Current Key account based sales strategy

Account focus

120 accounts, spanning 350 factories

Potential ARR = 3.3Cr (<15% assessed)

Initial discussion with at least one factory currently

Focus on marketing communication/events

Sales cycle

First txn (1.5-3Lacs) in 5-6 months

Second txn (5-15Lacs) in 12-14 months

Most of key accounts now in first txn level

Embassy, Blue Star & Sansera moving into second txn

Significant effort of free POC for first txn

Significant effort of value showcase & custom reports for second txn

Team structure

Current : 1 senior, 3 midlevel, 6 junior BDM,

3 of junior BDMs would scale

3 junior BDMs on watch

Adding 1 midlevel, 2 junior BDM

Stable plan : (Hunting) 1 senior, 4 midlevel, 3 junior
(Farming) 1 senior, 2 midlevel

Central sales support (solution architecture, presales, proposals, key relationship followups, emailers

Current sales objective

Deep focus on 120 accounts (52 already with txn)

Improve sales pitch/document quality (centralize)

Unify frontline pitch (portfolio, benefits, process)

Add following in next 2 quarters

forecast

sales cost mgmt.

account profitability

key account as separate stream

customer satisfaction metrics

Stable : 5 nos 50L, 25 nos. 20L, 50 nos. 10L