Sales for eBECS in the UK, the USA, Middle East and Europe - Business Plan Example

Sales Plan for eBECS UK, USA, Middle East and Europe Introduction As the ambit of Microsoft business solutions increased from mid-size to large clients, now they are set to serve even for branches of multi-national corporations. As the branches of multinational companies are extensively located in UK, USA, Middle East and Europe e-becs sales activities can be concentrated in the above areas. As e-becs is a Microsoft gold partner, it can offer quality in services and products it offer. Being a UK based company it can easily be accustomed to the needs of MNC corporations in US and Europe. Concerning about the needs of the Middle East market, the company can cater to the needs of the MNC branches at more affordable prices as the cost of services and developing is cheaper than in UK and USA. Microsoft Great Plains, Navision, Microsoft CRM, Microsoft RMS, Remote Support Technology and Customization packages will serve to enterprise accounting, electronic requisitions, automation of operations, retail management, to have cheaper consulting rates and a specialized customization in development of automation and services. 1 2. Executive Summary eBECS having centers in UK, USA, China, India and Jordan need to concentrate on Jordan Centre to offer ERP products and services at affordable prices to clients ranging from Large scale enterprises and their branches to small size enterprises. 3. Company summary 3.1 Description of the Company – Company Overview eBECS is a Microsoft Gold partner that builds strong partnerships with enterprise customers looking to exploit the full potential of the investment in ERP. This is done by assisting various organizations to be agile and responsive in meeting the specific demands the trading environment demands. The company provides solutions using Microsoft Dynamics AX that is functionally serves a wide range of business sectors. The specialty of eBECS is to add lean capabilities to Microsoft Dynamics AX and a full integration to the core product using Microsoft components. The company is capable to offer to eBECS enterprise distribution call centre management system that can provide integrated solution for companies involved in call centers, warehousing, retailing, logistics and distribution. In last 7 years it has been proved that the company values for practical delivery time and can call customers across the manufacturing and distribution sector. The implementation of ERP makes the company a software reseller as well as a partner that ensure the customer to gain competitive advantage. 2 3.2 Mission Statement: The company states that it offers solutions regarding Microsoft Dynamics AX, Lean manufacturing, EDCCM, e REQS and Application Integration. Its services are regarding consulting, off-shore, financing and bean integration. 3.3 Key to Success: The Key to Success is due to range of products and services it offers. The application integration in products enabled its success in offering products without changing the applications. Its offshore services from India and Jordan are responsible for offering services at affordable rate for premium and other customers respectively. 4. Products and Services 4.1 Products: 4.1.1 Enterprise Resource Management: The company offers its products in the form of solutions regarding enterprise resource management by using Microsoft Dynamics AX. The solutions offer demand flexibility, scalability and rapid implementation. The products of the company are designed to offer grown with existing investments and to automate the unique business processes. This in turn accelerates the success of the organization in delivering integrated and open collaborative working in the least time possible. 4.1...2 Customer Relationship Management: The delivery of the quality in products is due to customer relationship management at eBECS that helps clients to increase revenues and profitability. This is due to better management of relationship with customers. This is enhanced by automation of sales force and marketing, sales management, customer self service web sites and computer telephone integration. The document management and outlook synchronization will further develop the alternative solutions for larger sales forces that the branches of MNC companies need. 4.1.3 Microsoft Dynamics AX Enterprise Distribution & Call Centre Management (EDCCM): The Enterprise Distribution & Call Centre Management is done by Microsoft Biz Talk Server unites enterprise application integration and B2B integration. eBECS uses to address all the integration challenges from the enterprise to the internet. 4.1.4 Microsoft Dynamics AX: eBECS Lean Enterprise: eBECS delivers lean enterprise solutions for Microsoft Dynamics AX by combining traditional manufacturing and distribution functions. This is done within ERP with lean capability to deliver the improvement in performance. The company has the capability of completely automating lean accounting concepts by providing comprehensive lean functionality. 4.1.5 eBECS Electronics Requisition (eREQS): The development of electronic requisition system for Microsoft Dynamics AX enables the company to offer products regarding purchase requisitions online. This is done by integrating the Microsoft Dynamics AX that shares information regarding employees, departments, cost centers, warehouses, vendors and items. This is suitable for the companies involved in offshore activities in UK, USA, Middle East and Europe as these areas are interlinked with relations between different companies and their branches. 4.2. Off-Shoring Services: These services are regarding enterprise consulting and offer prompt and effective service and support. The demonstrable track record in e-business, ERP and Supply Chain Management implementation will result in a true partnership approach in approaching to customers in UK, USA, Middle East and Europe. 4.2.1 Hybrid Model: Hybrid Model is the premium project offered by eBECS to large corporations and quality aspiring mid-size companies who can afford more cost for the extra effort and integration. The deployment, development and other services are offered from India. 4.2.2 Neo-Shoring Model: In this model the deployment, development and support package will be developed and done in Jordan. 4.2.3 Traditional Off-Shoring: The traditional off-shoring is done by developing and processing the support services from Jordan. 