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Smart selling in competitive edge

Smart selling in competitive edge. Agenda. Competition The amoebic roller-coaster The Art of War - Selling SMART Key attributes Business Models. ERICSSON. competition. Market dynamics. Changing consumer behavior Technology on the fly Intense entrepreneurial competition

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Smart selling in competitive edge

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  1. Smart sellingincompetitive edge

  2. Agenda • Competition • The amoebic roller-coaster • The Art of War - Selling SMART • Key attributes • Business Models

  3. ERICSSON competition

  4. Market dynamics Changing consumer behavior Technology on the fly Intense entrepreneurial competition Regulatory environment • Central role in the defining emerging and evolving Competition

  5. An all-communicating world What people need… MOVIE

  6. Current customer perception COMPETITIVE ENVIRONMENT GROWING RAPIDLY AND THE NEED FOR ALTERNATIVE BUSINESS MODELS Know your competitors Traditional Internet Fusion 50 billion connections… Source: Imtrack 2008

  7. Selling ‘smart’

  8. -Know your Customers-The Jigsaw Puzzle-the wow challenge

  9. Know your customers • Customers’ buying process & experience • Customers’ payments criterion • Level of Customizations/ SI required • Level of Post sales Support required • Cost: goals & tolerances • Growth: Sales Targets • Reach: widen the access • Visibility: Taking the brand further

  10. Finding the right balance From To Technology focus Customer/market focus SMART Technology Leadership Customer Engagement Leadership

  11. Widen the scope

  12. DESIGNLOW COST EFFICIENTPROCESSES

  13. The wow challenge: Innovate business models

  14. Innovate business models The Minute Factory The Great Wall syndrome Partnership Ecosystem Managed Services Leverage on Acquisitions Go Green

  15. Parameters of success

  16. Selling smart Chetan.kohli@globallogic.com Kapil.mittal@ericsson.com

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