Sales & Marketing Plan Acumatica.vn

1. Marketing Planning Overview
Date
Sales Marketing Overview &
Acumatica Partner Management
1

2. Agenda
2
Action Plan
Sales Marketing Objectives
Vietnam Market Growth & SWOT Analysis1
2
3

3. ① Market Growth (Jan-2016)
3
Market Grow by Area
 Red-River Delta Area: 31,4%
Northern Area: 28,4%
South East Area: 27,8%
 FDI: HCM, Hà Nội, Bắc Ninh, Bình
Dương, Đồng Nai
GDP Grow by Industry
 Processing Industry, Construction
Industry, Trading
 Export: Textile, Footwear, Seafood
 FDI: Korea, Japan, Hongkong, China,
Singapore, Taiwan, Australia

4. ① SWOT Analysis (1st Init)
4
S
TRENGTHS
W
EAKNESSES
O
PPORTUNITIES
T
HREATS
①Business knowledge &
experience
Int'l: Cloud Accounting
VN: DMS, Solomon Accounting
②Ecosystem & Integrated Solution:
Accounting, ERP, CRM, BI, …
Industry: Wholesales, Services,
Discrete Manufacturing, …
③Low Cost: No Per User Fees
①Brand Awareness & Cloud
Int'l: Cloud Accounting & ERP
VN: On-Demand DMS
②Consistency Target Customers
Int'l: SME  Mass Quantity
VN: Enterprise  Niche Quality
③Strong Partner & Case Study
for Cloud Accounting & ERP ?
①Access to new markets
Mass DMS (for SME)
Mass Accounting (for SME)
Integrated ERP (for Enterprise)
②Value-Added Services
Consultant & Customization
③New Management Models to
adapt WTO, TPP, …
①Strong Competitors
Int'l: SAP B1, Navision
VN Accounting: FAST, Lac Viet, MISA ...
②Demand Unpredictability
Ad-hoc & Non-Standard Biz-Processes
Vietnamese Accounting Standards
③Shrinking Margins &
Cost Pressures

5. ①Awareness
 Top of mind DMS for Enterprise
 Top 3 Cloud Accounting & ERP for SME
Awareness  IMPRESSIONS
Consideration/Evaluation  LEADS
② Sales
 Effective Sales Strategy & Tactics
 Customer / Partner / Competitive Insights
Drive & Sustain a Healthy Sales Pipeline
Decision  OPPORTUNITY
③Advocacy
 Successfully Value Propositions:
Right Offer/Customer/Partner,
Suitable Solution,
Reasonable Cost/Benefit
Loyalty  WINS
5
② Sales & Marketing Objectives 2016

6. ② Business Model Canvas Acumatica VN
Key Partners
① DMS Partner
DMSPro,
HQSoft,GESO
② ERP Partner
FPT, CSC, CMC,
HiPT, HPT,
Robert Bosch, GCS
Vina System,
NTT Data, Pythis
Alenu-IT, Apzon
Gimasys,
NaviWorld, QD-TEK
VotivaSoft, Netika
Dicentral
ICC, Caneda, SAI-IT
③ Accounting Partner
Lạc Việt, FAST, MISA,
Bravo, Effect,DigiNet
PeaceSoft,TinhVan
④ Consultancy
KPMG, TRG
RMIT VN University
Key Activities
 Sales Strategy &
Tactics
 Partners: Meeting,
Recruiting,
Up-skilling, Training
 Localization & VAS
 Co-ordinate with
Partners for Demo &
Ready to Sales in VN
 Digital Marketing
Value Propositions Customer/Partner
Relationships
Customer Segments
Partner Channel
 Enterprise DMS
 Foreigner FDI
 Local SME: Textile,
Footwear, Seafood
Key Resources
 Acumatica Partners
 Local & Regional
 Acumatica-Certified
Devs & Consultants
 Freelancers:
.NET ERP Developer
FICO-ERP Consultant
Implementer: SAP B1,
Navision, Vietnamese
Channels
Cost Structure
① General Administration
Office, Staff Salary, Transportation, …
② Digital Marketing:
Social Media Advertisement
Revenue Streams
① Licence Fees
SME: Mass DMS, Mass Accounting
Enterprise: Retail, CRM, Payroll, Manufacturing, BI, …
② Fees for Professional Services (Consulting, …)
http://www.acumatica.com
①SME ERP
CRM
Payroll
Manufacturing
② Cloud Accounting
Cloud Accounting
Project Accounting
VN Accounting VAS
③ Enterprise DMS
Wholesale DMS
Business Intelligent
Retail & POS
 Mass FICO: Saitex,
Phong Phu Textile, ..
 Project Accounting:
Building Materials,
Construction, …
Enterprise FMCG: THP,
TH Milk, P&G, Unilever …
Wholesale Distribution
Samsung, PINACO, …
 Partner Network
 Word of Mouth
 eCommerce Sites
 Community Events
 Google Adwords
 Facebook Ads
 Brand+Experience
MYOB & Solomon, ...
 Strong & Solid
Partner Network
 Leading Provider
of Cloud+Mobile
BMS
 Simplify Business
Processes
 Ecosystem
Across Industries
ISV Extensions
 Fast-track !furious
Implementation
 Easy Customizable
 No Per User Fees
Low Cost: Unique
Customer-Centric
Licensing Model

