Антон Скрипник: "Mature sales process in closer view"

1. kindgeek.com
Technology Management
Sales Process Guide

2. Experience:
12 Year in IT: QA-> Software Engineer -> Business
Analyst -> Sales -> Project Manager -> Product
Manager at Doctor Eleks-> Product Manager at
Doctor Software Statistics Service -> CEO at Statr,
Head of Strategic Marketing at Eleks-> CEO at
KindGeek, Founder of H2Ometr
Father of 2 children / Husband
Lecture at NULP
Mentor

3. Agenda
1. Sausage Machine
2. Sales Process
3. Marketing 2.0

4. The lifeblood / food of any
business, large or small, is
sales.
No sales, no business –it’s
a simple as that.
#sales

5. SALES is THE Sausage
Machine (System)
Marketing and
business development
Meat (leads) Sausage (sales)
#sales

6. LEADS

7. FOOD

10. IT Outsourcing
HR and
Recruiting,
Administrative
Sales and
Marketing
(BDSM)
Projects
CEO / COO / CTO
Delivery
Finance and
Accounting
Legal

11. Sales
Is project
interesting?
Customer KindGeek
NDA
RFP
RFI
Proposal
MSA+SOW

12. Informal Planning Process

13. Dfdf Types of MRDs
• New Product
• New Release of an Existing Product

14. Decide
• the scope
• objective of the release
• desired time frame
• then drill down into the contents of the release

15. RFP
What Description
Statement of problem
Technical requirements
Administrative information
Cost requirements
Referenced documents standards
Required deliverables Software, hardware,
documentation
Proposal format Financial report, resume, pricing,
tech & management proposal
Submission & decision schedule

16. Proposal
What Description
Management summary
Overview
Equipment
Software components
Usability & UI
Management proposal Reporting, testing, scheduler, quality control,
configuration management, risk management
Pricing proposal
SOW Deliverables, equipment, training,
documentation, testing, installation, education

17. Dilemmas (CIO, CTO, Product Manager, CEO)
– New technology
• Mature?
• Value for the company?
• How to start?
– Cost reduction pressures
• Leading or following?
• Driving or being driven?
• Risk vs reward?
– Business demands
• Role in making the Business Case
• Skills / resources
– Reducing Complexity
• Integration / standardization
– Technical (obsolescence, complexity)
• Cost?
• Urgency?
• Necessity?
• Upgrade vs Replace?

18. Drivers
– Cost reduction pressures
• Lower IT cost / meet a benchmark
• More cost-effective technology
– Business demands
• New Application
• Capacity
– Reducing complexity
– Technical obsolescence
• Support
• Regulatory / External
– New technology
• Webservices
• Wireless (Mobility)

20. ProducedbyAntonSkrypnyk

21. MISSION VISION STRATEGY
Build client’s Trust to
KindGeek to make it
Global Known by
delivering best
Client Experience….

22. MISSION VISION STRATEGY
Business Development Sales Marketing
High performance Technology
Entrepreneurs as Business Development
Inspired by Innovation bring company to next
S-curve...

24. for Technology Addicted only
Sex,
Technology
&
Rock&Roll

25. MISSION VISION STRATEGY
reinFORCE value proposition for each product
by Lean Technology Marketing

26. And remember - Tools doesn't matter...
When you
have a GUN
Brain

27. Lets have fun by being different:
professional & driven by mission

28. From inspiration (1994) - to Innovation (2009)