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Entry strategies for the second fastest growth market

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  • Ramesh Adavi
  • Accelerate Your Business Linkedin

    1. 1. Accelerate your business Provide an India Focus to your business Accelerate your business. Connect with
    2. 2. IT Services - the Business Landscape <ul><li>Unprecedented uncertainty. Especially re: the “developed markets”. </li></ul><ul><li>Make a commitment to the India Market </li></ul><ul><ul><li>A de-risking measure </li></ul></ul><ul><ul><ul><li>The “real” Indian economy is stable </li></ul></ul></ul><ul><ul><ul><li>India is the 2 nd fastest market, in the world </li></ul></ul></ul><ul><ul><li>An “emerging” (BRIC) market strategy crucial for the long-term </li></ul></ul><ul><ul><ul><li>India seen to be the most attractive “innovation” hub. </li></ul></ul></ul><ul><ul><li>To address India, business models must be re-defined. </li></ul></ul><ul><ul><ul><li>A renewed portfolio </li></ul></ul></ul><ul><ul><ul><li>Sales & Marketing competencies will have to be nurtured – they are “critical-to-business” </li></ul></ul></ul>Accelerate your business. Connect with
    3. 3. The consulting canvas Accelerate your business. Connect with ACCELERATE YOUR INDIA BUSINESS DEVELOP A WINNING INDIA STRATEGY DEVELOP AN “INDIA PORTFOLIO” MARKETING SERVICES SALES EXECUTION <ul><li>Ramesh Adavi’s personal brief </li></ul><ul><li>28 years of strong business development results, in India </li></ul><ul><li>An educational background suited for development of technology businesses </li></ul><ul><ul><li>Engineering (IIT-B) & Management (IIM-B) </li></ul></ul><ul><li>A rich & varied knowledge base: </li></ul><ul><ul><li>across a range of organizational settings – </li></ul></ul><ul><ul><li>start-up to early growth to the most respected MNCs </li></ul></ul><ul><ul><li>spanning across multiple technologies & domains </li></ul></ul>
    4. 4. Develop a Winning India Strategy <ul><li>To help you develop an India strategy, I can: </li></ul><ul><ul><li>Identify attractive markets </li></ul></ul><ul><ul><li>Conduct Market studies – market structure, competition,… </li></ul></ul><ul><ul><li>Conduct Vertical / niche market studies – business drivers, trends,.. </li></ul></ul><ul><ul><li>Technology trends and their relevance to India </li></ul></ul>Accelerate your business. Connect with <ul><li>EXPERIENCES & LEARNING </li></ul><ul><li>I have managed the annual business planning rounds </li></ul><ul><li>for Siemens Information Systems Ltd (SISL), twice, for 11 vertical units </li></ul><ul><li>Gained valuable insights from leading research firms such as Gartner, Forrester.. </li></ul>
    5. 5. Develop an “India Portfolio” <ul><li>Indians are ”value (for money)” buyers. Offerings must have compelling value propositions </li></ul><ul><li>Some characteristics relevant to an India portfolio: </li></ul><ul><ul><li>Shift to “solutions”, from cost & skills arbitrage </li></ul></ul><ul><ul><li>Examples </li></ul></ul><ul><ul><ul><li>Systems Integration – huge opportunities in the e.Governance space </li></ul></ul></ul><ul><ul><ul><li>Enterprise Solutions – Implementation of ERP, SCM & CRM all looking good. </li></ul></ul></ul><ul><ul><ul><li>Information Infrastructure Management with a business transformation focus </li></ul></ul></ul>Accelerate your business. Connect with <ul><li>EXPERIENCES & LEARNING </li></ul><ul><li>As head of SISL’s Portfolio & Technology Management function, I have participated </li></ul><ul><li>in a “structured” portfolio development process: </li></ul><ul><ul><li>Service Portfolio Life-Cycle Management (SPLM) </li></ul></ul><ul><ul><li>Domain Maps & Value Chain analysis to unlock “white spaces” </li></ul></ul><ul><ul><li>and develop compelling value propositions </li></ul></ul>
    6. 6. Marketing Services <ul><li>Provide the sales team with tools they need to win in the market place </li></ul><ul><ul><li>Content development to provide “Thought leadership” </li></ul></ul><ul><ul><li>Enhance your Web presence </li></ul></ul><ul><ul><li>Automated Campaign Management </li></ul></ul><ul><ul><li>Prospect Research </li></ul></ul>Accelerate your business. Connect with <ul><li>EXPERIENCES & LEARNING </li></ul><ul><li>Supported SI’s & dealers to win business : Motorola </li></ul><ul><li>Created & nurtured a nation-wide dealer network, </li></ul><ul><li>with telling results for a START- UP – “PC Quest’s BEST MODEM”, </li></ul><ul><li>Twice!! : PowerTel Boca </li></ul><ul><li>A structured process for suspect qualification. </li></ul><ul><li>Led to significant reduction in selling effort & improved conversion : Synerzip </li></ul>
    7. 7. Sales Execution - Components <ul><ul><li>A structured sales process is most critical. And will lead to: </li></ul></ul><ul><ul><li>Predictable order-intake & revenue results </li></ul></ul><ul><ul><li>Increased market penetration & competitive strength </li></ul></ul><ul><ul><li>Reduction in cost & risk per unit of revenue earned </li></ul></ul><ul><ul><li>Components of a winning sales process include: </li></ul></ul><ul><ul><li>Designing the Sales Organization – roles, territories, targets,… </li></ul></ul><ul><ul><li>Sales Compensation Plan – must be aligned to the organization strategy </li></ul></ul><ul><ul><li>Sales Process Design – stages / activities, documentation, process inputs & outcomes, metrics,… </li></ul></ul><ul><ul><li>Sales Management – review of performance, tactics planning,… </li></ul></ul><ul><ul><li>Coaching & Mentoring – timely intervention by experienced sales coaches have high impact on sales person motivation & performance </li></ul></ul><ul><ul><li>Key Account Management </li></ul></ul><ul><ul><ul><li>A positive attitude – MUST WIN beach head / bellwether accounts </li></ul></ul></ul><ul><ul><ul><li>Increase target account “share-of-wallet” </li></ul></ul></ul><ul><ul><ul><li>Account management methods that lead to cost & risk reduction, of the overall sales effort. </li></ul></ul></ul><ul><ul><li>Sales Information System – by implementing a “sales friendly but firm” SFA / CRM system </li></ul></ul>Accelerate your business. Connect with
    8. 8. Sales Execution – Experiences & Learning <ul><li>Top Individual performer for 5 years : PSI Data </li></ul><ul><li>Excellent record as a Sales Manager: </li></ul><ul><ul><li>3 years running, my team contributed 70% of company revenue : Motorola </li></ul></ul><ul><ul><li>From start to No 2 in the market, in 12 months : Modi Olivetti </li></ul></ul><ul><li>Have set up a NATIONAL SALES OPERATION – from scratch to success </li></ul><ul><ul><li>In an 18 month period – from start-up to no 1 in the country : PowerTel Boca </li></ul></ul><ul><ul><li>In a 12 month period – more than 6 fold revenue growth : Compulink </li></ul></ul><ul><ul><li>(a product in EARLY GROWTH stage) </li></ul></ul><ul><li>Successful implementation of a SIEBEL based CRM system : Siemens (SISL) </li></ul>Accelerate your business. Connect with My association with Academics : convert the experience base into structured learning processes
    9. 9. <ul><li>THANK YOU </li></ul><ul><li>[email_address] </li></ul>Accelerate your business. Connect with