AYYAZ PPT.
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The document outlines a strategic business plan for an IT services company. It includes an analysis of the growth of the UAE IT industry market and factors driving growth. It also describes the company's proposed business excellence model, mission, product offerings, SWOT analysis, and high-level business development strategies including sales, financials, and risk assessment. The strategic business plan aims to develop a balanced approach to business development.
AYYAZ PPT.
- 2. New BUSINESS DEVELOPMENT STRATEGY Propose Model for IT Service Oriented Company Developing a Balanced Business Development plan Strategy Prepared by: Mr Ayyaz Mehmood Shaikh Mr Amjad Ali Khan
- 3. 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
- 4. UAE IT INDUSTRY GROWTH & MARKET ANALYSIS 17.17 BILLIONS 2014 PROJECTED ESTIMATED GROWTH 19.85 BILLIONS 2017 18.68 BILLIONS 2015
- 5. 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.
- 6. 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.
- 7. 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.
- 9. OVERALL Strategy BUSINESS PROCESS What business processes must we excel at? • Develop new products • Understand customer segments • Reduce cycle time • Provide rapid response • Cross sell the product line STRATEGY FINANCIAL How should we appear to our stakeholders? • Broaden revenue max • Improve operating efficiency • Improve enterprise financial health CUSTOMER How should we appear to our customers? •Service excellence •Trusted business partner LEARNING & GROWTH How can we sustain our ability to change and improve? • Hire Key Technical talent • Implement cross training • Align personal goals
- 10. 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.
- 11. 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
- 12. Strength Weakness Opportunit y Threat SWOT ANALYSIS
- 14. ORGANIZATIONAL CHART CEO BDM SALES 1 SALES 2 DIRECTOR TECHNICAL TEAM
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- 16. 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
- 17. The Changing Face of Business Industrial Age Business Money driven Greed and exploitation Hard-sell approach 1760 - 1990 Information Age Business Information driven 1990+ BUSINESS DEVELOPMENT STRATEGY Sharing and generosity “Soft” approach
- 18. Information Age Business Traditional lead generation yields less Longer sales cycle Companies are not achieving targets Major competition for business Increased outbound marketing costs BUSINESS DEVELOPMENT STRATEGY A major shift in business … Major shift to self-education – “DIY” Access to the Web has changed client expectations Knowing before interacting
- 19. Business Development BUSINESS DEVELOPMENT STRATEGY 1970s – 1980s Trade Shows Magazines Sales Rep Peers Analyst Direct Mail CLIENT CLIENT 2013 Online Video Email Marketing Magazines Twitter Social Networks Business Networks Online Q&A Peers Blogs SEO Optimisation Trade Shows Mobile Marketing Virtual Events Sales Rep eBooks Direct Mail Analyst 1995+
- 20. Creating a Balanced BD Programme Inbound Business Development Strategy Outbound Business Development Strategy Behaviour-driven Sales Mastery “Remarkable is the new ‘business as usual’” BUSINESS DEVELOPMENT STRATEGY
- 21. What does this mean for your business? Website Visitors Convert visitors to leads Get found by visitors through : • Publishing great content • Promoting via SM • SEO Optimisation Convert these leads into clients by: 1. Inbound BD Strategy: BUSINESS DEVELOPMENT STRATEGY Clients • Email • Lead management • Behaviour-driven sales approach
- 22. 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 BUSINESS DEVELOPMENT STRATEGY • Bill boards/Poster campaigns • Public relations Corporate Marketing
- 23. What does this mean for your business? 3. Behaviour-driven Sales Mastery: Developing unstoppable confidence Sales facilitation techniques Lead qualification and service alignment BUSINESS DEVELOPMENT STRATEGY Conducting winning presentations Building and nurturing long-term business relationships
- 24. How does your website stack up? Does it draw immediate attention or does it have a dated appearance? Is the content benefit-driven? BUSINESS DEVELOPMENT STRATEGY 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?
