The presentation introduces the strategy map framework for an automotive sales organization.

1. Strategy Map: Auto Sales Organization Uday Kumar MS, MBA, CSSBB, PMP Business-Technology Transformation

2. Problem Statement The typical automotive sales organization (strategy + operations) lacks a strategic framework that captures how the different organizational functions collaborate to deliver on the overall brand goals and objectives 2

3. A Potential Solution | Strategy Map 3

4. Purpose of Strategy Map 4

5. How to Read the Map? 5

6. Top 10 Uses of the Map Articulate and communicate the organization’s “big picture”, internally as well as externally Determine weak links or areas (i.e. vulnerabilities) that need more emphasis than others Determine whether the functional organization is designed for long term success and achievement of strategic goals Utilize for understanding how investments in soft areas (like culture, teamwork,, etc.) translate into business outcomes Evaluate and re-align organizational goals and objectives Rationalize the spread of people across various functions and evaluate opportunities for resource re-alignment Determine critical performance areas that require tighter controls and monitoring Utilize for assessing the breadth and depth of business performance analytics coverage Rationalize the “strategic fit” of new IT initiatives/projects vis-à-vis the organizational strategy Use as a basis for having operations strategy discussions and determining how macro conditions may impact the map 6

7. How to Transform the Map? Change factors (functional and/or process areas) that do not give adequate bang-for-buck Modify the strategic themes with the evolution of the organizational strategy Compare and rationalize the map with the goals and objectives of the CFO’s strategy Revise the customer perspective attributes based on data gathered from dealer and customer interactions, surveys, etc. Put hard numbers (target, past, trend) in the different horizontal domains in order to drive importance of measurable goals 7

8. You can now Rationalize your Projects against your Strategy Project # 1 Project # 2 Project # 3 8

9. Thanks!Contact: uday@kazira.com 9