Segment selection with internal VOC data

Toatal Fluke
Current Business- Projections
SL No Infrastructure Vertical Subsegments relevant segment
MUSD (Fluke) - MUSD Potential- MUSD
1 Power Utility
1.1 National Generation 0.3 2 5
1.2 Regional Generation 0.1 1 4
1.3 National Transmission 0.3 1.5 7
1.4 Regional T&D 0.3 2 10

2 Transport
2.1 Railways
2.2 Aviation
2.3 Marine (Commercial)

3 Municipal & Local Government

3.1 PotableWater Supply
3.2 STP
3.3 Irrigation

* rate 1-5, 1 is poor, 2 average, 3 Good, 4 Very Good and 5 Excellent. Consider the pan India coverage while filling this,
** Give details of the active contracts / registrations

Segment Potential= Total Segment Potential/(Projection-Current Business)

Expected Business Attractiveness 1-1/Segment Potential
GTM Effectiveness (1-(1/Fluke Reach)*(1/Channel reach))
Fluke Approach- Rate this from 0-1 for business attractiveness & fluke willingness to select the segment.
Restricted Field
Data Entry Field
 No. of rate Major
Current channel Segment
Fluke reach * contracts / spec ins products EBA
reach* available today** sold Potential Score

5 4 2.9411764706 0.66
2 2 4.4444444444 0.775
3 3 5.8333333333 0.8285714286
2 2 5.8823529412 0.83

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overage while filling this, add notes for any special information
 GTM Fluke Approach
Total Points
Effectiveness to segment (0-1)

0.95 0.5 2.11 Example

0.75 0.3 1.825 Example
0.88888888889 0.6 2.317460317 Example
0.75 0.8 2.38 Example

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