The presentation demonstrates the stages for setting up a business process for a sales function The methodology mentioned in the presentation is based on best practices used to set up business development functions for SME's for promoting their products/services.

1. BUSINESS PROCESS LAYOUT
Yogesh Satpute
May 2012

2. 2
Introduction
Requirement of additional business processes:
• Adapt to a very competitive market and a fast-paced economy
• Incorporate new ideas to enhance continual growth
• Harness ideas in processes for maintaining a smooth workflow.
Fundamentals of setting up a new business process:
• Documentation of ideas and drafting a process layout
• Predefine metrics and KPI’s at all stages
• Measure the success of the engagement till maturity
Objective
Improve the credibility of Value Proposition and enhance Revenue
Streams

3. 3
Basic
Process
Layout
A Process Layout
drafted, exhibits 5 main Process Pilot
Engagement Operations
Transition Execution
activities for setting up a
business process, right
from engagement to
maturity .
On continual Process
Improvement a function
can be deemed to be
fully operational
Process Improvement

4. 4
Setting up a Business Development
• The function directly impacts the revenue streams in a business
model
• Encompasses strategically important activities such as marketing and
presales
• Process layout for BD is one of the simple yet dynamic methodologies
in BPM.
• Post transition, the pilot execution is vital to device the process
improvement plan.
• Delivers a sales forecast estimating the revenue generated by the
organisation

5. 5
BUSINESS DEVELOPMENT
PROCESS SETUP

6. 6
Process Layout
• Networking & Knowledge Transfer
Engagement • “As Is” Process Map
Process • “To Be” Process Map
Transition • Perform checks and initiate Pilot
• Perform Key Activities (cold calls, emails etc.)
Pilot Execution • Fathom the challenges faced
• Validate services against requirements
Operations • Thought Leadership and Process Expansion
Process • Hands on experience (Pilot)
Improvement • Follow industry best practices

7. 7
Engagement
Customer Value Process Methodology
• Well defined process • Study requirements
• Best practice insight • Knowledge Transfer
• Aligned to organizational goals • “As Is” Process Map
• Process Analysis
• Focus Groups

8. 8
C he c k lis t  Study the strategic importance of the process
Engagement in the workflow
 Conduct Focus Group initiatives
Requisites &
Capabilities
 Network with experts to gain Knowledge
Standardized
Documentation with
SOP’s , deadlines
and action items
 Develop competitive intelligence
Initiation of Process
Improvement  Based on initial information, formulate a “As
Document Is” Process Map
 Conduct Process Analysis with documented
“What if” scenarios

9. 9
Process Transition
Customer Value Process Methodology
• Process Improvement • “To Be” Process Map
• Identify and eliminate • Develop Transition Plan
bottlenecks • Finalize Pilot Plan
• Concurrent objectives
established

10. 10
C h e c k lis t
 Propose a Process Map justifying the reasons
Transition
for being a best fit.
Transition Plan
 Perform checks by conducting mock activities
Pilot Plan
Test emails,  Finalize on target products/services and the
conference calls,
duration for the Pilot.
Application testing
 Identify issues faced and solve problems that
may cause delay
 Migrate the process to other location (if
required)

11. 11
Pilot Execution
Customer Value Process Methodology
• Process metrics established • Pilot Run
• Benchmarks identified • Analysis and Improvement
• Process synchronized • Finalize Operations Plan and
Benchmarks

12. 12
C he c k lis t  Perform key activities as per GTM strategy
Pilot
Execution
 Quantify performance indicators into metrics
Key activities
performed and
duration
 Set targets to align sales efforts accordingly
Amount of work
hours put in per FTE
 Synchronize process with global sales teams
Sample account data
and territories
covered  Analyze possible hurdles to revisit strategies
Qualified
opportunities /  Finalize Operations Plan and Benchmarks
revenue generated
Preliminary Forecast
 Deliver a preliminary sales forecast on
completion on Pilot

13. 13
Operations
Customer Value Process Methodology
• Efficiency Improvement • Roll out operations
• Massive cost reduction • Validation of services against
• TAT reduction requirements
• Reduced Management • Process monitoring
overheads • Reporting

14. 14
C he c k lis t  Increase Productivity & Cost efficiency
Operations
 Training and Quality improvement
Project management
Budget & Expenses
documentation  TAT reduction & overheads reduction
Thought Leadership
 Roll out operations
Training Documents
Define Key Result  Validation of services against requirements
Areas
Recruitment
 Process monitoring & reporting mechanism
 Expand the business development operations

15. 15
Process Improvement
Customer Value Process Methodology
• Functional business process • Performance Tracking
with scalability • Engage improvement based on
• Defined metrics for a mature Pilot execution
business engagement • Engage improvement based on
• Flexibility to adapt to changes best practices

16. 16
C h e c k lis t
Process  Document the challenges faced and solutions
Improvement
 Develop a culture to improve quality
PI docs:
Monthly / Quarterly
summaries  Track performance and suggest improvement
Functional PI docs
 Change predefined metrics for increasing the
Technical PI docs effectiveness of sales campaigns
Quality PI docs
 Follow best practices in the industry for
BCP planning
documentation
increasing productivity
 Use hands on experience gained by pilot
execution, for improving operations

17. 17
Stages in a sales cycle and MOS
S8 - Marketing Opportunity • Leads from Marketing sources / Referrals
S7 - Lead Generation • Market research and Initial discovery
S6 - Opportunity Qualified • Prospect stated need to buy within 'X' months
S5 - Need Analysis • Complete discovery with user and economic buyer
S4 - Solution Proposal • Presented value proposition in face to face meeting
S3 - Verbal Acceptance • Buying Power validated by economic buyer
S2 - Vendor Finalist • Prospect accepted terms & signed off deal duration
S1 - Legal • Contract signing on legal terms with prospect

18. About the author
A result oriented business development
professional and social media evangelist, Yogesh
Satpute has been associated with leading IT firms
for setting up and spearheading the presales and
marketing functions.
Experienced in identifying business opportunities across verticals, Yogesh’s business
acumen and entrepreneurial flair have assisted small companies and large
conglomerates to expand their operations in Americas, Europe and APAC.
Thank you