winning market share for acecad software
TRANSCRIPT
SELLING AGAINST BRANDS IN INDIA
TEKLA , BENTLEY
I always wished for role where I could craft a David vs Goliath
Story
Recruited by AceCad India in Sept 2010
Product Portfolio :
The Market Leader , net sales in 2010 amounted to nearly 58 million eurosand operating result to 10 million euros
India the second largest revenue generating teritory for Tekla
The Goliath :
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Sold
40%of the total AceCad Software
Licenses sold in India .
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CONTRIBUTING to
60%Of the overall revenue generated by
AceCad Software India between
Sept 2010 Jan 2012 .
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Selling Value
Not Price
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Revenue generated by AceCad India between Sept 2010 – Jan 2012 =
Revenue generated by AceCad India between Jan 2007 – August 2010
200% increase
Won the AceCad GlobalSales Success Story Award .
Achieved Targets
100% +
Received Windfall Incentives
How did we , Do it ...
Sectors in which Tekla has market leadership and their comfort zone
We Took them head on not in
the board rooms of their comfort zone
But in the Trenches on the ground
By Creating New Markets ...
Concept Selling was the key ...
Developed & Educated a new market of user base driven by traditional manual methods to adopt BIM solutions
Established Leadership position in a new Sector - PEB
And the MarketLeader follows the
Under Dog !
Tekla marketing campaign before Jan 2011
Targeting their comfort zones
Tekla marketing campaign after Jan 2011
Tekla India revenue generators in 2010-2012
AceCad India revenue generators in 2010-2012
“Balaji learns fast. Has strong will to succeed to
understand his strength & weaknesses and builds
on them to achieve the organization's objectives.
Properly guided and coached, Balaji will be a
valuable asset to any sales organization”
Vincent Chia (Regional Director at Wrench Solutions Pvt Ltd )
managed Balaji at Wrench Solutions (Pvt) Ltd between
March 2009 – August 2010
Mr. Vincent ChiaDirector, Business Development | Channels | Alliances | Compliance at Tekla SEA Pte Ltd
“Do not Fear Mistakes , there are None”