Fair Or Unfair Decision to Team Member

Mr. B, MD of EXCELLENCE TECHNOLOGIES PVT LTD Company doing the performance

review of sales team of 8 who handles business growth, 9 out of 6 sales team member were
associated with organization for more than 8 Years. So past couple of quarter business has gone
down & MD wants to know reason of slowdown of business by 30% & issue with acquisition
of clients for new innovative product names “iSOC” & Script less Testing. 2 of sales Team
who are just finished years with organization got ultimate of bringing the business of 30 Lakh
in next couple of month or else look for new opportunity for yourself.

EXCELLENCE TECHNOLOGIES.

EXCELLENCE TECHNOLOGIES Pvt Ltd. Is in IT Software service sector, providing

software testing services to Banking, Insurance & Financial Market (Capital market
organization), and Exchanges in India, providing manual testing of software developed by
these organization & along with this some auxiliary Load & Performance Testing & Security
Operation Testing too.

EXCELLENCE TECHNOLOGIES PVT LTD was set up in 2000 by 3 partners who were CA
& ISO certified persons & having experience of 20 + years in field , by keeping view of
technology evolvement in BFSI sector they took step to start organization & fulfil the gap
between; and they got success in that . Company was register under MSME act in India so was
enjoying benefits of that too. During this period they worked with all major players as well as
regulators in the sector & where they got names themselves for. They made very good profit
throughout the time period but not till couple of quarters.

Services bouquet of EXCELLENCE TECHNOLOGIES PVT LTD to Clients:

1. Functional Testing of Application

2. Digital Program Testing
3. Test Automation
4. Security Testing
5. Load & Performance Testing
6. Risk & Audit Services
 7. Information Security

Software Testing service sector competition was there, some 12 organization where operating
all of India with diversified portfolio of services offered too with domain oriented expertise
services. Oher than this Local software testing firm as well as some start-up organization where
get established in recent time period also affected business. Company was awarded couple of
time with well know awards in Industry for their innovative services offered.

EXCELLENCE TECHNOLOGIES PVT LTD is being specialized & domain expertise service
provider, being that they earn good reputation in segment and in competitors. Being consistence
performing they won few government tender & eligible to work with MNC. During this
competitive market EXCELLENCE TECHNOLOGIES PVT LTD share of was rose to 16% &
margin got doubled during that period?

After the decade plus time enjoying benefits of becoming major player in industry. During
2016 September, 2 Partners took decision to separate this organization as they become conflict
for business purpose because EXCELLENCE TECHNOLOGIES PVT LTD used to do Manual
Testing & Security testing of application. & AQTD core area was to do Audit services & ISO
Audit, IT Policy making, VAPT & many more & AQTD was focused into development & IT
policy making & ISO Certification.

As geographical spread EXCELLENCE TECHNOLOGIES PVT LTD more concentrated in

India & specifically in Mumbai , Delhi & Bangalore & Hyderabad, during that period 32
projects were going on as 21 out of 32 in Mumbai , 5 in Delhi & 3 Bangalore & 2 Hyderabad
& 1 is in Pune. Whereas AQTD business spread across India as well as some South Asian
Countries such as Singapore, Malaysia, & Bangkok, Taiwan & Some extent in Dubai & Abu
Dhabi too.

Due to split up business EXCELLENCE TECHNOLOGIES PVT LTD look completely into
testing part & AQTD looked into ISO Audit, IT Policy implementation 7 software
development.
Decision of splitting up of was impulsive in nature they consider that registration & licenses
will be important other documents will be taken place in due course of action. Most of the thing
fall in that trap Sales team in on fire during that period; agreement o client with old name to
new name, change of bank account for transaction, bill were pending , cheque got bounce due
to incorrect name all mess & that all was sales team inefficiency as declare by MD & CFO.

EXCELLENCE TECHNOLOGIES’s organizational Structure

MD

COO

Procurment Finance HR CSO

Load & Sales & Marketing

Manual Testing Automation Security Recuritment Team
Perfromance Team

Resource
Banking UI Developers ISO certified Sales Support
Management

Automation Employee
Capital Market VAPT
Engineer Engagement

Documentation
Insurance team

Attendance & Salary

Process

Mr B believes in innovating person & he force every manager to become innovative in their
process to complete project. So he added new services in product line such as Autobots, MBot,
Scriptless Automation, and TestBots & Synthetic Monitoring. This addition is product line in
attractive to clients & one step ahead of competitors.
But COO Vis Procurement Head opposed to this development, his reason for opposing this
product is deployment of number of automation team in research of this product & this will
take major number of months in production & maintain cost & timely upgradation with
challenges, because of that major resources will be deployed in this process rather than actual
projects of clients.

