Holden Account Management

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efox Account Plan
Account: ANZ Operations and Technology Pvt Ltd Total WSP Revenue: $40,000 Total CDSP Revenue: $0 Sales Professional: Amit D Bhattacharya

29/11/2010 Page 1 of 12 efox by Holden International www.holdenintl.com

efox Account Plan
Corporate Goals & Initiatives
Corporate Goals: undefined Corporate Initiatives: undefined

29/11/2010 ANZ Operations and Technology Pvt Ltd Page 2 of 12

efox by Holden International www.holdenintl.com

efox Winning Sales Plan
Account: ANZ Operations and Technology Pvt Ltd Opportunity: NPLC Bangalore-Mumbai Value: $40,000 Close Date: May 11 2010 Sales Professional: Amit D Bhattacharya Sales Prediction Opportunity is closed

29/11/2010 Page 3 of 12 efox by Holden International www.holdenintl.com

efox Winning Sales Plan
Discovery
Expanded Opportunity Analysis
Solid Emerging Weak Non-existent Excellent Good At parity Marginal Bad Disadvantaged Tentative Disconnected Severely at Risk Strong Growing At Risk

Nov 29 2010

Dominant

Secure

Value Premise

Business Quality

Competitive Strength

Political Alignment

Summary

Can We Add Value? - Value Premise
Client Involvement in Value Discovery Business Impact

-11 0
Driving Mechanism Measurability

-3 -4 -3 0 -3 0 -15

-4 Should We Pursue? - Business Quality
Geography/Resourceable Funding Risk Assessment Future Value to Us

0 0 0

Time frame Client Competence Profitability to Us

0 Can We Compete? - Competitive Strength
Solution Compatibility Client History Philosophical Alignment

0 0

Competitor's Solution Compatibility Competitor's Client History

-4 -3 -4 -27 -4 -3 -56

Competitor's Philosophical Alignment -4 Are We Politically Aligned To Win? - Political Alignment Decision-Making Process Leverage Political Leverage Appropriate Executive Sponsorship Established Momentum

-4 -4 -4 0

Competitor's Decision Process Leverage -4 Competitor's Political Leverage

Competitor's Approp. Exec. Sponsorship -4 Competitor's Established Momentum

Total Score

29/11/2010 ANZ Operations and Technology Pvt Ltd NPLC Bangalore-Mumbai

Page 4 of 12

efox by Holden International www.holdenintl.com

efox Winning Sales Plan
Establish Value
Value Statements Sharath S, Lead - Technology, O We can provide the ethernet link as needed by you to reduce the choking and proper running of the applications as the current bandwidth is choked. Critical Business Issues Traffic is very high on the existing link which leads to choking Area of Improvement Upgrading of the bandwidth capability in the existing link Business Impact Credibility

Need to release the choking and Track record of having provided the IT applications will run more similar links to Sonata Software, smoothly IBM etc

Value Proposition Beginning April 28th 2010 as a result of the new link from TTSL, ANZ Operations and Technology Pvt Ltd will be able to effectively increase the bandwidth on the existing link resulting in effective removal of the choking for proper running of the IT applications with the economic payback of increased productivity of employees. We will document our delivered value by **.

29/11/2010 ANZ Operations and Technology Pvt Ltd NPLC Bangalore-Mumbai

Page 5 of 12

efox by Holden International www.holdenintl.com

efox Winning Sales Plan
Competitive Strategy
Differentiation Analysis Our Strategy Competitor Strategy for

Strategy Coaching Prompt

29/11/2010 ANZ Operations and Technology Pvt Ltd NPLC Bangalore-Mumbai

Page 6 of 12

efox by Holden International www.holdenintl.com

efox Winning Sales Plan
Political Support
Support Base Map

MV VM RP

SS

VB

RP Ravi Pangal, Head - Transitions, E Agenda: Contribution: VM Viswas M, Head - IT strategic Sourcing and asset Management, M Agenda: Contribution: VB Vaidyanathan B, Manager Facilities, O Agenda: Contribution: MV Mahendran V, Head - IT Infrastructure, M Agenda: Contribution: SS Sharath S, Lead - Technology, O...
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