- 25. Where is your business presence? BUSINESS DEVELOPMENT STRATEGY CLIENT 2013 Online Video Email Marketing Magazines Peers Blogs SEO Optimisation Trade Shows Mobile Marketing Virtual Events eBooks Direct Mail Analyst Business Networks Social Networks Sales Rep Twitter Online Q&A
- 26. Structured Development Programme BUSINESS DEVELOPMENT STRATEGY 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
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- 28. 28 1 – Assess Performance Environment Things like Corporate Strategy, Business Life Cycle, Market Dynamics How are you at Sales 2.0?
- 29. Review existing documentation Research industry markets Interview executives and management Survey Sales Force Survey Customers Mystery Shop competition Assess Performance Environment
- 30. 30 2 – Evaluate Organizational Design Look at Sales Structure, Value Chain, Sales Channel, Processes/Tools
- 31. 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?
- 32. 32 3- Conduct Competitive Analysis Including Stakeholder analysis and identification of competitive openings
- 33. Competitive Analysis Competitive Intelligence links sales strategy to competitive response Magazines Newswires SEC Filings Web Sites Census Market Research Newspapers Internal & External Experts Business Intelligence Software News Portals Online Directories Vertical Portals News Portals Research Shops Monitoring Tailoring Archiving Competitor Profiling SWOT Analysis Trend Analysis Simulation Forecasting Communications Brand Marketing Position Human Resources Suppliers Mergers/Acquisitions Financial Product Dev. Business Dev. Public Relations Marketing Information Information Aggregation Strategy Business Action Competitive Intelligence Content Generation
- 34. 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. 35 With ROI models, Change Management Plan, Sequencing of improvement initiatives Requires a Sales Force Effectiveness team to carry out
- 36. Develop Roadmap Momentum Success Build SOP Design 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
- 37. Sample Target Metrics for Roadmap 1. Achieve $350MM in current revenue by end year 2012 2. Achieve $150MM growth in revenue from new business by end year 2012 3. 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)
- 38. Channels Determine optimal route to market Develop Go-to-Market Plan 2 Sales Force Structure Organizational model effectiveness vs. efficiency Sales Force Size Match selling capacity to market demand Design Sales Force3 Sales Infrastructure Create performance conditions for optimal results Build Infrastructure4 Account Segmentation Segment accounts by Ideal Customer Profile Lead Management Generate MQL/SAL/SQL Sales Process Map customer/prospect buying process to custom built sales process Develop Sales Strategy STEP 1 Sales Strategy is Step 1 to World Class
- 39. 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
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- 41. Financial Plan 30000000 30250000 30500000 25000000 23000000 21500000 1ST YEAR 2ND YEAR 3RD YEAR 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.
- 42. 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
- 43. Economy Slow 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%
- 44. 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%
- 45. 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%
- 46. ASSESMENT & REVIEW A. Synchronized Tracking Systems B. Break-even Analysis of Each quarter C. Client Satisfaction Survey D. Associate Input (Advisory Board). Third party. E. Market Share Analysis F. Market Survey
- 47. RISK FACTORS & CONTINGENCIES A. Revenue Shortfall B. Negative Legislation (e.g.: flat tax) C. Economic Recession D. Hyper Competition E. NOT UP TO DATE…….Technology wise F. Adverse Publicity
Editor's Notes
- #32: One part of evaluating your organization’s design is to perform a Value Chain Analysis
- #34: Competitive Intelligence is an iterative process that requires understanding of how the market consumes information. Questions: Where do customers get information? When/why do they look for information? Who do they consult?
- #39: Sales Strategy will dictate which of the Sales Force Effectiveness (SFE) drivers need to be implemented or improved. This assumes, of course, that an assessment of all SFE drivers is done to know what the current state is. This graphic shows some drivers, while other drivers are within sections of the framework: Account Segmentation Territory Potential Territory Design Lead Generation Demand Generation Sales Process Channel Management Key Account Management Sales Force Structure Sales Force Sizing Quota Setting Sales Training Sales Performance Management Compensation Planning Talent Management Sales Readiness
- #40: Sales Strategy relates to all SFE drivers (from the next slide) in that, depending on your sales strategy, the other drivers will need to be modified or developed entirely.