Innogress

Innogress Professional ServicesInnogress Professional ServicesYour Partner in GrowthYour Partner in Growth

Innogress

IntroductionIntroduction

• New products and services launching requires meticulous planning, with broad steps like:

Analyzing industry structure and competitive landscape of the target market

SWOT Analysis of the existing players in the target market space

Estimating market size of the target market with clear identification of blue ocean segments

Capturing customer requirements and demands, which carves out a space in blue colored segment

Evolving Products and Services Strategies as per analyzed customer requirements & market segments

Strategic Positioning of the evolved products/solutions & services into target market segment

Go-To-Market Plans , and strategies for ecosystem development

Gamut's of Business Development and Marketing Activities

• Innogress addresses all above customers needs through its Business Development Services platform, BDAS

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Why Strategy is Key to Startups/SMBWhy Strategy is Key to Startups/SMB

• According to the Small Business Administration, about 600,000 new businesses/year are started in the U.S. :

Only about 2% of startups are able to attract VC funding- Forbes.com

More than 95% of start-ups fail to give projected return on investment – The Wall Street Journal

An estimated 30% to 40% of high potential U.S. start-ups fail to the extent of liquidation - The Wall Street Journal

• Biggest reasons of failure are: Lack of Customer’s perspective and lack of Customer Connect & understanding of its business requirements

Lack of structured strategy in terms of profitable business models and clear & concise value propositions

Lack of unique value proposition and no real differentiation in market

Confused market positioning

• Conclusion- A well articulated-structured Strategy is missing link in a typically failed startup /SMB firm

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What Are The Key Missing LinksWhat Are The Key Missing Links• Poor planning for products & services development • Higher Time to Market due to exhaustive scopes• Unfocused as targets multiple untested opportunities • No Supporting Marketing Cover: High focus on Tech.• Cohesive Strategy & Speedy Execution are missing links • Weak understanding of the customer requirements• Non Tracking & aligning periodically with shifting markets• Weak Ecosystem & non sustainable revenue Model• Non involvement of industry & market consultants

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Statements Overlooking Consultant’s Role: Risk Associated Without ConsultantsWe have enough knowledge of market Not targeting right market segment, leading to landing into low

potential markets , even no accurate market size data

We know our customers and their requirements If products/sols. are as per customer needs, then it should be sold like hot cake, does it happening ?? If not then something missing

We have considered all data & facts while designing our products, solutions & services

There is always some limitations in getting, right kind of market related data without involving professional firms who have wider market data access and proven methodology of market research

We have all insights of players, we know how to position our products/services

Accurate competitive landscaping is very important before positioning prod./solutions, positioning in market without any detailed & strategic market analysis may trap you in wrong places

We are confident with our pricing & revenue model, its working well with other startups/firms

Have you prepared answers to strategic questions like what is going to be your dominant strategy ? What is the color of your strategy Red or Blue ?? Risk: Missing strategy & aligned planning, execution

We are well networked in our industry, so ecosystems are already in place

Mere networking doesn’t create a value oriented marketing ecosystem, Value Analysis needs to be applied to create potentials based ecosystem, missing links in ecosystem means losses

We have strong, exp. team & all skills sets, don’t need any external resources like consultants

Strong team is basic requirement for success, but team should focus on core works, limited team size creates bandwidth constraints, external consultants ease out bandwidth constraints

Market Consultants-Do we need ?? Market Consultants-Do we need ?? Typically consulting proposals stamped with negative business case- but it has risks

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What Is BDAS ??What Is BDAS ??

We develop Business of Customers through our service framework ‘BDAS’ (Business Development As Service)

Reduce your Time to Market through BDASBDAS Enables Market Intelligence gathering Agile professional BD Services for keeping your setup lean & focusedLeverage business networks & professional strengths of Innogress for successConsultative Top Down Approach in Prod., Services & Sols. Mktg. leading to differentiation

Our Framework Delivers Winning GTM Strategies

Precursor to BD we Deliver Strategic Positioning Spotting Developing & Firming Business Opportunities

•Market Research & Opportunity Analysis• Go To Market (GTM) Strategies

• Market Segmentation• Prod. /Sol. Positioning• Marketing Comm.• Ecosystem

Development• Account Mapping• Prospects Development• Business Req. Analysis• Business Proposals• Business Deals Mgmt.

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Gamut of Services In BDASGamut of Services In BDAS

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Gamut of Services In BDAS- Contd.Gamut of Services In BDAS- Contd.

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Our Focus Area 1: ICT & High-Tech.Our Focus Area 1: ICT & High-Tech.

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Our Horizontal & Vertical Capabilities Our Horizontal & Vertical Capabilities

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Typical Business Issues CoveredTypical Business Issues Covered• Enterprise Performance Management & Sustainability Improvement• Enterprise Productivity Enhancement & reducing / optimizing business process cycle time• Assets Management, Assets Utilization, M/Cs Reliability & Efficiency Improvement • Predictive Equipment Operations Analysis, Predictive Maintenance, Improving Up Times• Enterprise Energy Efficiency, Energy Management Systems, Environmental Mgmt. Systems• Smart Grid Sys., Demand Response, Demand Forecasting, Energy Pricing Forecasting Models • Natural Resource Optimization, Water & Utility loss/leakage analysis & Mgmt. Systems • Waste Mgmt., Recycling & Disposal Systems, Industrial Automation Systems• Sourcing Optimization, Vendors Performance Analysis, Supply Chain Optimization• Eliminating Bullwhip effect in Supply Chain, Stock Out Problems, Demand Forecasting Errors• Lean Operations, Six Sigma, Quality Control Systems, Waste/Rejection Mgmt., Storage Mgmt.• Manufacturing Execution- Planning, Scheduling and Production Process Control & Mgmt.• Inventory Mgmt., Warehouse Mgmt., Distribution Systems, Outage Analysis, TTL Issues • Marketing Campaign effectiveness, Sales Mgmt., Service Mgmt., E-commerce channels dev.• E-Procurement, Strategic Sourcing, Market Analysis, Sensitiveness Analysis, Risk Analysis• Enterprise Integration, Content Management, Digital Channels Mgmt., Digital Enterprise

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Key Solution Provider’s Side Exp.Key Solution Provider’s Side Exp.

