This document provides a sales and marketing plan to position IT services and products across the manufacturing and automotive industries. The plan outlines the company overview, target industries and market divisions, sales strategy, digital marketing process, and customer acquisition goals. It projects acquiring 30 new customers and generating over 3 crore (32.7 million) rupees in total revenue within the first 12 months from implementation services, software licenses, and maintenance support.

1. Sales & Marketing
Plan
To Position IT Services and Products across Manufacturing &
Automotive Industry
Submitted by:-
Siddharth Adholia

2. Sales &
Marketing Plan
–Quick
Snapshot
 Executive Summary
 Company overview
 Market Scope
 Existing Players Analytics
 Target Industries
 Target Market Division
 Sales Strategy
 Customer Qualification Criteria
 Team Structure
 Sales plan
 Digital Marketing Process
 Lead Generation
 Plan for SMB’s
 Plan for Big Customer’s
 Customer Acquisition and Month on Month Revenue
 Results
Sales and Marketing Plan | Manufacturing & Automotive ERP 2

3. Executive
Summary
 To positionApplication & Infrastructure services, Enterprise
Solutions and Engineering design customized and focused
solutions to Automotive & Manufacturing enterprise customers
 To penetrate into the North region
 Revenue Generation plan and Strategy
Sales and Marketing Plan | Manufacturing & Automotive Industry 3

4. Company
Overview
 Products offering
 eMpro – ERP
 HRIS
 Network Monitoring System
 Global SCM
 CRM
 Business Intelligence
 Focus Industries
 Automotive & Banking
 Government
 Banking & Finance
 Travel and Pharma
Sales and Marketing Plan | Manufacturing & Automotive Industry 4
 Services offering
 Application Services
 Enterprises Solutions
 Infrastructure Services
 Engineering Design
 Serving clients across 24 nations
 ISMS and CMMI Level 5 – Ensures
Security & Quality for customer
satisfaction

5. MarketScope
Sales and Marketing Plan | Manufacturing & Automotive ERP 5
OurTarget segment has an approx. cumulative share of 25 % considering
Manufacturing, Automobile, Construction, Steel & Steel Products,
Engineering and Electric Equipment.Assuming we are not considering
the entire industry as focusing on manufacturing and automotive side.

6. Existing
Players
Sales and Marketing Plan | Manufacturing & Automotive ERP 6

7. Target
Industries
Manufacturing &
Automotive
Construction
MetalWorks &
Parts
Machinery &
Parts
Transportation
Equipment
Aerospace
Products
Mining
Oil & Gas
Engine,
Turbine and
Power
Transmission
Sales and Marketing Plan | Manufacturing & Automotive ERP 7

8. Target Market
Division
Sales and Marketing Plan | Manufacturing & Automotive ERP 8
TARGET MARKET
Revenue Breakdown
Sales Strategy
Very Small
Business
(up to 100 Cr)
(20% Revenue )
Small & Medium
Sized
(100 to 500 cr)
( 40% Revenue )
Big Customers
( 500 Cr and above)
(40% of Revenue)
Low follow up effort High No.- Low Price Deals
Doesn’tWork
Medium follow up effort Uneasy Middle
High follow up effort Not Worth
Small No.- High
Value Deals

9. Customer
Qualification
Criteria
Sales and Marketing Plan | Manufacturing & Automotive ERP 9
PROSPECTING
Key Resources
• Plant Head
• CFO
• Manufacturing Head
Business Challenges
• Inventory
• Supply Chain Mgmt
• Procurement
• Production & Planning
• Accounting
• Sales & Distribution
Expectation
• Address Specific pain area
• Budget Range
• Service provider qualification
Decision Criteria
• Budget
• Feature Coverage
• Solution to Pain Areas
• Support Adherence
• Client Reference in Same Industry
Reason for Change
• Increase Efficiency
• Eliminate Errors
• Reduce Delays
• Have Better Control
• Easily Spot Problems
• Optimize Process
• Drive Workflows
• Reuse Experience
• Transfer Knowledge

10. Team
Structure
Business/Vertical
/ Practice / Sales
Head
Birds EyeView
Inside Sales /Tele
Marketing
Lead Generation
Inside Sales /Tele
Marketing
LeadGeneration
PresaleTeam
Tech. Expert
Sales
Consultant / Mgr.
Closures & Coordination
Sales and Marketing Plan | Manufacturing & Automotive ERP 10
NOTE:- Resource planning can be done as per business objective, through estimation and backward calculation. Sales prediction and
forecasting can be done through historical data analysis.

11. SalesStrategy
Sales and Marketing Plan | Manufacturing & Automotive ERP 11
3
CLOSURES
40
DEMO
60
NEW MEETINGS
300
NEW CALLS
INBOUND
LEADS
OUTBOUND
CALLING
15
UPSIDE

12. 12Sales and Marketing Plan | Manufacturing & Automotive ERP
Digital
Marketing
Process

13. Digital
Marketing
Online
Marketing
Online
Presence
Website /
Forums / Blogs /
Online
Advertisement
SEO
On Page / Off
Page
Content &
Keywords
SMO
Brand
Awareness
Online Voice
Connect to
Customer
Pay Per
Click
Pay per Click
Affiliate
Direct
Marketing
Print
Media
Newspaper &
Magazine
Banners
Email
Marketing
Advertising
Newsletter
Retention &
Promotion
Inbound Sales
Calling and
Lead
Generation
Sales and Marketing Plan | Manufacturing & Automotive ERP 13
Lead
Generation
Mechanism to
AchieveTarget
Results

