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Hi Everyone. You must be wondering – “what happend to the blog?” Well “MBA” happened! The last few weeks in July have been extremely hectic for the batch. The newsletters from May and June are attached below. You can download the PDF version by clicking the thumbnails.

May 2009

May 2009 Edition

June 2009

June 2009 Edition

We would love to hear your comments about the same. The next edition would be posted here on our blog, so stay tuned.

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Strategy – Art of Selling – II

As a part of our guest Lecture series “Samvaad” we once again had the opportunity to listen to Mr. Sanjay Ray who is Director, Solutions Engineering and Pre-sales at SAP India.

This time he spoke about “Strategy – Art of Selling”, role of Business Development and Sales team in an IT company. He started with the example of Cisco whose latest product offering Human network, suggest the way in which a company can relate to the needs of its customer. Sanjay’s Lecture started with “The customer Engagement Lifecycle”,which can be represented as below:

VIP MAP–>Qualification MAP–>Value Proposition–>Differentiator Matrix–>Presented Contracts

VIP MAP is a jargon used to express three key parameters:

Vision: This means understanding the vision of your customer. What they want to achieve.

Indicator: To know how are the customers progressing?  How are they doing in strategy?

Pain: Indicates reduction in pains of your customer. The IT product map you give should be aligned to the customer’s vision map.

What is Lead generation : The Business Development Team and Sales team sit together at the start of the year and decide on number of leads in year.

  • Don’t focus at “Pains” of customer but focus at their “Vision”.
  • The Lead should be validated through value assumption
  • Until you have clarity that your product is feasible and aligned to customer’s vision, don’t take it up.
  • Even if you have a proposition but the chances of conversion are lower in customer then it is better to DROP.

You drop a customer if there is

Distraction

Risks are bigger

Opportunity &

Potential then

DROP the PROSPECT

The Qualification MAP asks to check on following:

Customers

  • Customer Profile: Example “Selling of ERP to Real Estate or Jewellery Industry”.  Few years back Real Estate felt no need to implement any T solution to maintain their projects and work. However the long term vision and increase in sector was perceived well and today most of the real estate business going global know how important it is to implement ERP system.
  • Financial Situation of customer: In most cases the customer won’t buy your Product if his financial situation is grave. However in few cases if customer’s need is critical and your product feasibility aligns with customer’s vision and his survival then it is sure the customer would accept the offer. Example: Eureka Forbes struck a deal with IBM
  • Project Framework: Make sure the customer has a team or Project that can evaluate your product
  • Drivers and Requirements
  • Date of Rating

Project

  • Customer Relationship: One of the most important criteria. It is actually the relationship that makes the deal work. In most of the cases the Technologies are more or less similar eg. Outsourcing capabilities of WIPRO and Infosys are similar but who would get the deal is decided by customer relationship.
  • Political Situation: This is another very important criterion.For eg, “You have good customer relationship with CIO . But your competitor gets the deal.Why? He knew the CFO. And unfortunately CFO is the decision making.” Bottom line : Understand the Politics of Customer’s Organization.
  • Expectation Matching
  • Decision Making

Risk

  • Prospect Resources: If customer doesn’t has the right kind of people who can use your product and services then better drop the customer.
  • Competitive Differentiation
  • Relative Value Add
  • Our resources

Solution Selling Phase

  • This is the showcasing of Products and services.
  • Make sure you don’t showcase all features here.
  • Identify specific areas and specific indicators here.
  • Customer seeks in you the capability they want.

In fact if customer sees the number of computers, the number of people, and the number of systems you have deployed then he may actually assume his costs for implementing your product may be higher and the customer may divert.

Value Proposition:

Few Questions to ask and remember in Value Proposition are:

  • Understand the value for customer
  • Convey to the architects: The architects are actually the technical people. You are required to give them briefing note
  • Why us and not others (competitors)
  • Which factors are decisive for success of project
  • What is our solution
  • What is the prospect aiming to achieve
  • Why does Prospect need to act

Identify–>Evaluation Phase–>Solution Selling–>Decision Making–>Implement

The SAMVAAD for 13th June 09 ends here. Waiting to hear soon from Mr. Sanjay Ray soon on further phases of “The art of selling”.

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SPJAIN_PGPM

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AMBA

About AMBA

The Association of MBAs is the international impartial authority on postgraduate business education. Their accreditation service is the global standard for all MBA, DBA and MBM programmes. They accredit over 157 programmes in 71 countries.

They are the only professional membership association for over 9,000 MBA students and graduates, accredited business schools, and MBA employers.

About PGPM

Post Graduate Programme in Management (PGPM), is a One Year, full-time, residential programme at S.P. Jain Institute of Management & Research. The mission of PGPM programme is to create and nurture value-based future leaders taking on higher management roles in transforming organizations. This programme is specially designed for experienced professionals, with minimum work experience of 5 years.

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King-Cong(ress)

The curtains were drawn on the 15th Lok Sabha elections yesterday after the results were announced. Expectedly, UPA will retain power at the centre. What surprised however was the way Manmohan Singh & Co. mustered numbers for Congress with consummate ease. 205 seats is something which even die hard Congress fans were not expecting. With only 19 seats short of majority, the alliance of Grand Old party of India is all set to retain power with support of some smaller parties and a few independents.

