lviv freelance forum - Антон Скрипник: "mature sales process in closer view"
TRANSCRIPT
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
The lifeblood / food of any business, large or small, is sales.No sales, no business –it’s a simple as that.
#sales
SALES is THE Sausage Machine (System)
Marketing and business development Meat (leads) Sausage (sales)
#sales
IT Outsourcing
HR and Recruiting,
Administrative
Sales and Marketing
(BDSM)
Projects
CEO / COO / CTO
DeliveryFinance and Accounting Legal
Decide• the scope
• objective of the release
• desired time frame
• then drill down into the contents of the release
RFP
What DescriptionStatement of problemTechnical requirements
Administrative information
Cost requirementsReferenced documents standards
Required deliverables Software, hardware, documentation
Proposal format Financial report, resume, pricing, tech & management proposal
Submission & decision schedule
Proposal
What DescriptionManagement summaryOverviewEquipmentSoftware componentsUsability & UIManagement proposal Reporting, testing, scheduler, quality control,
configuration management, risk management
Pricing proposalSOW Deliverables, equipment, training,
documentation, testing, installation, education
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?
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)
MISSION VISION STRATEGY
Build client’s Trust to KindGeek to make it Global Known by delivering best Client Experience….
MISSION VISION STRATEGY
Business Development Sales Marketing High performance Technology Entrepreneurs as Business Development Inspired by Innovation bring company to next S-curve...