14. Plan forSMB’s
 Automating Sales Process – Product should do the talking
 Focus on website for lead generation and possible conversion
 Manage SEO / SEM (GoogleAds) to drive visits to the website
 Offer an automated signup and billing process
 Provide support through a knowledge base
 Decide whether to offer a Free or a Freemium plan
 Also sales through traditional sales practices
Sales and Marketing Plan | Manufacturing & Automotive ERP 14

15. Plan for Big
Customers
Sales and Marketing Plan | Manufacturing & Automotive ERP 15
 Dedicated sales team with solution sales strategy
 Solving enterprise business problem is key
 Scalable solution as per business needs that fits the pocket in longer run
 Educating the customer and building trust
 Sending out content driven upcoming challenges and solutions (via
email marketing)
 The key is getting qualified leads through
 Spending a lot of time in the field
 Calls,Websites enquiries, Industry conferences and seminars
 Networking and presentation in focus groups
 Selling through partners

16. FiveYear Plan
Sales and Marketing Plan | Manufacturing & Automotive ERP 16
1 2 3 4 5
Year 1 2 3 4 5
Sales Person 1 2 3 3 4
Target in Crores 5 8 12 16 21
1
2
3
4
5
1
2
3 3
4
5
8
12
16
21
0
5
10
15
20
25
5Year Projection
Year Sales Person Target in Crores

17. Target
Breakup
Sales and Marketing Plan | Manufacturing & Automotive ERP 17
Hardware
Software
Products
Services
Target in Lakhs 150 175 175
135
140
145
150
155
160
165
170
175
180
InLakhs
Offerings
Target in Lakhs

18. ServiceTarget
Division
Sales and Marketing Plan | Manufacturing & Automotive ERP 18
43.75
26.25
87.5
17.5
ServicesTarget Breakup in Lakhs
Application Services Enterprise Solutions
Infra Services Engineering Desing

19. ProductTarget
Breakup
Sales and Marketing Plan | Manufacturing & Automotive ERP 19
87.5
17.5
17.5
17.5
17.5
17.5
ProductTarget Breakup in Lakhs
eMpro – ERP HRIS
Network Monitoring System Global SCM
CRM Business Intelligence

20. Customer
Acquisition &
Revenue
Generation
Sales and Marketing Plan | Manufacturing & Automotive ERP 20
0 0 3 6
9
12
15
18
21
24
27
30
0
5
10
15
20
25
30
35
1 2 3 4 5 6 7 8 9 10 11 12
CummulativeClientsmonthonmonth
Month
Incremental
No. of Clients
Incremental
No. of Logo's
 To deliver the results we need 15 opportunities at any given time.
 Out of these 15 opportunities 50% should have crossed the demo
stage or the proposal is submitted.

21. Customer
Acquisition &
Revenue
Generation
Sales and Marketing Plan | Manufacturing & Automotive ERP 21
0
500000
1000000
1500000
2000000
2500000
3000000
3500000
4000000
1 2 3 4 5 6 7 8 9 10 11 12
AXISTITLE
MONTHS
Revenue Generation
Revenue Implementation
per month
Revenue License
Per month
Revenue Maintenance
per month
 Total Revenue from
 Implementation
 Licenses
 Maintenance Charges
Avg Licenses per
client
15
AvgValue
per License
2000
Total
License Cost per
Client
30000
Average
Implementation
Chages
1200000
Average
Maintenance per
month
25000
Total
Maintenance cost
8months
( for 1st year
considering 3
months of
implementation
and 1st month
free support )
200000
AverageTOTAL
DEAL SIZE PER
CLIENT
1430000
ASSUMPTIONS

22. Customer
Acquisition &
Revenue
Generation
Sales and Marketing Plan | Manufacturing & Automotive ERP 22
 Total Revenue from Implementation in 12 months is
INR 2,97,00,000/-
0
5000000
10000000
15000000
20000000
25000000
30000000
35000000
1 2 3 4 5 6 7 8 9 10 11 12 TOTAL
AMTININR
MONTH
Revenue from Implementation
per month

23. Customer
Acquisition &
Revenue
Generation
Sales and Marketing Plan | Manufacturing & Automotive ERP 23
 Total Revenue from Licenses in 12 months is INR 18,90,000/-
0
200000
400000
600000
800000
1000000
1200000
1400000
1600000
1800000
2000000
1 2 3 4 5 6 7 8 9 10 11 12 TOTAL
AMTININR
MONTH
Revenue from License
Per month

24. Customer
Acquisition &
Revenue
Generation
Sales and Marketing Plan | Manufacturing & Automotive ERP 24
 Total Revenue from maintenance in 12 months is INR 11,25,000/-
0
200000
400000
600000
800000
1000000
1200000
1 2 3 4 5 6 7 8 9 10 11 12 TOTALAMTININR
MONTH
Revenue Maintenance
per month

25. Customer
Acquisition &
Revenue
Generation
Sales and Marketing Plan | Manufacturing & Automotive ERP 25
0
5000000
10000000
15000000
20000000
25000000
30000000
35000000
1 2 3 4 5 6 7 8 9 10 11 12 TOTAL
AMTININR
MONTH
Total Revenue
per month
 Total Revenue from implementation, licenses and maintenance in 12
months is INR 3,27,15,000/-

26. Results
Sales and Marketing Plan | Manufacturing & Automotive ERP 26
 Approx. Logo’s in 12 months  30
 Approx. Revenue from Implementation in 12 months  INR 2,97,00,000/-
 Approx. Revenue from Licenses in 12 months  INR 18,90,000/-
 Approx. Revenue from Maintenance in 12 months  INR 11,25,000/-
Total Approx. Revenue from Implementation, Licenses and maintenance
support in 12 months  INR 3,27,15,000/-

27. THANKS