Planning and Implementation Servicesaxel hoehnkea@sembassy.com2009 July

Planning and Implementation Process

Planning and Implementation Process

Value Proposition DiscoveryThe objective of the Value Proposition Discovery is to start you on the innovative process of creating ever improving customer value propositions and refining the value chain taking your products and solutions to ever increasing number of customers. Through the Value Proposition Discovery we embark on a never-ending journey steadily improving your value propositions vis-à-vis customers, resellers, employees, investors and other stakeholders, who are critical towards the success of your globalization. We will also outline the steps in the plan taking you to the final implementation of your globalization strategy.PrerequisitesThere are no prerequisites for the Value Proposition DiscoveryMethodologyOur methodology applied to take your software company global is inspired by the 5 disciplines of Innovation, as it is defined by SRI International. We have adapted this approach to create rapid globalization of products, solutions and associated services in the software industry. The first iterations of value propositions will be performed during interactive workshops with the client.Client InvolvementThe client must make current material describing the products, services, reseller programs, customer case stories etc. available to us. Furthermore, the client must make time available for interviews and assist in setting up interviews with customers, resellers and staff.DeliverablesWe will ensure that the client gets acquainted with the value proposition development process. Additionally, we will provide a framework for the development of global GTM strategy including an estimation of the time and resources required to complete the plan.PriceThe service can be delivered as a fixed price time box or on a time and material basis

Distribution StrategyThe objective of the Distribution Strategy module is to identify prerequisites, benefits, opportunities, disadvantages and risks associated with the most appropriate distribution forms you can choose from and we assist you in choosing the most appropriate strategy for your type of business.PrerequisitesThe Distribution Strategy module requires a definition of the shareholder’s business ambitions and the product strategy.MethodologyThe Distribution Strategy Definition is based on interviews with the executive management and key staff members, interview s with customers and eventual reseller’s market research and a workshop reviewing the findings and options.ScheduleThe Distribution Strategy Definition can be completed within 1-2 months using the following approach:* Introduction and review of prerequisites* Customer Purchase Process Analysis* Customer Interviews* (Reseller/distributor interviews if the current model also includes indirect distribution)* Market research & analysis* Workshop* Conclusion and documentation=>

Client InvolvementThe client will have to provide documentation describing the shareholder’s business ambitions and the current product strategy. Beyond this information each person to be interviewed will need to allocate approximately 2-4 hours for the interviews. Customer and reseller interviews can be performed as telephone interviews and/or personal interviews depending on the type of business and on the geography. There will typically be a ½-day workshop and a final conclusion workshop. Material review should amount to approximately 8 hours.DeliverablesWe will deliver a PPT describing the options including a listing of the prerequisites, benefits, disadvantages, opportunities and risks and a report describing the chosen strategy.PriceThere is a fixed price for the Distribution Strategy Definition with a surcharge per personal interview required. Prices exclude VAT, travel & accommodation

Organization AssessmentThe objective of the Organization Assessment is to identify missing or weak organizational structures and resources that will represent a major risk or even impede your globalization efforts.PrerequisitesThe Organization Analysis requires a definition of the strategy especially the distribution structure. A completion of the Ambition Discovery and/or Distribution Strategy module may be required.MethodologyThe assessment is primarily based on interviews with the executive management and key staff members.ScheduleThe Organization Assessment can be completed within a few weeks depending entirely on the availability of the staff that is to be interviewed.Client InvolvementThe client will have to provide documentation describing the globalization strategy (distribution strategy). Beyond this information each person to be interviewed will need to allocate approximately 2 hours for the interview.DeliverablesWe will deliver a PPT and a report describing the challenges in the current organization in relation to the plans and ambitions. The report will include staff competence assessments as well as eventual recommendations for staff and organizational adjustments and/or changes.PriceThere is a fixed price for the Organization Assessment process with a surcharge per interview required. Prices exclude VAT, travel & accommodation

Technology AssessmentThe objective of the Technology Assessment services is to identify and make recommendations for improving those areas of your product and support organization, including policies and procedures, which typically create bottlenecks and headaches when scaling the business.PrerequisitesWe need to be familiar with your overall business ambition and distribution strategy in order to commence on a Technology Assessment. In terms this can be accomplished by completing the Ambition Discovery and the Distribution Strategy definition.MethodologyThe Technology Assessment covers the following items:* An assessment of the current architecture and technological platform in relation to the distribution strategy* An assessment of the current customer value proposition and partner (reseller) value proposition* An assessment of the processes and procedures around the technology. This includes product management, product planning, release planning (and communication), development planning, development, testing, release and supportWe will perform the analysis as interviews and desk research with the help from readily available sources – mainly the internet.The assessment project will consist of the following steps:1. Interviews with Management2. Product demonstration3. Analysis of competitors, their customers and product demonstrations4. Digestion of market research (IDC, Gartner, Giga and/or others)=>

Customer InvolvementThe client should be prepared to use a minimum of 4 hours for the introductory briefing, 2½ hours per interview, 6 hours of material review and 6 hours for the final delivery workshop.DeliverablesWe will deliver a presentation (PowerPoint) describing the findings and recommendations from the assessment and including a list of the opportunities, threats and risks. A report with the findings, conclusions and recommendations is an option.PriceThe Technology Assessment can be delivered as a time boxed project at a fixed price excl. Direct expenses or on a time & material basis.

