CRM Case 2: BOD Presentation - Salesforce Application - Simulation situation

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CRM Case 2: BOD Presentation - Salesforce Application - Simulation situation

  1. 1. TelTech BOD Presentation 2012 Sales Forecast LOGO Lee Charlotte 2013 MSc Marketing
  2. 2. Agenda 1 Current Situation 2 Business Objectives 3 Optimal Selection 4 Global Strategy 5 Some Focuses 6 New CRM Strategy 7 Conclusion
  3. 3. Current Situation In Past • Our Business Situation In Future • What Forecast • What Action Plan In Present • M & S Campaign • Leads Generation • Opps Selection Business development Cost increased
  4. 4. Business Objectives Based 3BOs concept, the business strategy will be:- Business Objectives Restore Profitability • • Profitability Restore the profitability to meet financial expectation Explore customer base with cross-selling and up-selling • Technology innovation and Cost controlling thanks to economic of Scales Diversification • Business Development • Expand and diverify client base • Product Innovation and Specialization Business Market Customer Centric Culture TelTech 3 Objectives Diversify • Customer Centric Customized product and service offer • Strategic collaboration for projects development • Expertise activities on promising Business Resources
  5. 5. Agenda 1 Current Situation 2 Business Objectives 3 Optimal Selection 4 Global Strategy 5 Some focus 6 New CRM Strategy 7 Conclusion
  6. 6. Optimal Selection: Filter Criteria - 16 opps Profit Contribution - 85 opps Diversification in different Profit Contribution 3 Telco: 30 50% : 5 Industry  Telco-Handset  Telco-Network  Automation  Broadcast > 140000 > 50000  Telco-Infra > 150000  Multi-media  Medical automotive: 2  Automotive > 200000 Other  Military > 250000  Space > 400000 > 30000  Sub-Contract  Telemetry > 30000 > 130000
  7. 7. Optimal Selection: 79 Opportunities Military, Space Sub-Contractor Telco-Infra, Telco-Networks Telco-Handset Automative Automation Multimedia Broadcast, Medical Telemetry opps opps opps opps
  8. 8. Optimization of Profit contribution • The best 79 potential opportunities among the 180 current ones • Improved Profit Contribution : > 20M € and > 40% Profit contribution Profit contribution % 21,15M€ 41,58%
  9. 9. Optimization of R&D budgets • Respect of the budget constraints: 1500K€ • 54% of our R&D costs are in the new diversification sector
  10. 10. Optimization of M&S budgets • Respect of the budget constraints: 700K€ • M&S costs well distributed to strong growth and profitability industries
  11. 11. Agenda 1 Current Situation 2 Business Objectives 3 Optimal Selection 4 Global Strategy 5 Some Focuses 6 New CRM Strategy 7 Conclusion
  12. 12. 3BOs: Profitability (Accounts class) • Existing Key Accounts occupy only 15% - 40% in each regions • Their product contribution just occupy less proportion compared with B & C accounts
  13. 13. 3BOs: Profitability (Accounts class) • Effective utilize existing Resource Reason of developing B and C account • Expand the business opps and development • Raise the profitability
  14. 14. 3BOs: Profitability (Industry) Consideration of cost, resource, currency rate, political factors, Company adopt difference Strategy in difference region and industry
  15. 15. 3BOs: Profitability (Industry) • Traditional Industry: Military • New Strategic: Automotive • Diversification: Automation, Telco’s
  16. 16. 3BOs: Diversification (Probability) Potential Order (Probability) and Global Area under Industry diversification
  17. 17. 3BOs: Diversification (Market) Potential Order (Probability) and Global Area under Industry diversification
  18. 18. 3BOs: Diversification (Industry) Potential Order (Probability) and Global Area under Industry diversification
  19. 19. 3BOs: Customer Centric Balance Strategy: Value, Relationship, Technology and Culture Fit
  20. 20. 3BOs: Customer Centric 1 Specialization Strategy: Concentration, Customization and Culture Adopt
  21. 21. Agenda 1 Current Situation 2 Business Objectives 3 Optimal Selection 4 Global Strategy 5 Some Focus 6 New CRM Strategy 7 Conclusion
  22. 22. Some focus
  23. 23. Agenda 1 Current Situation 2 Business Objectives 3 Optimal Selection 4 Global Strategy 5 Some Focuses 6 New CRM Strategy 7 Conclusion
  24. 24. New CRM strategy • Reinforcement of our CRM strategy by the deployment of marketing and sales actions in-between company • Customized services for our valuable accounts to reward them of their loyalty
  25. 25. New CRM strategy We implemented CRM Services for our most trustful Accounts: • A powerful and easy-to-use cloud system • A collaborative CRM tool connect all the employees. to • A training for our key account to become a customer company • An access to our CRM services through multi channel
  26. 26. New CRM strategy EXISTING CRM STRATEGY NEW CRM STRATEGY For a differentiated customer experience & a more productive and cost MRP Logistics Forecast effective collaboration between our partners..
  27. 27. Summary Profitable strategy based on diversification Confidence in promising industries such as medical and broadcast A reinforcement of our CRM strategy to think long-term
  28. 28. LOGO
  29. 29. Selection process Selection process by maximizing the profit contribution by industry as well as respecting the constraints of budget, costs, diversification

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