3.icv kongres controllera srbije 2015, tatjana lukić, redionalni direktor prodaje, microsoft
Post on 22-Jul-2015
235 Views
Preview:
TRANSCRIPT
RUSSIA ESTONIA
LATVIA
LITHUANIA
CROATIA
BOSNIA and
HERZEGOVINA
MONTENEGRO
SERBIA
MACEDONIA
BULGARIA
KAZAKHSTAN
GEORGIA
KYRGYZSTAN
TAJIKISTAN TURKMENISTAN
UZBEKISTAN
BELARUS
MONGOLIA MOLDOVA
Moj region - CEE Multi-Country
• Citizens: 141 Million, kao
• Russia
• France+UK
•GDP: $1.1 Trillion
• Compare to:
Twice as Poland
• Territory coverage:
• 6,581 km
• MC spans across 8 time zones
• 100M mobile phones
• 28M Internet users
• Installed base of 12M PCs
• PC Shipment: 3.5 mio
•Comparable to Spain
Average Piracy Rate 65%
Countries: 24
Ethnic Groups: 35
Religions: 32
Languages: 27
Literacy Rate: 98.67%
Education Weighted Average:
Average monthly GNI (Gross
National Income) per capita
• Adriatics/Baltics: 1140 $
• Balkans / Caucasus: 432 $
• Central Asia: 107 $
European Union:
• 8 member countries
• 3 candidate countries
ARMENIA AZERBAIJAN
SLOVENIA
ALBANIA
Sales Controlling Pillars @ Microsoft
Pipeline
Pipeline Coverage &
Hygiene
Budget
Variance to Forecast
(VTF)
Variance to Budget (VTB)
Forecast
Forecast
Sales Controlling proces & biznis ritam (RoB)
Downsides
Praćenje prodaje Svakodnevno, na osnovu izveštaja
Correction of Error Planovi za ispravljanje greške
Alati: Dynamics ERP, Excel, Power BI
Planiranje ciljeva
u aprilu/maju tekuće finansijske godine
Bottom Up & Top Down po zemljama, proizvodima, tržišnom
segmentu, tipovima licenciranja
Alati: Excel & Power BI
Kvartalni forecast Quarterly Financial Accuntability
FC & pipeline reveiw
Dozvoljena varijansa od +/-5%
Alati: Dynamics CRM, Excel
Actuals
Planiranje rasporeda i zakazivanje sastanaka– Office 365 Uvid u raspored članova tima, zakazivanje prema raspoloživosti
Virtuelni timski sastanci, članovi tima se uključuju sa bilo koje lokacije
Komunikacija u virtuelnom timu – Skype for Business
Pipeline Review – Dynamics CRM Pregled statusa prodajnih prilika, diskusija o planiranim aktivnostima, ažuriranje
Kolaboracija na daljinu – One Note Timski dokument koji sadrži agendu, informacije i zaključke sa sastanka
top related