Documenti di Didattica
Documenti di Professioni
Documenti di Cultura
For
Future Generali
presented by
feroz shaikh
1 PPA.AcctPlan.PPT
Account Vision
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Account Team
Future Generali
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Customer Organisation
Structure
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Account Overview –
Inputs from Top 10 Questions Summary
Marketplace:
Products/services Life & General Insurance
Markets/customers Rural, personal, corporate, Life insurance
Industry trends Industry is growing with stiff competition in private sector through NBFC’s
Competitors LIC, Bharti AXA, Bajaj Alliance, Max New York, ICICI Prudential, HDFC Ergo Etc.
Vision and Strategy:
Key Insights:
1. Expansion plan- Increase FG presence with minimal cost with solutions like, Branch in a Box, Cloud, Tablet,
USSD, MOVAS
2 Reduce their existing cost by selling cost effective solutions to overcome from losses like USSD (Unstructured
Supplementary Service Data)
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Account Diagnosis
Position in Client Business Continuum
Upstream Downstream
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Account Diagnosis
Where Can We Move Next?
Upstream Downstream
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Account Diagnosis
Competitions Position in
Client Business Continuum
Upstream Downstream
IBM Tata
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Account Diagnosis
Presence in Buying Centers
2 0 1 2 0 0 0
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Account Diagnosis
Presence in Buying Centers
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Account Diagnosis
Account Management Success Factors
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Account Goals
Person
Action Responsible Deadline
Meeting along with PSS and BSG for Feroz Shaikh Sept 19th, 2014
understand insight of customer support expense
and strategies product placement
Sensitize these teams on issues where the Feroz Shaikh Sept 19th, 2014
customer is having constant problems
Service Improvement Plan with pro active Richa Chopra Oct 1, 2014
approach
Aligning project team in advance before PO Feroz Shaikh Sept 19th, 2014
collection
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Account Actions
Richa Chopra SAM Support Service 11% Relationship Development with Sr. Mgt &
Service Improvement
Puneet Naik BSG Technical solution 15% Deep dive understanding about customer
consultant Setup & consultative selling
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Account Actions
Resources Required
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Contact Map
CEO CFO CMO CIO VPIT Cust. Admi Busine
Suppor n ss
Munish Anup Prade Byju Ashish
t team
Sharda Chandak ep Joseph shah Manoj
Client Contacts (current and pande Namit
Nair
desired) y a
Account Team Members
Feroz shaikh 0 +1 0 +2 +3 + 1 +3 -
Puneet Naik - - - +1 + 2 - - -
Richa Chopra - - - +1 + 2 - - -
Rohit mangeshkar - - - - + 2 - - -
swapnil gokani - - - - - 2 - - -
- - - - - - -
Other Relevant People and Groups Within Our Organisation
Manoj Simon 0 +1 - +3 + 3 - +1 -
Prasad R - - - - - - - -
Salil Khanna - - - - - - - -
Abhijit Chakraborty - - - + 1 +3 - - -
Which client contacts are the ones you most need to initiate or cultivate?
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The Competitive
Landscape
Their Products/ Their Markets/ Their Strategies/ Strengths vs. Our Weaknesses vs.
Services Customers Resources Organisation Our Organisation
Voda Enterprise price war price availability
Possible Substitutes:
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Business Strategy Notes
What Challenges Are They Can We Contribute to This
Elements of the Client Organisation’s Business Strategy Facing with This Part of Their Part of Their Strategy? How?
Strategy?
Their Customers
The client organisation’s customer segments are:
insurance- life and non life
Low Marketing DMX
They add value for each segment by:
USSD
Different insurance for different needs
Rural reach
losses
Their Competitors
The client organisation’s major competitors are:
LIC, Bharti AXA, HDFC, ICICI Prudential
They compete against each by: Better service USSD and BYOD solutions
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Sources of Value
Worksheet
Brainstorm six to eight new ways to create value for your customer, using the
“Sources of Value” (left) to stimulate ideas:
1. Joint go to market strategy 5.BSG consulting for new technology and solutions
2. Airtel Money 6. Top executive sponsorship
3. USSD for reducing cost of contact centre 7. Cloud solution to manage spike in business demand.
4. Sharing trends of ICT industry through research
report
Then do the following:
- Circle the two that you believe would be of greatest value to the client organisation, given their mission and
business strategies.
- Check the two that would cost you and your company the least (in time, resources, and money).
- Star the two that build most naturally on your organisation’s strengths.
Where are the intersections? Identify your one or two best sources of value (beyond products and services) to
propose to your client:
1. USSD for reducing cost of contact centre 2. BSG consulting for new technology and solutions
Which client contacts will be most interested in these sources of value?
1. CFO/ CEO 2. BH/CMO
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Opportunity Startup
Better customer
experience towards 2 2 1 2 0 1 8
services
Mallassurance 0 0 0 2 1 0 3
Total 5 6 5 9 6 5
Scale
0 = Offering will not help the client with this strategy
1 = Offering has some potential to help the client with this strategy
2 = Offering has high potential to help the client with this strategy
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Opportunity Startup
Opportunity Assessment
Opportunity 1 Opportunity 2 Opportunity 3
Criteria
Will this opportunity…. TABLET DMX USSD
Relate your organization's products and strengths to the client's current and
future needs ? 2 1 2
Capitalize on past experience you have had with this account and
relationships you have already informed ? 1 1 1
Help to further the business strategies and initiatives of the client decision
makers and influencers ? 2 2 2
Fit with the client's current priorities and levels of funding for various
initiatives and functions? 2 2 1
Differentiate you from actual or potential competitors? 1 0 1
Result in a personal win for one or more decision makers ? 2 1 2
Fit with your organizations current objectives, policies, and guidelines for
doing the business? 2 2 2
Total 14 11 14
Scale
0 = Offering will not help the client with this strategy
1 = Offering has some potential to help the client with this strategy
2 = Offering has high potential to help the client with this strategy
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Opportunity Startup
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Opportunity Startup
Political Analysis: Decision Makers
Buying Attitude to Connections to Sources of
Contact Group Role Us Colleagues Info/Influence
Munish Sharda Management Virtual Neutral CEO Forum
Authority
Byju Joseph CIO Hands on Neutral Team Mate wife CIO Forum
Decision working in his core
Maker team
Anup Chandak CFO Virtual Neutral
Authority
Ashish shah AVPIT Technical Champion Relative to airtel Top 100 CISO & CIO
Advisor & employee Group
Coach
Krishnakant Aras IT Manager Gatekeeper Blocker Ex airtel employee CSD Head
involvement
Virtual Authority
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Technical Advisor Gatekeeper User
Opportunity Strategy
Ways to Build Political Support
Contact Person Name Attitude
Possible Strategies
& Position towards Airtel
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Thank You
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