7. ③ High-Level Program Planning
9
TBD 5
TBD 4
TBD 3
TBD 2
TBD 1
APR
Applicable
Action
Applicable
Action
ACTION PLAN
Cloud Accounting (+2 ) & Cloud ERP (FPT, ICC, Caneda, +2)
Discrete Manufacturing (+1)
DMS (DMS-Pro) & Retail (+2)
MAR MAY JUN JUL AUG SEP
ACTIONS
PARTNERS &
SEGMENTS
ONGOING
Applicable
Action
Applicable
Action
Applicable
Action
Applicable
Action
Applicable
Action
Channel Leadership: Nurturing, Recruiting, Up-skilling & Training Partners
Strategy & Tactics, Top 30 Accounts, Sales Pipeline Build with Partners
Close Deals & New Partner & Review

8. Awareness / Lead Gen
SALES FUNNEL GOAL ACTIVITY
Interest
Demo
Opps
Won
Top 30
Accounts
15 Demos
Across Industry
Close 03 Deals
01 New Partner
Prospect
Trust
Demo
GAP Analysis
Proposal
Contract
10
③ 1st Quarter Campaign Details

9. Extensions & Discrete Manufacturing
CRM, Payroll, Portal, …
Fusion POS & M5, …
JAAS Discrete Manufacturing
Cloud Accounting
Simplify Business Processes (FICO Scenarios)
Int’l & VN Accounting System (Correspondent)
FICO Consultant & Call-Center Support
Cloud ERP
Industry Templates & Tailored Solutions
Business Intelligent & OLAP-KPI Dashboard
Fast-track Implementation & Customization
Know - How
Project Experience
Excellent Experts
Best Teamwork
Industry Specialists
“Coming together is a beginning. Keeping together is progress.
Working together is success.” - Henry Ford.
③ Partners Capability (Business &
Technical)

10. 1. Reduces Total Cost of Ownership
2. Improves Return on Investment
3. Optimize the Business Outcome:
+ Deliver on Time
+ Mitigate Risk
+ Reduce Cost
12
Consolidated Business
Cloud Mobile ERP
Business Intelligent
System Integration
Solid Foundation
 Service-Oriented Modeling
 Rapid Development Process
 Experienced Staffs
Our Top 5 Priorities
#1
Customer
Satisfaction!
#2
Partner
Satisfaction
#4 Enterprise Platform
 Scalable Cloud Platform
 .NET, HTML5
 Desktop & Tablet/Mobile
#5 Consulting & Services
 Model-Driving Standard
 High-Quality Support
 5-Stars After Services
Global Focus
& Dedicated Team
PredictabilityLicensing Support
To Be Success with Acumatica Cloud ERP