Bridging the Gap betweenTech and Business

Alaa Moustafa

Business Development Consultant

Link Development

Alaa Moustafa

• B.Sc. Computer Science, Cairo University

• MBA in Marketing, Arab Academy for Science & Technology

• Solution Developer, Link Development (2004)

• Senior Software Engineer, ITWorx (2005)

• Project Manager & Founder, IRange Software (2007)

• Account Manager, eSpace (2012)

• Business Development Manager, eSpace (2013)

• Business Development Consultant, Link Development (2015)

Business Development ConsultantLink Development

Why this Session?

Delivering Business

Value

Knowledgefor Career

Path

Conflict of Interest / Goals

Business

Operations

Marketing

Sales

HR

Finance

Service

Let’s Talk About Business

Is There a Gap between Tech & Business?

This is what we’ll talk about

Business & Customer

Needs

Software Development

Process

Software DevelopmentLife Cycle

How it Works?

Customer

What is Sales?

The sales cycle is the sequence of phases that

a typical customer goes through when

deciding to buy something. As a rule, the

sales cycle is described from the customer's

perspective.

The first phase of the sales cycle may be

either the customer's perception of a

product, or a perception of a need that the

product might satisfy.

Business Challenges

1. Every customer is unique and different

2. Every business is unique and different

3. Every customer process is unique and

different.

4. Customers are interested in solutions

5. Constant competition & rise of competitors.

“B2C” vs. “B2B”B2C means that you are selling a

product or service directly to the

consumer.

B2B means that you are selling a

product or service to other

businesses.

Example: Selling CRM Software to organizations so

they can keep track of their sales leads, manage

their sales cycles.

Example: Selling t-shirts geared toward the

individual consumer or Selling lipstick marketed

toward teenage buyers

Sales Management Process

Build the Relationship

Qualify the Leads

Discover their Needs

Present the Solution

Negotiate & Close

Sales Funnel

A Sales pipeline is as a visual representation of your

sales process where all your opportunities are

displayed and neatly arranged according to their

phase in your sales cycle.

Behind each sales stage within the sales pipeline is a

set of actions that need to be completed in order to

successfully finish that stage and move the

opportunity to the next stage.

Example of Sales Funnel

Why CRM?Customer RelationshipManagement

It allows you to register your leads and contacts.

You can track all customer interaction

It reveals possibilities.

It makes your most valuable asset – the customer data – remain

Roles of CRM Customer RelationshipManagement

Business Team Roles

Business Development

Sales/Account Management

Presales

Business Team Responsibilities

Opportunity Assessment, Creation & Development

Relationship Establishment & Management

Analytics Study & Tracking

Industry Advancement Study & Utilization

Contract Planning, Negotiation & Management

Fixed Price

Time &Material

DedicatedTeam

CommonContract Types

Common Contract

Types

Fixed Price

This contract type is the best choice for short term projects and projects

which have a ready detailed requirements list (Software Requirements

Specification).

It is the most effective contract type when project volume and final cost can

be defined at the very start of the project implementation.

Common Contract

Types

Time & Material

This contract type is used if the exact project volume cannot be defined

before its development starts or in case there is a possibility of project

requirements changes during software development process. Since project

volume is unknown, so far final price of the project cannot be stated.

Common Contract

Types

Dedicated Team

Under contract of this type the customer is offered the service of project

developers’ team and providing them with necessary operating

environment. The team is subordinate to the customer or his project

manager and is considered to be the remote software development center.

Any Questions?

Thanks for your time.