hunter for a technology firm 2012
TRANSCRIPT
So what are the qualities of an Ideal Hunter …
Do I have it in me !!!
byBalaji Nambi [email protected]
“Hunter” for a Technology firm
With $600 billion dollars flowing into Infra & Construction
sector, it’s the best vertical to be in because it has very low IT
penetration and I have business relationships with the top honchos
in this vertical ….
Choose the right forest for the right prey ……
Where others find Problems , I find Solutions …
Be Adaptable and Flexible ……
Stalk the prey , wait for the best moment , perseverance is the key
Introducing technologies into Infra sector will take time , find the
critical issues, size the perimeter of opportunity , build a mission
critical value proposition .
Once you have convinced the Client of your unique value proposition , then
scale up and pitch every thing possible , don’t hesitate ….
When the moment arrives , go for the KILL !
Government, Aerospace & Defense (GOV)
Manufacturing (MAN)
Architecture, Engineering & Construction (AEC)
Power, Energy & Process (PEP)
My Experience : Domain Expertise across Verticals
Solutions / Products portfolio handled
Integrate with different legacy systems
Collaboration Management
Plan and execute high quality projects on time,
on budget
Project Management
Mitigate project risk through predictive analytics
Risk Management
Manage contracts, commitments, changes
Contract Control
Engineering Document Management
Design Engineering Mgt
Right people. Right projects.Right now.
Resource Management
Solutions / Products portfolio handled - II
Summary of my Experience
Domain Expertise
(E&C / Manufacturing
)
Consultative Selling to top management
Account Management
Comprehensive Client
Database
Scaling up & establishing
new business
Am I talking
too much ?
Delivered value to my ex employers
At KLG SYSTEL LTD :
• Revenue Targets achieved in 5 financial quarters were $ 449,000.
• A 200 % leap in the leads generated across small to big sale opportunities. Increased the market share by 45%-60% in previously unchartered regions.
At WRENCH Solutions :
• Established a healthy pipeline of more than $700,000 worth of deals with a conversion probability of more than 70 %.
• Developed a counter positioning communication strategy which lead to saving the company around $100,000-$200,000 normally billed by a Marketing / PR consultant.
• Developed overall marketing communications for eg lead generating emails, case studies , newsletters , collaterals etc this led to a rise of more than 160% in leads / enquiries generated with 0% cost to company.
Delivering value to my current employer
At AceCad Software India :
• 100% targets achieved - Revenue generated in sales ( 1 Million USD ) which is 60% of the overall revenue for AceCad India in the last 18 months .
• Successfully positioned “StruCad” against “Tekla” for Structural Steel Industry by acquiring 28 new clients for AceCad India from Sept 2010 – Jan 2012 .
• Acquired the first EPC client for StruMIS – Supply Chain Solution in the world
• Established Leadership position for “StruCad / StruMIS ” in the Pre Engineered Buildings/ PreFab Structures vertical .
• Engineered from concept to execution cost effective Demand Generation campaigns for AceCad products targeting India , Sri Lanka & Bangladesh.
• A 270% increase in leads generated for AceCad products by online marketing , innovative
collaterals , case studies etc
“Balaji learns fast. Has strong will to succeed to understand his strength & weaknesses and builds on them to achieve the organization's objectives. Properly guided and coached, Balaji will be a valuable asset to any sales organization”
Vincent Chia (Regional Director at Wrench Solutions Pvt Ltd ) managed Balaji at Wrench Solutions (Pvt) Ltd between March 2009 – August 2010
Mr. Vincent Chia Director, Business Development | Channels | Alliances | Compliance at Tekla SEA Pte Ltd
“Do not Fear Mistakes , there are None”