Download to read offline
ESWC\'09
- 1. Merging of ISVand custom development companies: benefits of cross-selling
- 2. Brief ISV portraitBulksales and passive selling
- 3. Important roleof product management and marketing
- 4. Product-oriented developmentprocess
- 5. Limited developmentresources
- 6. Unable tosatisfy customer’s requests for custom features Brief Custom Development Vendor (CDV) portraitDirect sales and active selling
- 7. Important roleof account management and personal contacts
- 8. Project-oriented developmentprocess
- 9. High costper customer acquisition
- 10. Tough competitionby price SynergiesCross-selling of services through productsEliminate cash-flow gaps Reduce operational costsOptimize infrastructure usage Accelerate products developmentOptimize development resources loadTest products through custom development
- 11. Two forms ofcross-selling=+B+=AC
- 12. Two forms ofcross-selling=Two related productsEach product with its own value +B+=AC
- 13. Two forms ofcross-selling=Two related productsEach product with its own value +BSolution with value that even higher than A+C+=AC
- 14. Service through aproductValue AValue BProductServiceRevenue ARevenue BSolution
- 15.
- 16. Vertical markets: geologyand geological survey, mining industry
- 17.
- 18. Components are10% ofrevenue and just way to acquire client
- 19. Revenue is drivenby value-added servicesCross-selling potential
- 20.
- 21.
- 22.
- 23. What services canbe cross-sold?Consulting services
- 24.
- 25. Customization of aproduct
- 26.
- 27.
- 28.
- 29. Case studyHerrenknecht AGConstructionof boring machines
- 30. IT department wasseeking for data visualization components to develop new version of PCS
- 31. During pre-sales processsold development of the whole applicationThank youDmitry StarostenkovCEOds@perpetuumsoft.comSkype: stardmitry
Editor's Notes
- #2 Good afternoon Ladies and GentlemenMy presentation is devoted to giving you idea about one more possible way to expand your business and increase revenue.It’s not just a theory. These ideas are based on my experience.
- #3 First, I would go through key characteristics of ISV and custom development companies. Small remark, I talk about ISV that works on B2B market.ISV is a mass market company. I.e. ISV deals with a large number of customers and isn’t able to go directly to an each customerISV should pay attention and to be perfect in marketing and product managementDevelopment process is focused on a product. Persistent development team.Due to its nature ISV usually does not have developers for customization of a product for specific needs of a customer
- #4 Say customer development vendor is on opposite side of software market.-CDV acquires customers through direct and active sales. Sales calls, direct mail, references, exhibitions. Main sales tactics is to find a decision making contact within an organization-Key factors to be successful are account management and personal contacts. Work with each account-Development process is focused to perform project with specific quality, during specific time and within specific budget. Project managers instead of product managers. Project manager keeps focus within specific project instead of planning of product development for years-CDV usually experiences pressure on wide market and forced to compete by price instead of expertise or quality
- #5 As a result of merge