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Key End User's Side Solution BD Exp. Key End User's Side Solution BD Exp.

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Typical Consulting Engagement PlansTypical Consulting Engagement Plans

• 2-3 weeks quick market assessment of target market• 3-4 weeks engagement for Market Analysis to GTM light• 4-5 weeks rapid Business Analysis of Customer’s Business

Requirements (VOC) for Incorporating into Products / Sols. • 4-5 weeks engagement for developing Solution

Architecture, Technical & Functional Specifications• Business Proposals Preparation, Expert formulations for

RFPs/RFIs Responses as per your business needs• Business Development Presentations & Deal Management

as per business requirements

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Our Analyst Credentials- Our Analyst Credentials- Ex-IDCs/GartnerEx-IDCs/Gartner

BUS I NE S S L EADER & ANAL YST

Sumant Parimal, Consulting Director & Principal Analyst

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Deepak Kumar, Advisor & Sr. Industry Analyst

Domain Experience: •Markets/Segments: Telecom Services, Cloud Services, IT Services, Unified Communications, Access Devices, Data Centers, Other IT•Consulting & Advisory: Cloud Services, Unified Communication, Data Center and Managed Services,

Project Experience Highlights:•Consulted third-party data center service providers on their go-to-market and customer acquisition strategies, using benchmarks established through market research studies•Provided advisory for telecom service provider organizations on aspects ranging from IT transformation to big-data opportunities. •Advisories to mobile handset players on strategic alignment of the offerings to meet specific demands of the India market. •Market entry recommendation development for a telecom company considering to grow as player in the wider ICT segment•Growth consulting and continuous advisory service to a networking and security appliance company•Continuous advisory and competitive analysis service to various access device and IT peripheral companies•Regular research on IT & Telecom industries best practices, performance standards and services levels available in markets Specializations: Market research, strategic content and communications, advisoryServices and solutions: Business advisory, public speaking, sales-enablement workshops

• Deepak Kumar is a strategic business advisor & market researcher, columnist and marketing communications specialist with domain specializations in areas of IT, Telecom and Corporate Sustainability. As Advisor at Innogress & Founder Analyst at BusinessandMarket.net, his emphasis areas include strategic advisory, research whitepapers & case study development, mkt. analysis, public speaking &sales enablement.

• He carries around 24 years of experience, of which more than 16 years have been doing research and analyses in the areas of IT and telecommunications and green technologies, with an emphasis on horizontal shifts like Cloud, Big Data and Internet of Things.

• Earlier, he served in capacities of Research Director and Associate Vice-President of Research at IDC India and headed the Client Computing, Peripherals, Telecommunications, Networking and Channel research practices there.

• He writes columns/opinion pieces for well-known publications and his write-ups have appeared in Economic Times, Business Standard, Light Reading India and GovernanceNow, among others. He is also widely quoted in both print and electronic media and has spoken at numerous industry events including IDC’s flagship events Directions and Predictions and at Bicci’s annual events.

• He has driven a range of industry-level studies in areas spanning Telecommunication, Networking, IT Infrastructure and IT Services for evolving industry best practices, IT Spends benchmarking & service management.

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Shalini Verma, Strategy Consultant, Technology & Business

• Shalini brings a wide range of industry experience spanning 17 years in industry research, consulting, product management & solution selling

• She worked with Clients in US, Australia, Europe, South Africa & APAC countries Singapore, Malaysia, Korea, Indonesia, Thailand & Taiwan

• She has worked for 9 years in reputed market advisory firms Gartner and IDC• At Gartner, Shalini was Principal Research Analyst, responsible for providing thought

leadership in consumer technology & market trends and giving actionable advice to CxOs on Go-To-Market strategies in Cloud, Mobile & Social

• At IDC, Shalini successfully built the Unified Communications and Enterprise Mobility programs to advice CxOs. She actively engaged with executives through Go To ‐ ‐Market consulting services & speaking engagements

• Prior to that, she worked with the telecom operator Reliance Communications in a product management role. She was responsible for launching and managing a number of mobile apps. and services

• Shalini has been invited to speak at several industry events. She is widely quoted by media such as CNBC, BBC, Bloomberg and Channel News Asia

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Sreenivas Annavazzala, Partner & Business - IT Consultant

• Sreenivas brings around 20 years of work experience in areas of Marketing, CRM, SCM & ERP

• In latest role, he was consultant to AT&T, USA on CRM Consulting Project• He was CRM Development & Delivery Manager at Serene Corporation• He was CRM IT Project Manager and Practice Manager at BizTech, USA• He was CRM Project Manager at The Athene Group• He holds an MBA (Operations) and Bachelor of Engineering (Industrial)

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ContactsContacts

THANK YOU

Sumant Parimal,

Director of BD & Consulting,Innogress Professional Services Pvt. Ltd.Noida, NCR Delhi, IndiaIndia Mob.: +91-9873219910US Mob.: +1-9174037772UAE Mob.: +971-553699535E-mail: sumant_parimal@innogress.com parimalsumant@gmail.comWeb: www.innogress.com

Also: Partner, Stark Consulting Services Inc.US Office: 24 Straton Ct., Parlin, NJ 08859Web : www.starkcsi.com