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Current approach of selling PROCEED:

In order to enable quick adjustment to the PROCEED platform it was developed to run on Microsoft

Windows. Through advanced technologies it gave consumers the advantage of using the complete

functionality of the system unattached to the host system. Currently possesses a user base of around

three hundred. It has already sold 3 currently operational modules out of the five modules. It is currentlypursuing sales opportunity with over 20 prospects in computer software and hardware, financial

services and banking with number of users per prospect of about 200 to 600. It focuses on industries

that involve high-ticket items with long, complex sales order cycle and involved consultative team

selling.

TH:

In order to cater to the current market need for a platform that would support sales forecasting and

management, an SA system called Trojan Horse was conceived to be developed form the sales

Management module of the existing PROCEED model. The development of this concept was further

aided by the feedback from Sales VPs of the existing/ potential customers. It would also incorporate the

functions to be installed in other PROCEED modules but would focus more on the Sales System rather

than the Marketing or Services system. Unlike PROCEED, development of TH involved $500,000 cost of

marketing and $200,000 cost of development of the product. It also reduced the time frame to three

months. From the firms point of view, TH was focused on sales and reduced the involvement of

intermediaries significantly. TH needed minimal customization in comparision to PROCEED and thus

involved lesser cost of customization.

Customer acquisition:

With a strategy of addressing specific consumer needs based on feedback, TH would enjoy greater levelsof acceptance. It was easier to market and sell than PROCEED due to two powerful user friendly

attributes simple installation and low customization; the latter would enable the user to utilize the

application in various divisions of the organization. With significantly lower customization costs SaleSoft

could target a bigger market than PROCEED.

Customer Retention:

With easier to quantify benefits of TH, the selling process was simplified. With better customer

satisfaction, customers have the inclination and also the opportunity to scale up to other SA modules

offered by PROCEED

Buying cycle for PROCEED:

STEP 1:

Process: Realization by senior management Players : Businesses Duration : 21-30 months

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STEP 2:

Evaluating potential to automate existing processes and order functions Key players: Prospective customers and SA consultants Duration : 3-4 months

STEP 3:

Working out a relationship among various functions and process of collection, storage andanalysis of data

Key players : SA consultants and potential customers Information systems Duration: 2-3 months

STEP 4:

Process: finalizing the software and hardware to be purchased Key players : Customers Duration: 6-8 months

STEP 5:

Process: Pilot testing after customization of CSAS. This step involves rigorous testing to checkthe functionality

Duration: 3-5 monthsSTEP 6:

Process: Modify CSAS software post the feedback

Duration: 3-4 monthsSTEP 7:

Process: Roll out of full scale system Duration: 4-6 months