Clients are attractive to this AI based technology but when it comes to implementation of this
technology & costing they will take back their decision,

This new technologies are costlier so need to concentrate to big corporate like niche products.
Products where having margin of 40%. Once deployed then it’s profitable.

COO’s Mr. R, was conservative approach toward business, as per his thought when we are
earning 28%-30% straight margin traditional products then why add other products in basket
& rather increase business geographical.

In one fine Monday after the demerger of two companies Director Mr. B of EXCELLENCE
TECHNOLOGIES PVT LTD, COO’s Mr. R & CSO’s Mr. S had intensive meeting about the
new role & responsibilities of sales team & increase sales target by 30% for remaining time
period. As proactive management sales team told to prepare their action plan for next financial
plan where each sales person target increase by 50% with breakup of new business of by 20%
& increase sales through existing business by 15 % and reaming 15% by new AI products.

Sales team already facing major issues because of demerger, they need to make proper
communication to their existing client and request them to do vendor agreement in new name
& complete all required procedure in time or else it would impact on their monthly billing and
that will leads to cash crunch in organisation.

Sales team was having tough time to convincing each client about whole process &
management decision & doing all paper work cos of that none of team member couldn’t
concentrate on new business, because everyone was busy in contacting their client and doing
tedious paper work. So existing sales team wasn’t sufficient to do all activities & that bring
sales number down & mess in fund management and in business too.

So CSO take decision to add 3 people in team who can help existing team to do finish their
paper work process & bring new business at same time & explore new area for organisation.
So as per requirement of CSO, HR recruited Mr. a, Mr. K & Mr. Y in sales team. Their priority
role was communicating existing client & informing about demerger & plan for re arrangement
& try to finish this activity as early as possible ; & same time need to call new organisation
who are looking for testing services and scheduling meeting with them for current sales, &
Create sales lead too. This activity goes for 9 months new.

In 3 days Annual Operation Plan (AOP) meeting in month of December 2017, all departments
head presented their plan for coming year & their achievement is past time. At last day of AOP
, CSO started his presentation with the problems faced during demerger & how it affected role
to sales team and increase pressure & able to maintain existing client base with organisation
& the presented his new plan of going geographically out of India with new brand . And
finished his presentation at good note, after CSO presentation sales team started their
presentation one after other & their plan for next year and how they plan to develop new
connections. But none of the existing sales team member spoke about number or plan relating
new technology invented by organization. After everyone’s presentation time came to present
by new member of team, they took leverage to present all together because they did all activity
together after joining. & but they wasn’t prepared with their future plan with sales, that
disappointed to Coo & Director. None of attendee apprecictaed their work done in stipulated
time period without delaying & making sure the monthly billing cycle didn’t get affected due
to that.

But they where got in firing line of COO & Director, Next day after AOP, COO & Director
call Mr. A & Mr. Y in his cabin in morning itself to plan their sales plan which they prepared
after AOP.

Director gave presentation to both of them about their sales plan, Sales plan was consist of sale
of in house developed technology & explore new market in SME & MSME segment without
providing leads from sector & for this they where given only 3 months time period .

Now major problem was new technology developed by EXCELLENCE TECHNOLOGIES

PVT LTD was costlier side comparing to competitors, EXCELLENCE TECHNOLOGIES
PVT LTD market focused was SME & MSME for this products , which was toughest part,
cause of slow down of business & changes in economic policies, SME & MSME where facing
funding issues. Director was so obessed with margin on new products that he wasn’t happy to
provide any discount to client on this, As most of sales lead provided to existing team Mr,A &
Mr.Y have limited database to find client, for both of them geographical restriction was their
they have to focussed on Mumbai as of now .

One major issue while selling this product was this where developed inhouse with limited
parameters , scope of customization was little bit & customaization was time consuming
activity & capital intensive too.

Mr. A & Mr. Y , where so focussed to sell this product for 2 quarters but only able to provide
& market this product till the step of presentation to client , but when actual decision time due
to cost investment they thrown out of discussion by clients.

Both of them very disappointed by themselves cause of not meeting target given by Directos.
& after one more additional quarter both of them have to leave the organisation as non
performer member & without getting any additional benefits from company on described for
their work tenure.

Whatever happen whose mistake in that, who is guilty???