Planning and Implementation Process

Market Outlook & ForecastThe objective of the Market Outlook & Forecast service is to make your globalization planning and implementation decisions rest on solid analysis and facts. You will be provided with a global outlook enabling you to choose your strategic position for globalization and international growth.PrerequisitesThis service can be delivered as a standalone service.MethodologyWe have a network of software market specialists all over the world and operate an academic network that gives us instant access to critical resources in all markets. The Market Outlook & Forecast service takes advantage of existing analysis performed by the major Market Analysis Institutes (IDC, Gartner, Giga, etc.) In addition, we use our own network to perform local market research and to find the information for the specific need of our individual clients.Client InvolvementThe client must participate in the briefing of us and approve the final briefing document and assignment specification. The briefing normally takes 3 - 6 interviews of 2 hours each. Material review is approximately 6-8 hours and the final presentation is 3-4 hours.DeliverablesWe will deliver the data and conclusions in a presentation and PPT format handouts or optionally in a written report.PriceThe analysis can be performed as a time boxed project or on a time and material basis. The client may have to purchase relevant market analysis reports from 3rd parties

Market Analysis – Demand SideThe objective of the Market Analysis – Demand Side is to give you an in-depth insight into the contemporary demand of the markets that you consider entering. The outcome of the Market Analysis – Demand Side will provide a solid foundation for your strategic market penetration decisions.PrerequisitesThis service can be delivered as a standalone service.MethodologyThe Market Analysis service is taking advantage of the Consulting & Academic Networks. We will perform the market analysis locally as telephone interviews, web based questionnaires and/or desk research utilizing readily available sources – mainly the Internet.Customer InvolvementFor current clients there is no requirement for preparatory work. New clients must be prepared to use between 4-8 hours briefing us and 2-4 hours approving questionnaires.DeliverablesThe deliverable from this process is a report per competitor with details of the findingsPriceThe analysis can be performed as a time boxed project or on a time and material basis

Market Analysis – Supply SideThe objective of the Market Analysis – Supply Side is to give you an operational overview of the competitive landscape enabling you to prepare intelligently for market entry.PrerequisitesThis service can be delivered as a standalone service.MethodologyThe Market Analysis service is taking advantage of the Consulting & Academic Networks. We will perform the market analysis locally primarily as desk research utilizing readily available sources – mainly the Internet.The research may involve the following elements:1. Market size estimation2. Market growth estimation3. Identification of main competitors4. Market share of main competitors5. Price structure and business models applied6. Support and service structures7. Competitor SWOT analysis8. Ideal Position Benchmarking=>

Customer InvolvementFor current clients of us there is no requirement for preparatory work. New clients must be prepared to use between 4-8 hours briefing us and 2-4 hours approving questionnaires.DeliverablesThe deliverable from this process is a report per competitor with details of the findingsPriceThe analysis can be performed as a time boxed project or on a time and material basis.

Market Analysis - CompetitionThe objective of the Market Analysis - Competition is to help you perform a structured analysis of your competitors on the markets you plan to enter or on markets where you need to strengthen your competitive approach.PrerequisitesThis service can be delivered as a standalone service.MethodologyThe Market Analysis service is taking advantage of our consulting & academic Networks. We will perform the market analysis locally primarily as desk research utilizing readily available sources – mainly the Internet. The following elements can be investigated:1. Competitors’ vision/mission/goal2. Key financial figures.a. Revenue.b. Profit.c. Balance.d. Growth3. Positioning4. Distribution approaches and distribution network5. Pricing6. Product/solution benchmarking7. Major strengths and weaknessesCustomer InvolvementFor current clients there is no requirement for preparatory work. New clients must be prepared to use between 4 hours briefing and 2-4 hours approving questionnaires and the scope of the competitive analysis.DeliverablesThe deliverable from this process is a report per competitor with details of the findings.PriceThe analysis can be performed as a time boxed project or on a time and material basis.

