The document discusses the growing digital signage industry and strategies for business development and sales. Some key points: - The global digital signage market is expected to reach $20.03 billion by 2020 with a high growth rate in various regions and sectors like retail, healthcare, and transportation. - The four pillars of sales are providing solutions, understanding various decision makers' needs, educating clients on ROI, and understanding customer pain points. - Solutions can address issues like improving customer experience and adding value through targeted promotions, branding, and customized experiences. - Positioning products as basic, mainstream, or high-end based on features like content capabilities, analytics, and reliability can increase market share. -

1. Manoj Kumar Meena

2. Are we in the right business?
Digital signage industry growing with a CAGR of 26 percent worldwide
Predicted to have more than 22 millions digital sign by 2015
UAE marketing is projected to grow at a CAGR of 23%
from 2014-2019
Global digital signage
market is expected to
touch $20.03 billion by
2020

3. Target Market
Market Share
Retail
Entertainment
Corporate
Hospitality
Healthcare
Banking
Transportation
Education

4. Customer pain points
• Shopper experience
• Upsell ,Cross sell
• Drive inventory turn
• Personalize Customer
Experience
• Promote sales/merchandize
effectively
Retail
• Patient experience
• Medical Advice
• Ambience: Entertain while
waiting
• AD revenue
• HOSPITALS: Direction/Way
finding Emergency alerts
Healthcare
• Enhance customer reception
• Updates on meeting and
events
• Drive traffic to facilities
• Menu boards
• Security
• Simplify Directions
Hospitality
•Travellers Updates
•Weather news
•Security Monitoring
•Emergency Alerts
•Way finding
•Advertising
Transportation
•Student experience
•Campus schedules
•Security Paging
•Weather news
•Direction/Way finding Emergency
alerts
Education
•Tenant Experience
•Menu boards(Cafeteria)
•News/Weather
•Ad Revenue
•Emergency Alerts
•Simplify Directions
Corporate

5. 4 pillar of sales
•Providing solutions isn’t
enough to sell the
products things like value
and impact on bottom
line should be addressed
properly
•Understand the needs of
various decision makers and
prepare accordingly to satisfy
their specific needs
•Educating the
prospecting clients or
defining that how it will
help their business to
grow and perform
exceptionally
•Understanding the pain
points and specific needs of
the customers is the basic
need to sell the solutions
effectively
Knowledge Awareness
ROIWIFM

6. Mapping the needs with the solutions
The deal size can be increased by selling the various applications of the same
technology for different purpose to the same client
ReceptionDigital Signage
Way finding Interactive Screen Kiosks Guest Welcome
Menu Boards Mobile Interaction

7. Mapping needs of decision makers
• Performance
• Reliability
• Integration
• Upgradeability
• Easy to Administer
• Initial Cost
• Ongoing Cot
• Savings
• Revenue Potential
• Overall ROI
• Overall Support to
business
• ROI
• Reliability
• Scalability
• Speed
• Availability
• Customization
• Personalization
• Measurement
Sales and
Marketing
Board of
Directors
ITFinance

8. •More Sales
•More Customers
•More Higher Margin Sales
•More sales per customer
•More Productivity from sales
associate
•More sales per Location
Business Objectives
•High Cost of Marketing
•Competitive Advantage
•Understanding mindshare of
customers
•Lacking brand differentiation
•Poor understanding of
products
•Tailoring message to
demographics
Business Issues
•Enhancing Customer
Experience
•Branding at lower cost
•Fewer inventory writeo ffs
•More demonstrated
instances of cross selling
•Low rates of shop lifting,
security issues
•More Opportunities for
personalized messages
Business Value
Mapping solutions with Business concerns

9. Value addition to the businesses
Talk
Values
Replace
Posters
Ambienc
e
Custome
r
Support
Targeted
Promoti
ons
Product
Demonst
rations
Personal
izing
Experien
ces
Employe
e
Commu
nication
Advertisi
ng
Monitor
Operatio
n
Branding
Employe
e
Commu
nications
We should be prepared
to talk about the value
additions which the
solutions would be
providing to the clients
to enhance their
business and help
them to grow
Explain each points
that how the solutions
are going to help them
in various business
processes and improve
the customer
experience and the
quality of services

10. Positioning of products
Product Segment
Basic Mainstream High Demand
StarterSolution
Plug and play
package, Single
Player Screens
No Audience
Analytics
No in-house
technical support
needed
Option to grow
Content : No real
time vide feeds,
Still images
KeepGrowingS ingle Player and
Multiplayer Screens
Audience Analytics
Touchscreen
input/mobile device
integration
Option to expand
Content : HD videos
blended with real
time feeds
CompetitiveEdge
Multiple player,
Multiple Displays
Proven reliability,
Proven
Performance
Touchscreens,
Mobile , Gestures
Investment
Protection
Content : Extensive
blending with real
time feed

11. Business Development :Sales Perspective
•Generating leads through different channel on online and offline
platforms
•Dedicated telesales team to keep knocking the customers and
emphasizing to convert them
Acquiring new
customers
•Regular product updating and new product launch to cater to the new
markets
•Concentrating on converting the client after getting shortlisted
Increasing
Market Share
•Working on how to increase the deal size by means of clubbing up the
products and services
•Gaining competitive advantage by providing cost effective solutions
Pricing
•Regularly engaging the key personals in related activities
•Keep doing marketing activities and demos at client locations
Building Client
Loyalty

12. Business Development :Marketing Perspective
Using publishing platform Pulse to publish articles increase the visibility of the organization against
search. Complete information of the previous assignments add multiple positive points for the
organization
Facebook and Twitter are bit more conversational medium so these can be used as 2-way
communication channels. For example: On Twitter fortnightly/monthly tweet-chat with experts on
relevant topics can be done which will add value to the audience.
Searching for relevant questions on Quora and answering them will help the customers to clear their
doubts and also increase the credibility of the organization.
Regular useful articles on blog, but again instead of writing them as one person/company, motivate
employees to showcase their knowledge/expertise via articles. This will also give them recognition
and showcase that your team is an expert on the topic.
Creating case study, best practices etc. decks and uploading on Slide share. This will showcase the
activeness and expertise of the companies
You tube can also be used to market the product and the assignment done with the previous clients
very effectively.

13. Hitting the right point : Cracking the deal
Creating a matching between the solutions and the capabilities it will deliver to the
solve the problems of the clients
Defining that how the customer’s world would be after investing in our solutions
Mapping the emotional buying decision with the logical reasons
Emotional Buying Behavior
People get emotional when they
get a solution to satisfy their
needs which motivate the change
Logical Reasons
When we find out a solution as per
our need we develop a rationale to
justify the investment
So hitting the customer at the right point by providing a logical basis for motivating the
change would definitely help to close the sales deal

14. Thank You