Title: To generate sales leads for various software in Western regions.

1. To generate Sales Leads for
various Softwares in
Western regions
By Sumit Wairagade
(350224)

2. Onward
Technologies
Ltd.

3. About Onward
Technologies Ltd.
 Established in 1991
 Publically listed on BSE & NSE
 Harish Mehta, (Executive Chairman) & Jigar Mehta (MD)
 ISO certified organization for ISO-9001:2015 and ISO-27001:2013
 Globally located in 13 locations
 2700+ employees
 8000+ projects
 15,000,000+ hrs. of engineering work.
3

4. 4
Objectives
To generate leads for
the suspects of
CAD/CAM/CAE/PLM/E
RP software in
Western region
To identify
the
potential
customers
for
Dassault
Systems
software
To promote
the use
Dassault
Systemes 3D
experience
software as
well as PLM
and know
the present
requirement
s of these
software
To
understa
nd the
pattern of
B2B sales
in IT
industry

5. PRODUCT PROFILE
Systems, Applications & Products
in Data Processing
 CAD
 CAM
 CAE – SIMULIA ; ABAQUS
 Product Data Management - ENOVIA
 Manufacturing Engineering – DELMIA
5
CATIA

6. 6
THEORETICAL BACKGROUND

7. Prospecting
Lead generation for the
‘’Nuclear Technology Seminar’’
Themed as “INTEGRATED
APPROACH FOR
SUSTAINABLE NUCLEAR R&D
AND ON-TIME
PLANT/REACTOR
DEVELOPMENT & EXECUTION”
Organisations
approached :
▹ NPCIL
▹ BARC
▹ BRIT
▹ HWB
▹ AERB
Prospecting through calling:
Problems faced:
▹ The prospects found the topic irrelevant to their
area of interests.
▹ They were concerned that how did we get their
numbers and calls were many times rooted to
answering machines.
7
Total hot
prospects, 33,
47%
Confirmation
on mail, 21,
23%
Confirmation
on phone, 2,
1.25%
Not
confirmed, 4,
6.75%
Call not
answered, 3, 4%
Mail not
received, 2, 3%
People who
actually came at
the event, 10, 7%

8. Account Mapping
for Dassault s/w
Process gives you the possibility to
focus on those key players which are
most likely to be interested in the
products or services.
▹ Account name
▹ City
▹ State
▹ Contact Name
▹ Designation
▹ Phone number
▹ Mobile number
▹ Email
▹ Lead
▹ Brief remarks
8
By researching on the
Company/Institute website
By finding the key players on
LinkedIn
By automating the process
with CRM software
Software
License
Renewal Call
another
authority
Send detailed
quotation/fill Tender
Not
interested

9. Account Mapping for SAP
Manufacturing or Production
industries in sectors s/a
▹ Agriculture
▹ Mining
▹ Construction
▹ Packaging
▹ Textile
▹ Food processing
Western region having revenue
more than 50Cr per annum
9
Software Renewal
Send
Details Call Other
time
No answer
Not
Interested

10. 10
Findings
• Knowledge of software's that Dassault Systemes provide and how
it is different from its competitors.
• What is SAP ERP how is it useful in different companies.
• Most of the employees present in the company were from
Mechanical engineering background and the requirement is still
huge in number.
• The company advertises its services and products mostly by
conducting small and large scale seminars.
• The sale process goes in a hierarchical form and every person is
responsible for a particular task assigned to him.
• Company’s 40% business comes from the western region of India.

11. 11
Recommendations
• The database that the company has of its clients is a little old and
should be updated continuously.
• Follow up process for new clients is very slow, every employee
should take equal interests in handling every account.
• Company should spread its presence in other parts of the
country along with the Western region.
• Monthly mock sessions should be taken of the sales people as to
see how they are representing the company’s products and
services in front of the customers.

12. Thank You 12