Slide title 48 pt Slide subtitle 30 pt Smart selling in competitive edge

Smart sellingin

competitive edge

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Agenda›Competition–The amoebic roller-coaster

›The Art of War - Selling SMART–Key attributes–Business Models

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ERICSSON

competition

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Market dynamics

›Changing consumer behavior› Technology on the fly› Intense entrepreneurial

competition›Regulatory environment

› Central role in the defining emerging and evolving Competition

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An all-communicating world

MOVIE

What people need…

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Know your competitorsInternet FusionTraditional 50 billion

connections…

Current customer perception

Source: Imtrack 2008

COMPETITIVE ENVIRONMENT GROWING RAPIDLY AND THE NEED FOR ALTERNATIVE BUSINESS MODELS

Selling ‘smart’

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

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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

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Finding the right balance

SMART

Technology Leadership

Customer Engagement Leadership

Technology focus

Customer/market focus

From

To

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Widen the scope

DESIGNLOW COST EFFICIENT

PROCESSES

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› The wow challenge: Innovate business models

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Innovate business models

› The Minute Factory› The Great Wall syndrome› Partnership Ecosystem› Managed Services› Leverage on Acquisitions› Go Green

Parameters of success

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Selling smart

Chetan.kohli@globallogic.com

Kapil.mittal@ericsson.com