All data and company are fictitious. Just for acedmic propose

1. TelTech BOD Presentation
2012 Sales Forecast
LOGO
Lee Charlotte
2013 MSc Marketing

2. Agenda
1
Current Situation
2
Business Objectives
3
Optimal Selection
4
Global Strategy
5
Some Focuses
6
New CRM Strategy
7
Conclusion

3. Current Situation
In Past
• Our Business
Situation
In Future
• What Forecast
• What Action Plan
In Present
• M & S Campaign
• Leads Generation
• Opps Selection
Business
development
Cost
increased

4. Business Objectives
Based 3BOs concept,
the business strategy
will be:-
Business Objectives
Restore Profitability
•
•
Profitability
Restore the profitability to meet
financial expectation
Explore customer base with
cross-selling and up-selling
•
Technology innovation and Cost
controlling thanks to economic
of Scales
Diversification
•
Business Development
•
Expand and diverify client
base
•
Product Innovation and
Specialization
Business Market
Customer Centric Culture
TelTech
3 Objectives
Diversify
•
Customer
Centric
Customized product and
service offer
•
Strategic collaboration for
projects development
•
Expertise
activities
on promising
Business Resources

5. Agenda
1
Current Situation
2
Business Objectives
3
Optimal Selection
4
Global Strategy
5
Some focus
6
New CRM Strategy
7
Conclusion

6. Optimal Selection: Filter Criteria
- 16 opps
Profit Contribution
- 85 opps
Diversification in different Profit Contribution
3 Telco: 30
50% : 5 Industry
 Telco-Handset
 Telco-Network
 Automation
 Broadcast
> 140000
> 50000
 Telco-Infra
> 150000
 Multi-media
 Medical
automotive: 2
 Automotive
> 200000
Other
 Military
> 250000
 Space
> 400000
> 30000
 Sub-Contract
 Telemetry
> 30000
> 130000

7. Optimal Selection: 79 Opportunities
Military, Space
Sub-Contractor
Telco-Infra,
Telco-Networks
Telco-Handset
Automative
Automation
Multimedia
Broadcast, Medical
Telemetry
opps
opps
opps
opps

8. Optimization of Profit contribution
•
The best 79 potential opportunities among the 180 current ones
•
Improved Profit Contribution : > 20M € and > 40%
Profit contribution
Profit contribution %
21,15M€
41,58%

9. Optimization of R&D budgets
• Respect of the budget
constraints: 1500K€
• 54% of our R&D costs are in
the new diversification sector

10. Optimization of M&S budgets
• Respect of the budget
constraints: 700K€
• M&S costs well distributed to
strong growth and profitability
industries

11. Agenda
1
Current Situation
2
Business Objectives
3
Optimal Selection
4
Global Strategy
5
Some Focuses
6
New CRM Strategy
7
Conclusion

12. 3BOs: Profitability (Accounts class)
• Existing Key Accounts occupy only 15% - 40% in
each regions
• Their product contribution just occupy less
proportion compared with B & C accounts

13. 3BOs: Profitability (Accounts class)
• Effective utilize existing Resource
Reason of developing
B and C account
• Expand the business opps and development
• Raise the profitability

14. 3BOs: Profitability (Industry)
Consideration of cost, resource,
currency rate, political factors,
Company adopt difference
Strategy in difference region
and industry

15. 3BOs: Profitability (Industry)
• Traditional Industry: Military
• New Strategic: Automotive
• Diversification: Automation, Telco’s

16. 3BOs: Diversification (Probability)
Potential Order (Probability) and Global
Area under Industry diversification

17. 3BOs: Diversification (Market)
Potential Order (Probability) and Global
Area under Industry diversification

18. 3BOs: Diversification (Industry)
Potential Order (Probability) and Global
Area under Industry diversification

19. 3BOs: Customer Centric
Balance Strategy: Value, Relationship, Technology and Culture Fit

20. 3BOs: Customer Centric
1
Specialization Strategy: Concentration, Customization and Culture Adopt

21. Agenda
1
Current Situation
2
Business Objectives
3
Optimal Selection
4
Global Strategy
5
Some Focus
6
New CRM Strategy
7
Conclusion

22. Some focus

23. Agenda
1
Current Situation
2
Business Objectives
3
Optimal Selection
4
Global Strategy
5
Some Focuses
6
New CRM Strategy
7
Conclusion

24. New CRM strategy
• Reinforcement
of
our CRM strategy by
the deployment of
marketing and sales
actions
in-between
company
• Customized services
for
our
valuable
accounts to reward
them of their loyalty

25. New CRM strategy
We implemented CRM Services for
our most trustful Accounts:
• A powerful and easy-to-use cloud
system
• A collaborative CRM tool
connect all the employees.
to
• A training for our key account to
become a customer company
• An access to our CRM services
through multi channel

26. New CRM strategy
EXISTING CRM STRATEGY
NEW CRM STRATEGY
For a differentiated customer experience & a more productive and cost
MRP Logistics Forecast
effective collaboration between our partners..

27. Summary
Profitable strategy based on diversification
Confidence in promising industries such as
medical and broadcast
A reinforcement of our CRM strategy to think
long-term

28. LOGO

29. Selection process
Selection process by maximizing the profit contribution by
industry as well as respecting the constraints of budget,
costs, diversification