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QUALITYKIOSK: DRAWING UP A SALES STRATEGY

PRESENTED BY : GROUP 9
DEEPIKA CHAUHAN F009 JAGRITI DHAWAN F017
ABHISHEK KHEMKA F029 SAUNDARYA MEHRA F038
SHANTANU SHARMA F057 SAURABH YADAV F066
ANALYSE THE INDIAN MARKET FOR QUALITY ASSURANCE SERVICES IN 2015
SPECIFICALLY FOR THE BANKING SECTOR AND OUTLINE THE IMPLICATIONS FOR
QUALITYKIOSK
 Software Testing Market , 2015 - $5 billion
 Estimated Growth Rate - 20% YOY
 Customers need to rely on robust and automated testing as
 Banking applications have become more complex
 Banking applications handle confidential data that needs protection against cybercrime
 Increased reliance of banking applications on big data
 Increased importance of customer centric solutions
IMPLICATIONS FOR QUALITYKIOSK
 Opportunity to provide end to end offerings to customers starting from Application Developed for
UAT to Customer Experience management
 Banking sector contributes 40% of company’s business and generate more profitability than insurance
vertical
EVALUATE THE THREE OPTIONS DRAWN UP BY KRISHNA AND
RECOMMEND ONE. JUSTIFY YOUR CHOICE
 Option 1- 3 Hunters and 1 Farmer- High market penetration & medium revenue
More hunters in the sales team help achieve revenues from the untapped market, and farmer would take care of existing
customers and cross sell new services for customer retention
 Option 11- 1 hunter and 3 farmers-High revenue and low penetration
More farmers in the team would ensure all existing customers retained and full potential utilised by offering new services
to them. One hunter however would lead to lower penetration than expected giving leeway to competition
 Option 111- 2 hunters and 2 farmers- Medium penetration and medium revenue
Equal no. of hunters and farmers would help in some level of penetration and some potential realised from existing
customers, generating medium revenue and medium penetration
Quality kiosk should choose Option 1:
 More no. of hunters required than farmers, as lot of market is left to be tapped- only 30% coverage/40 customers
 Public sector banks (2/20) and old private banks (3/12) should be targeted well as new customers, for which Hunters
are required
 Incentives of hunters directly linked to new sign ups, so efforts would be well focussed
 Hunters and Farmers both have incentives linked to Cross-sell to existing customers, so keeping more hunters than
farmers would not harm the existing accounts

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