Lviv Freelance Forum - Антон Скрипник: "Mature sales process in closer view"

kindgeek.com

Technology Management Sales Process Guide

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

Agenda

1. Sausage Machine

2. Sales Process

3. Marketing 2.0

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

LEADS

FOOD

IT Outsourcing

HR and Recruiting,

Administrative

Sales and Marketing

(BDSM)

Projects

CEO / COO / CTO

DeliveryFinance and Accounting Legal

Sales

Is project interesting?

Customer KindGeek

NDA

RFP

RFI

Proposal

MSA+SOW

Informal Planning Process

Dfdf Types of MRDs• New Product• New Release of an Existing Product

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)

Produced by Anton Skrypnyk

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...

for Technology Addicted only

Sex, Technology

& Rock&Roll

MISSION VISION STRATEGY

reinFORCE value proposition for each product by Lean Technology Marketing

And remember - Tools doesn't matter...

When you have a GUN Brain

Lets have fun by being different:

professional & driven by mission

From inspiration (1994) - to Innovation (2009)