If you ask me, I personally wanted BJP to win. But a choice between Manmohan and LK Advani rolled the dice in favor of the former. The results are significant in current scenario when India along with the rest of the world is going through tough times. A Third Front (or an nth Front government) at the centre, a la Deve Gowda regime in 1998 or a Charan Singh government post emergency in 1979, would have resulted in unstable government and power games in the Parliament, with actual issues relegated to the backseat. A stable government at the Centre ensures pro-reformist measures, tackling of real issues, possibly a revival of D street in Mumbai and importantly for us, no political upheaval at the end of 2009 when PGPM goes for placements.

Significant results

  • Congress gets past 200, after 19 years
  • Expect the fifth generation of Late Mr. Motilal Nehru to take over centre stage anytime soon in the form of Rahul Gandhi
  • End of Advani era in BJP. But who next…Narendra Modi? My guess is as good as yours
  • Lalu, Paswan routed in their stronghold Bihar
  • Nano moves out of Bengal but drives Mamata in
  • Prakash Karat and his dogmatic leftist policies leaves CPM high and dry
  • Naveen Patnaik(Orissa), Karunanidhi(TN) and YS Rajashekhara Reddy(AP) do well riding on a  pro-incumbency wave


Key states

Uttar Pradesh: Rahul proves his mettle
UP is considered the most sought after state in India with maximum number of seats. There is an old saying: ‘The one who rules UP, rules Delhi’. Rahul Gandhi decided to go alone in UP without any alliance. His perennial visits to poor households and hunger strike paid. Drama or not…I don’t know. But after 25 years, Congress got back its Dalit and Muslim vote bank which resulted in 21 seats. Significant numbers huh!! Mayawati caved in under anti incumbency factor. And Mulayam was fighting with no real issues at hand.

Maharashtra: Raj Thackeray – Baazigar
‘Haar ke jeetne waale ko baazigar kehte hain’: Shahrukh tells Kajol during their first meeting in the famous 1993 Bollywood blockbuster. I never quite understood the meaning of the insipid dialog then. Now, I guess, I do. Raj Thackeray’s MNS did not win even a single seat, but ensured BJP-Shiv Sena combine pay for not his ouster from Shiv Sena. Raj quotes a dialog from Amar Akbar Anthony after election results with an obvious reference to his cousin Uddhav – ‘tum apun ko itna maara. Apun tumko sirf do maara…par kya solid maara maloom’. BJP-Shiv Sena vote bank got divided with Raj’s MNS. Congress-NCP combine won 25 of 48 seats and significantly, won all six constituencies in Mumbai.

Delhi: We love you Shiela
Delhi BJP state unit needs to do some serious introspection. HT says: “Delhiites seem to have fallen in love with Sheila Dixit”. Not without a reason though. BJP draws a blank. And a clean sweep for Conngress – 7-0.

Bihar: Perform or Perish
While we were watching election results on NDTV before running for our International Business quiz, Varun Jha told me – ‘Ladke ne kaam kiya hai Bihar mein’  with an obvious reference to the CM. Good governance pays. What Manmohan did at the centre, Nitish did in Bihar. Ensuring a landslide victory for BJP-JD(U) combine, he clearly showed that if you perform, you will be rewarded. Lalu -Paswan got what the rest of the country was hoping for. Three seats for RJD (down from 24 last time) and a big ZERO for Paswan’s Lok Janshakti party. The humiliating part is both lost from the constituencies they were contesting from. Lalu managed to win one at Saran beating loud-mouthed Rajiv Pratap Rudy of BJP.

Andhra Pradesh: Glamour downloaded
AP along with Rajasthan tilted the balance in Congress’s favor. YSR defied the anti incumbency wave getting 33 seats for Congress. Glamour downloaded with Chiranjeevi’s Prana Rajyam Party not managing even a single seat. Sad to see Chandrababu Naidu failing again.

West Bengal: Bengalis gift to the rest of the country
Prakash Karat tried his level best that India does not take a step forward in the last five years. The hopeless handling of Rizwanur murder case and unnecessary violence in Nandigram and Singur ensured CPI(M) not finishing at the top of the table in WB after 30 years, winning only 15 of 42 seats. A change of guard was inevitable. Mamta Banerjee’s politics on Nano paid off. Mr. Ratan Tata surely won’t be a happy man.

Rajasthan: Maharani’s after effects
Another state which turned the tide in favor of UPA. BJP continues to pay for sins committed by Vasundharaje Scindia during her tenure as Chief Minister. After their debacle in assembly elections last years, they lost badly in Lok Sabha elections as well winning only 4 of 25 seats.

 

Finally…

The election results will ensure a stable government at the Centre. But I sincerely hope that Congress adopts a complete pro-reforms policy. And liberalization moves in a fast forward mode now. Hope not to see any further reservations in educational institutes or any talk of reservations in private sector. Late Pramod Mahajan had aptly said once, “We take pride in being the world’s largest democracy. We need to be the world’s most efficient democracy”

I would like to end this post with my dream cabinet:

Prime Minister: Manmohan Singh
Home Minister: P Chidambaram
Defence Minister: Pranab Mukherjee
Finance Minister: Montek Singh Ahluwalia
HRD Minister: Rahul Gandhi

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Admissions are now open for Class of 2010. Please check the admissions calendar on the right pane for more details. If you have questions, raise them in the comments section.

Update: 

Please visit this link for applying online :http://admissions.spjimr.org/

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After MBA Universe, Coolavenues has covered the admirable feat of PGPM Class of 2008 bagging a 100% placement.

coolavenues

Follow this link to read the story:

http://coolavenues.com/placements/2009/04/27/484/

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