Business Plan -Sales & Marketing

2017-18

Goal-
First Essential to set particular Goal to achieve Target, here I mention Set Goal
bellow
Increase leads & leads-to-customer conversion by 50% as previous.
Addition of New Account target one more state Chhattisgarh
Specific New Account Closer

Strategy-
Focus on framing my sales conversation to sharpen my sales story.
List out More EPC & Developer as cover more wide area.
Focus on Competitor activities

Target & Positioning-

Targeting & positioning is very important Target the Major EPCs specially in solar and align
our TAS portfolio, because market is huge in this particular segment and many opportunities
are there mainly for SCADA, CMS & Telemetry systems.
We will make position for our other Solutions like EEA, Township management as we know
Smart Cities Project also going on etc.

Forecast Positioning-

Solar
Wind
Building Management
Industrial

Business Plan -Sales & Marketing 2017-18

Tactics & Action
Engage in more number of new conversations with new clients.
Maximum client visits for understanding customer problems, requirement.
Draft Introductory mail to Target companies, Use Signals to track email
communication effectiveness.
Increase the Number of tours.
Every day cold calling for getting information & schedule appointment.
Analysis of Competitors in the market, Advantages and disadvantages of the
competitors
Visits in seminars, fare, conferences for increasing network.
Personal/Professional development of own.

Sales Pipe line-

I will prepare a small sales pipeline now for myself, to easy calculating numbers like
bellow-

Name of Customer Size of Deal Date PO expected Probability % of

Getting Sale

Swot Analysis-

Strength Weakness
Good Network in Solar industry Limitation in knowledge for some solutions
Market Understanding Command in Region specific data
Communication skill Less Penetration in market
Opportunity Threat
New EPCs are coming Lack of differentiation in Competitors.
New Models in solar like Resco (Boot),PPA Competitor Cost
Big projects are coming

Conclusion-
Work on weakness improve the knowledge, as per the strategy penetrate the market
with planning & more focus on collecting data from market.

Business Plan -Sales & Marketing 2017-18

 Current Prospect & Target Planning

SR Verical Customer Project TAS Solution TAS Sale Price in

No. Name/Channel Offered Lacs
Name
1 Solar Topsun Energy CMS System approx TAS CMS
Gandhi Nagar 300 sites(Rooftop)
2 Wind Global Wind Telemetry 3 Sites TAS 28,00,000.00
Infrastructure Telemetry
Indore Solution
3 Building Kunal Construction IT PARK Indore TAS Building
Management Rajkot Building Management Management
Solutions
4 Solar Environment First 5 MW SCADA plus TAS M2M 20,00,000.00
Energy Pvt Ltd Telemetry SCADA &
Indore Telemetry
5 Solar Saathi Poer 1 MW SACDA TAS M2M 10,00,000.00
Solutions Indore SCADA
6 Solar MPNRED CMS System approx TAS CMS
Bhopal(Nodal 300 plus
Agency) sites(Rooftop)
7 Solar Glow Solar LLP RMS 200 Kw 2 TAS RMS 3,00,000.00
Ahmedabad Projects
8 Solar Enfros Solar LLP CMS Approx 50 plus TAS CMS
Indore/Bangalore sites
9 Solar Gensol Engineering DCU Systems (2057 TAS DCU 250000000(25cr
Pvt Ltd Ahmedabad numbers) Solution Approx)
10 Solar Zodiac Energy RMS 200 & 100 Kw TAS RMS 1,50,000.00
Ahmedabad

Note: This Current Prospect I have taken for next two quarter for closing if any addition
happens than I will update it according to enquiry.

Business Plan -Sales & Marketing 2017-18

 Target Planning-
Q/M Aprl17 May17 Jun17 July17 Aug17 Sep17 Oct17 Nov17 Dec17 Jan18 Feb18 Mar18 Total
Q1 Target (Lacs)
3 4 8 15
Achievement

Q2 Target
4 6 10 20

Achievement

Q3 Target
8 10 12 30

Achievement

Q4 Target
10 10 15 35

Achievement

Total
1 cr

Target Solutions-

TAS M2M SOLUTIONS(%)

100

50

0
TAS M2M TAS M2M SOLUTIONS(%)
TAS M2M
SCADA TAS M2M
TELEMETRY TAS M2M
CMS TAS M2M
RMS
BMS &
OTHER

---Happy Selling---

Business Plan -Sales & Marketing 2017-18