extent it could?

What is your website’s real SEO effectiveness?

How many pages does your website have in total?

Where is your business presence?


CLIENT2013

OnlineVideo

EmailMarketing

Magazines Peers

Blogs

SEOOptimisation

Trade Shows

MobileMarketing

VirtualEvents

eBooks

Direct Mail

Analyst

BusinessNetworks

SocialNetworks

Sales Rep

Twitter

OnlineQ&A

Structured Development Programme


What differentiates your service from the rest?

- Developing a great value proposition

Value Proposition

- Company BD Plan

- Communication

Preparation- Developing unstoppable confidence

- Sales facilitation techniques

- Lead qualification & service alignment

- Winning Presentations

- Building long- term business relationships

Behaviour-driven Sales

Mastery

- Online strategies

* Emails* Virtual events

- Offline strategies

* Trade shows* Road shows* Direct mail* TV/Radio* Printed advertising* Electronic Business Cards

Outbound BD Strategies

- Social Network profile and groups

- Business Blog and SEO

- Professional PDF, Video, Podcasts and presentations

Inbound BD Strategies

- Company video

- Case study slide shows

- Staff resumes/ videos*

- Website SEO

Company Website

27


Sales Strategy

28

1 – Assess Performance Environment

Things like Corporate Strategy, Business Life Cycle, Market

Dynamics

How are you at Sales 2.0?

Review existing documentation Research industry markets Interview executives and management Survey Sales Force Survey Customers Mystery Shop competition

Assess Performance Environment

30

2 – Evaluate Organizational Design

Look at Sales Structure, Value Chain, Sales Channel, Processes/Tools

Evaluate Organization Design

Questions to Consider- How do you apply?

Is Compensation inciting correct behavior?

Is there an active Performance Mgmt. plan in place?

Does the CRM platform maximize efficiencies?

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3- Conduct Competitive

Analysis

Including Stakeholder analysis and identification of competitive

openings

Competitive AnalysisCompetitive Intelligence links sales strategy to competitive response

MagazinesNewswiresSEC FilingsWeb SitesCensusMarket ResearchNewspapersInternal & External Experts

Business IntelligenceSoftwareNews PortalsOnline DirectoriesVertical PortalsNews PortalsResearch ShopsMonitoringTailoringArchiving

Competitor ProfilingSWOT AnalysisTrend AnalysisSimulationForecasting

CommunicationsBrandMarketing PositionHuman ResourcesSuppliersMergers/AcquisitionsFinancial

Product Dev.Business Dev.Public RelationsMarketingInformation

InformationAggregation Strategy

BusinessAction

Competitive Intelligence

Content Generation

34

4 - Develop Buyer Personas.Don’t just try to understand who your customer is…. Understand how they buy. Otherwise you cant tailor your sales methodology to their buyer methodology.

35

5- Develop A Roadmap

With ROI models, Change Management Plan, Sequencing of improvement initiatives

Requires a Sales Force Effectiveness team to carry out

Develop Roadmap

Mom

entu

m Succ

ess

Build

SOP

Desig

n

Systems, processes and communication are Standard Operating Procedure

Strategies successfully executed and creating measurable results

Implement and execute defined strategies

Develop the systems, processes and communications that drive results

Research and define the marketplace, strategies and measures of success

Clear roadmap in developing sales strategy to achieve corporate goals

Sample Target Metrics for Roadmap1. Achieve $350MM in current revenue by end year

20122. Achieve $150MM growth in revenue from new

business by end year 20123. Improve EBITDA 15% by end of 2012 (from 10.1%

to 15%)4. Improve Customer Experience (in top 50% for CSI)5. Improve Retention in Key Positions (10% annually)

ChannelsDetermine optimal route to market

DevelopGo-to-Market

Plan2

Sales Force StructureOrganizational model effectiveness vs. efficiency

Sales Force SizeMatch selling capacity to market demand

DesignSales Force3

Sales InfrastructureCreate performance conditions for optimal results

Build Infrastructure4

Account SegmentationSegment accounts by Ideal Customer Profile

Lead ManagementGenerate MQL/SAL/SQL

Sales ProcessMap customer/prospect buying process to custom built sales process

Develop Sales

Strategy

STEP

1

Sales Strategy is Step 1 to World Class

Sales Strategy Solves for Typical Problems Merger of sales forces

after Acquisition Declining Sales Revenues Declining market share Increasing cost of sales Changing market-

product mix New Product launch that

falls short of sell-through expectation

New market entries posing competitive threat

40


FINANCE Strategy

Financial Plan

1st Year 2nd Year 3rd Year

30000000 30250000 30500000

2500000023000000

21500000

Sales Vs. Expense - 3 years

Sales Cost

It is reasonable to assume that given the territory, size of operation, and unique concept of business strategy, that it will produce sales in excess of the existing operation. The projections set out in this plan, however, are based on a more conservative estimate. The ration on every project is 30% profit overall project.

In addition to the 1,20,00,000 of entrepreneurs investment(60%), Hungry 24/7 is seeking 80,00,000 BDT in long-term loans(40%) for providing 1,80,00,000 BDT in investment for renovations, furniture, kitchen equipment, liquor license, food & restaurant supplies, legal fees, working capital, marketing and personnel.

FINANCIAL PERFORMA

EconomySlow Economic Recovery. We anticipate a slow-growth economy, recovering from an economic recession.

Business Growth

Annual Growth Rate Percentage: We anticipate modest growth over the coming years. The financials account for the following growth projections:

Year 2: 6% Year 4: 4%Year 3: 5% Year 5: 4%

Weekly Sales Variance

Friday will typically be our best sales for the week. The sales volume for all other days is represented as a percentage relative to Saturday.

Therefore our weekly sales will vary as follows:

Monday: 55%, Tuesday: 60%, Wednesday: 75%, Thursday: 95%, Friday: 100%, Saturday: 90%

Six-Month Start-Up Stage

As a new restaurant entry to the Midtown market, the ramp-up in customer draw is expected to extend over 6 months. This is reflected in a higher than average monthly sales variance shown as follows (Worst-case / Expected-case):

Month 1: 32% / 51% Month 4: 64% / 75% Month 2: 41% / 58% Month 5: 80% / 90% Month 3: 52% / 66% Month 6: 90% / 92%

ASSESMENT & REVIEW

A. Synchronized Tracking Systems B. Break-even Analysis of Each quarter C. Client Satisfaction SurveyD. Associate Input (Advisory Board). Third party.E. Market Share AnalysisF. Market Survey

RISK FACTORS & CONTINGENCIES

A. Revenue Shortfall B. Negative Legislation (e.g.: flat tax)C. Economic Recession D. Hyper CompetitionE. NOT UP TO DATE…….Technology wiseF. Adverse Publicity

AYYAZ PPT.

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