pesit banglore_kotler's army_round 2.pptx

8/14/2019 PESIT Banglore_Kotler's army_Round 2.pptx

1/10


2/10

Segmentation based on industry The B2B market can be segmented based on demographics in to differe

industries

Industries

Telecom RetailDefense &Research

Governmentundertakings

andgovernance

solutions

Agriculture Utilities

Automotive,Logistics,

transportationand feet

management

Medical(Hospitals

andhealthcare)

Manufacturingindustry

House holdautomation

and realestate

developmentprojects


3/10

Sectors targeted by Atomberg.Atomberg

Telecom RetailDefense &Research

Governmentundertakings

andgovernance

solutions

Agriculture Utilities

Automotive,Logistics,

transportationand feet

management

Medical(Hospitals

andhealthcare)

Manufacturingindustry

House holdautomation

and realestate

developmentprojects


4/10

Positioning To attract high profile customers and achieve a high ticket size Atomberg has to posit

integrated M2M services and solutions provider i.e. it has to be a one stop shop for requirements.

Positioning parameters:

*Water conservation *Energy conservation *Smart infrastructure

ModuleMachine Network Middleware

System

Integrator

Service

Provider

Application Developers

System Integrators

Network Equipment Providers

Service Providers

Middleware Providers

Machine & Device

Manufacturers


5/10

Generalized pricing structure to arrive at average tCost per p

Profit margin

+ Conting

= Pr

Project cost: 100%

Definition: 10% Design: 40%Implementation

50%

Objectives: 4% Requirements: 6% In-house testing: 40%Cu

Inputs: 3% Outputs: 3% Files: 4%Interfaces:

10%

Pr


6/10

Short term Strategies to increase ticket sizeand increase market shareStrategy How it will helpValue chain integration It will help in providing full scale solutions and gi

over competitors and new entrants. (Acquiring ne

Tie ups It will help in providing additional services to clie

prospects are converted in to paying customers.

competencies of others)

Add more products and services for each solution This will basically help in increasing the ticket siz

ability and competence for the company which w

opportunities to cross sell and up sell.

Enter in to long term services and maintenance contracts Large initial contract deals will be a great boost t

will also raise the switching cost for the clients w

in the long run as well.

Provide localized spares, inventories and maintenance services

through exclusive dealers (Business partners)

This will ensure rapid services recovery and impr

and at the same time provide a constant source

Acquire new customers by educating new target customers about the

possibilities for the growth of their business through M2M solutions

provided by Atomberg

This will help in acquiring new customers.

Introduce new and innovative solutions (Products and services) This will act as a strategic advantage over the co

Branding as a premium service provider who minimize the life time

cost of ownership for the clients.

To justify premium pricing and maintain a long te

attract new customers.


7/10

Estimated size of markapplicationsMarket study for smartwater meters


8/10

Project City Project handled by

24 hours water supply CUTTACK Public Health Engineering Department Govt. of Odisha

Water supply for Meghalaya border

area

Koinadhara Hills Public Health Engineering Department Govt. of Assam

24 hours water supply(60 wards) Coimbatore The Coimbatore Corporation (Tamilnadu)

70 crore rupees drinking project for

Dindigul

Dindigul Dindigul Municipality (Tamilnadu)

Tirupur Water Supply and Sewerage

Project

Tirupur New Tirupur Area Development Corporation Limited (Tamilnadu)

Water supply projects in metros and

upcoming cities

Delhi, Mumbai, Hyderabad,

Chennai, Bangalore,

Kolkata, Ahmedabad, Pune.

Gurgaon etc

Delhi Jal board, Municipal corporation of greater Mumbai, Hyderabad Metro

Sewerage Board, Chennai Metropolitan Water Supply & Sewerage Board, Ba

Sewerage Board, Kolkata Municipal Corporation, Ahmedabad Municipal Co

Corporation, The Haryana Urban Development Authority.

Irrigation and dam projects Pan India Irrigation and dam projects are a huge potential market for smart water me

which involve interstate disputes).

Key players and competitItron

IBM

Zenner

WIPRO

GE

ABBBadger Meter

Siemens

Existing applications

New applications


9/10

Long term Strategies Brand building Leverage brand equity of existing high profile clients.

- Powered by Atomberg, This vehicle is tracked by Atomberg solutions

Programs to educate people and organizations about how water

preservation and power saving can be achieved through smart meteringsolutions.

Tie up with environmental protection agencies and NGOs to promote smart

metering solutions for water/electricity conservation

Consolidate and stabilize the supply chain.Strategictie ups


10/10

Company Location Project highlights

Accenture, HP, Infosys, IBM. N/A Solutions integrators and consultants

Microsoft (Azure) N/A Cloud services

Reliance Jio Infocomm Pan India Has an exclusive nationwide license to roll out 4g services

Veolia Water The cities of Ilkal and Bijapur, in

northern Karnataka, and the

Indian Institute of Science

Bangalore.

The project is to provide residents and students with quality supply 24

few hours of access they currently have each week. Veolia Water is on

India to have the required know-how for such a project. The company

been recognized by several municipalities across the country, includin

densely populated districts.

VRL travels and logistics Karnataka state Largest fleet owner in India (More than 3500 vehicles)

Police department Pan India For tracking official vehicles and PCR vans

State government Pan India For tracking official vehicles and armored vehicles

Central Government Delhi and union territories. For tracking official vehicles and armored vehicles

Hospitals and emergency response

services

Pan India Ambulances, Fire fighting vehicles etc

Avis car rentals Major cities in India Luxury car rentals

Software companies, BPOs and

other organizations.

Major cities in India Pick and drop vehicles for transporting employees, and official vehicl

Airtel Major states in India Indias largest telecom services providerBharti Airtel Ltd is implemen

three states in India using machine-to-machine (M2M) technology as

governments Restructured Accelerated Power Development and Refo

APDRP) that aims to reduce power transmission losses.

Banks Pan India Cash transfer vehicles for servicing ATMs and other official vehicles

Possible Tie ups and Business opportunities

pesit banglore_kotler's army_round 2.pptx

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