3 Market Analysis: 4.3 Market Overview: A contemporary offshore company or a large corporation or a branch of it finds it necessary to deploy business processes and ERP consulting. This is because every company is expecting to have a lead in the market niche. The excellent MRP functional knowledge should be supplemented by the technical expertise. As a result eBECS can find good market for its products and services regarding market automation, integration and other ERP solutions in the area mentioned. 4.4 Market Segmentation: 4.4.1 Large Organizations: This segment of the market tries to capitalize on the expertise of the eBECS regarding ERP systems implementation on various platforms. This is because the businesses need to stay to serve their clients and the experience and the stability of eBECS will serve in consolidating the market in this segment. As eBECS offers solutions in service industry, manufacturing, logistics, retailing, MNCs e-commerce integration with ERP back office and warehouse management, the large corporations and their branches in UK, USA, Middle East and Europe tend to continue their association with eBECS and this helps in getting new clients also. 4.4.2 Medium Size Organizations: Medium size organizations need to combine specific MRP expertise with cross platform development and deployment. This is done by Microsoft Dynamics AX of different versions. The remote collaboration tools that communicate regularly will help the medium size organizations to monitor their daily offshore activities they are engaged with the firms in other countries. The electronic Data Interchange services of the company offered from Jordan will be of competitive price when compared with the competitors and this offers a unique chance in gaining a niche in market while concentrating off shore activities in Jordan. The office in Jordan can help the company to bag the market that demands low cost services and products. 4.4.3 Small Size Organizations: Even Small size organizations demand the low cost services and products and this demands product development, deployment and support services from countries like Jordan, China and India. When compared, the company can find that offering services from Jordan is cheaper than offering services from any other branches of it in other countries. In this aspect also the company needs to concentrate the market capturing activities by locating itself in Jordan. 4.5 Market Trends: The Microsoft Business solutions regarding ERP and CRM are quite popular in US, UK, Middle East and Europe. The Microsoft Dynamics has been pulled from other market due to MBS strategy and AX has been promoted as recommended solutions and the midsize and small size companies that offer a large market are accustomed to the products and services of the above-mentioned packages. Moreover the .Net gives the customer to choose from the variety of products. 4.6 Competition: Though the competition is more in the segments the company works, it can be minimized by the factor that it is working simultaneously from UK, US, China, India and Jordan. As the centre in Jordan offers cheapest services than all the other branches and very few companies like eBECS have branches in Jordan this advantage minimizes the competition regarding offering affordable price for products and services offered. 4.6.1 Microsoft Dynamics vs. Other ERP Products: The Microsoft Dynamics has an advantage of offering products and services regarding ERP combined with .Net framework. This enables the readymade solutions for businesses and there are enough developers available in countries like Jordan. This gives eBECS an advantage over other companies that offer other ERP products. 4.6.2 eBECS off-shoring vs. Others: The eBECS off-shoring has an advantage of working in tandem with the branches in China, India and Jordan. This gives the company an advantage over others who work only either India or Jordan for their off-shoring activities. 4.7 Obstacles: The important obstacles for capturing market are about convincing the clients about the development and processing activities done in Jordan. One more obstacle is coordinating and connecting the activities in China, India and Jordan. 4.8 Market Analysis Summary: the analysis done on the market implies that the cost effective offered in India and Jordan will enable eBECS to gain upper hand over competitors in grabbing market regarding ERP solutions and services. 4 5. Sales and Marketing Strategies The Sales and Marketing Strategies of the company should be based on cost effectiveness of Jordan centre and the advantage of the Microsoft Dynamics CRM offers to ERP products and solutions ranging from large to small size companies’ needs. The familiarity of Microsoft Outlook can be used to promote Microsoft Dynamics CRM that can be offered at an affordable price to a number of companies. 5.1 Strategy Pyramid: Cost, quality and speed should be the pillars of the strategy pyramid of eBECS as it is capable of offering quality products and services having centers in countries like Jordan. Sales force management, web designing and custom software development can be additional capabilities that increase the delivery capability of strategy pyramid. 6. Execution Plan The execution plan of the strategy will be a time bound plan. This can be executed in 1 year. In first 3 months, the coordination between Jordan centre and the present customers should be established. The next 3 months should be spent on doing test mode for the prospects/clients who accept services from Jordan Centre. The next six months can be spent on turning prospects into clients of the company. References Author, A. A., & Author, B. B. (Date of publication). Title of article. Title of Journal, volume number. Retrieved month day, year, from http://www.someaddress.com/full/url/ 1. Andrew Karasev, 2006, Microsoft Business Solutions Great Plains, Navision, CRM & RMS: serving international client – overview for consultant, Crucial Servers, Volume Number 3, Retrieved on 28th January 2008 from http://www.crucialservers.com/hosting/dedicated%20server/Microsoft_Business_Solutions_Great_Plains_Navision_CRM_RMS_serving_international_client_overview_for_consultant.html 2. eBECS, 2007, MAINTAINING THE COMPETITIVE EDGE THROUGH LEAN OPERATIONS, eBECS, Volume number not available, Retrieved on 28th January 2008 from http://www.ebecs.com/ 3. Alba Spectrum, 2007, Synergy of Business and Technology, Alba Spectrum, Volume Number not available. Retrieved on 28th January 2008 from http://www.albaspectrum.com/ 4. Andrew Karasev, 2005, Microsoft eCommerce Web development: Great Plains eConnect .Net – Highlights for Programmer,. Self SEO, Volume number not available, Retrieved on 28th January from http://www.selfseo.com/story-2386.php Read More