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3 UPDATE Contd….. #MetricLast ReviewThis Review 2Customers1922 Revenue from Customers302 (INR Lac)316 ( INR Lac) 3Product Profitablity GM -50% MU - 100% + PL -WIP from Finance 4 No of Delivery Defects0 1 (IIMK - Defective Print Quality) 5Customer Satisfaction100%94% 6Project Managers TrainingNot Initiated Webex Initiated on 27 th June. On-Site Training on 8th July 8Solution HandoverNot InitiatedHandover on 8th July 9Demo InstanceNot Initiated Complete Data Handover by 7th July
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1 Copyright © 2014 Tata Consultancy Services Limited
Demat ServicesProduct Review
28th June 2014
2
Updates
# Metric Last Review This Review
1
New Customers
Won 19 22
State DeemedINI/Central/
Auto New Universities KU KIIT CUB Integral
TU Manav R UOHSam Higgin Bottams
Agri BU SOA NIT Jamshedpur Himalayan Univ Kakatiya NLOU NIT Jalandhar IIM Raipur IIM Kozhikode IIM Kashipur JIPMER GRIET Vardhaman
3
UPDATEContd…..
# Metric Last Review This Review2 Customers 19 22
Revenue from
Customers 302 (INR Lac) 316 ( INR Lac)
3 Product ProfitablityGM -50% MU - 100% +
PL -WIP from FinanceGM -50% MU - 100% +
PL -WIP from Finance
4No of Delivery Defects 0 1
(IIMK - Defective Print Quality)
5 Customer Satisfaction 100% 94%
6Project Managers
Training Not InitiatedWebex Initiated on 27th June . On-Site Training on 8th July
8 Solution Handover Not Initiated Handover on 8th July
9 Demo Instance Not Initiated Complete Data Handover by 7th July
Adobe Acrobat Document
4
Previous Review – Action Items
Sl No
Action Item Remarks
1 Strong confirmation required to achieve 50 cr WIP; INR 14 Crore committed pipeline from Univ. Transport / land records /past data funnel being built ~100 crores
2 Rethink approach – GTM Decentralized delivery; Printing vendors/Mfg. as Channel Partners
3 Focus on how to enable sales team to achieve scale Focused sales people being groomed at regional levels, enabled with training
4 Need deeper understanding of product capabilities Training content / calendar and delivery hand over including product roadmap scheduled
5 Need to have strong Governance / discipline in delivery Demat Handbook for delivery for final rolll out scheduled; Sales dossier being rolled out later;
5
Previous Review – Action Items-contd.,
Sl No
Action Item Remarks
6 Dedicated attention / review of large deals Targeted State Universities, at regional level
7 Shift focus on product capabilities, features, competition
To be actioned in July 1st week
8 Can explore possibility with Trinity London To be actioned in July 1st week
9 Build competency required – PM training, etc WIP with milestone on July8
10 Need to have complete demo instance in ebapp Will be done in 15th July; Database 80% ready
11 Start thinking on adjacencies to Demat Services. Need the UP land records, 10th standard mark sheets of CBSE
WIP
6
Product Management Framework Snapshot
Customer Experience1. Customer Voice Analysis2. Cetainty of Experience3. Expectation Management
Product Benchmarking1. Competitive Analysis2. Product Evangelist
Product Roadmaping1. Roadmap Visibility2. Innovation Process3. External Validation4. Time to Market
Value Delivery1. Product Value Adds2. Feature Leverage3. Product Enablers
Return on Invetment1. Product Profitability2. Biz. Case for New Version
67% 88% 10% 70% 0%Overall Score = 44.75%
Performance Against the Key Product Management PrioritiesOverall Performance
Microsoft Excel Worksheet
7
30-60-90 Day Plan
Immerse(30 Days)
• Contextualize - GTM approach with the as is solution & proposed solution Road Map
• Enable the Sales and Operations teams and create “Demat Experts”. • Provide Marketing Air Cover to sales for lead generation.• Build Pipeline for Q2 while consolidating the existing 23 customers . Target at least
2 State University closures.
Orchestrate(90 Days)
Immerse(60 Days)
• Map VBU focus and corresponding prospect accounts including large prospects.• Examine the availability of channels for expanding sales network. Test efficiency
with 2 pilot customers • Create the sales and operations rhythm• Build Pipeline for Q2 and Q3 while consolidating the existing customer base of ~ 30
Universities
• Create a “Secured Data Management “ + “ On-Site Leased Printing” Model and explore by testing efficiency with 2 customers.
• Focus on increasing the Sales and Ops Maturity • We have at least 5 customer in every region for Print Data, Past Data and Digital
Verification• Mature the product into a “Self Service” Model• Focus on Key Account Management
Thank You
IT ServicesBusiness SolutionsConsulting
9
Funnel and Prospects where action is on….
Microsoft Excel Worksheet
Microsoft Excel Worksheet