Planning and Implementation Process

Distribution FrameworkThe objective of the Distribution Framework Definition is to identify and eventually implement the legal agreements and corresponding business programs required to implement your distribution strategy swiftly and uniformly across geographies.PrerequisitesThe Distribution Framework Definition module requires a definition of the shareholder business ambitions and the Distribution Strategy.MethodologyThe Distribution Framework Definition is based on a review of the distribution strategy, the nature of the products/solutions offered and the business ambitions.ScheduleThe Distribution Framework Definition can be completed within 1-2 months using the following approach:* Introduction and review of prerequisites* Current Framework Review & Interviews* Framework definition workshop* Conclusion and documentation=>

Client InvolvementThe client will have to provide documentation describing the shareholder business ambitions and the current product strategy. Beyond this information each person to be interviewed will need to allocate approximately 2-4 hours for the interviews. There will be a 1 day workshop where the Framework is defined. Material review amounts to approximately 8 hours.DeliverablesWe will deliver a PPT describing the framework with a list of assignments for the subsequent development.PriceThere is a fixed price for the Distribution Framework Definition with a surcharge per personal interview required. Prices exclude VAT, travel & accommodation

Business Process AssessmentThe objective of the Business Process Assessment is to identify missing or inadequate business, processes, systems and organizational structures that may hamper your globalization efforts and/or consume unnecessary resources.PrerequisitesThe Business Process Assessment requires a definition of the business ambition and the distribution strategy. A completion of the Ambition Discovery and/or Distribution Strategy module may be required.MethodologyThe assessment is primarily based on interviews with the executive management and key staff members and a review of current business processes and applications.ScheduleThe Organization Assessment can be completed within 1-2 months depending entirely on the availability of the staff that is to be interviewed.Client InvolvementThe client will have to provide documentation describing the business ambition and the distribution strategy. Beyond this information each person to be interviewed will need to allocate approximately 2-3 hours per interview and additional time for the review of current business processes and systems.DeliverablesWe will deliver a PPT and a report describing the gaps and mismatch between current and planned processes/systems and the required processes/systems, including a review of the implication of inadequate processes/systems. The report will include a prioritized list of recommendations to process/system adjustments.PriceA price can be quoted after defining which business processes ought to be included in the assessment. Prices always exclude VAT, travel & accommodation.

Planning and Implementation Process

Organizational SetupThe objective of the Organization Setup is to find the staff and/or develop the people required for your globalization projects and to fine-tune the organization for an optimal performance.PrerequisitesThe GoToMarket planning process must be completed including the selection of markets to penetrate. In our terms the Organization Setup service requires the completion of Phases Preparation, Market Analysis and GoToMarket Planning.MethodologyThe completion of phases A, B and C gives a clear definition of the tasks, responsibilities and results that are to be performed and delivered. The business performance requirements are translated into job specifications for both existing staff as well as new positions. We are working with recruitment sources all over the world to identify and recruit the best possible candidates for the positions.

Recruitment ServiceThe objective of the Channel Recruitment service is assisting software companies recruiting staff and/or business partners in local markets.PrerequisitesChannel Recruitment is normally an integrated step in the Planning & Implementation Approach for software companies. However the service is also available to new customers. For new customers we need a thorough briefing before commencing the search and/or the recruitment.MethodologyThe Channel Recruitment service is taking advantage of the consulting & academic Networks. The search for and identification of staff and business partners in the local markets is performed by the resources in that market. The local presence and anchoring makes the search, identification, qualification and the selection process faster and reduce the risk of mismatching.Client InvolvementFor current clients there is no requirement for preparatory work, as the staff/partner profiles have already been defined. New clients must be prepared to use between 4-8 hours briefing us and 2-4 hours approving search profiles. During the search, identification, qualification and selection process the client must make resources available to instantly review potential candidates.DeliverablesThe deliverables from the Channel Recruitment package range from a list of potential candidates to actually hired and sign-up staff and/or resellers/partners that have committed to being part of your international expansion.PriceThe analysis is done as a time and material project or based on a specific offer

Management ReportingThe objective of the Management Reporting service is to assist you establishing a lean reporting system that provides you with the KPI’s answering the following questions:1. Are we on track according to our objectives?2. Are there external factors suggesting adjustments of our objectives?3. Where are we behind?4. What are the reasons?5. What can we do to remedy?PrerequisitesThe Management Reporting package is normally the last step in the PIA (Planning & Implementation Approach for software companies) and requires no additional preparation for existing clients. New clients can also take advantage of The Management Reporting definition service, by providing a thorough briefing on their GTM strategy and KPI’s.MethodologyWe will design a customized reporting package based on your current ERP/logistic application and your specific needs for KPI information. We are skilled in managing the balance between “need to have” and “nice to have” information. We are also skilled in managing the balance between the detestation of reporting found in the sales ranks and the ferocious appetite for information dominating corporate controllers.Client InvolvementNew clients should be prepared to spend 4-8 hours briefing us on their current GTM strategy and KPI’s

Where do we begin?If sembassy servicesprovidevalue to your business, pleasestart the conversationbycontacting axel hoehnke @ a@sembassy.com orphone at +49.173.952.8000