New Customer

Acquisition and Business

Growth for

Strategy and Execution plan

for Business Expansion
Presenter – Shiv Iyer
Agend
a

Automation of Accelerating Business Role of Shiv

Demand Generation
 Creating and managing
Digital marketing assets for
Synoptek.
 Streamlining inbound leads
 Building content marketing
sales funnel
Development & Sales
 Development of Top 100 Role of Shiv at
Target Accounts for Synoptek
Synoptek.
 Workshop Style Customer
Engagement sessions
 Key Account
Management
Automation of Demand
Generation
A Digital Marketing Blueprint
Target Top 100 customers for Synoptek

Business Audit & Workshop Leveraging LinkedIn sales

Identify Enterprise clients Approach navigator capabilities

There are growing number of

Consultative selling approach Using LinkedIn navigator and
potential Microsoft Dynamics
focused on providing software bots like SalesFlow,
enterprise s/w clients in UAE,
Technology/Business audits to Dripify , Synoptek can reach
KSA and other parts of Middle
the client focusing on key targeted audience in an
East. The objective will be to
business challenges / pain areas automated way to drive lead
make in roads into such
that Synoptek can solve. gen and pipeline development.
accounts and sell Synoptek
services.
Strategic Business
Initiatives

Setting up Synoptek Immersive Building relationships with

Innovation Lab in ME Workshops/Round Table startegic partners

To find startegic partners Invite potential clients to try Centered around

in UAE and KSA to set up these technology labs. These Microsoft as OEM
potential Innovation Labs. labs can serve as the
networking meetup for clients
Digital marketing
plan
Innovative Concepts for Digital Marketing
Synoptek can leverage the newsletters localized for Digital
ME region.
Marketing
The content can be customized according to
customer avatar. content on
demand
Possibilities to generate new customers and Platforms to be
create interest among existing customers used
• Newsletter tool
• WordPress
Synoptek can promote its offerings using Virtual • LinkedIn
Summits by inviting industry speakers. • Twitter
• Facebook
 Synoptek can leverage the webinar
registration portal of Microsoft Teams
Hosting
online live Synoptek can schedule webinars twice a month
events and invite potential customers for the event

Platforms to be used
• LinkedIn Every event can be promoted through a landing
• Microsoft Teams page to run campaigns on LinkedIn that can
• Website Landing promote audience engagement
page
Synoptek can record webinar events,
Product demos, client case studies and YouTube Channel
post them on YouTube
Video content has 27x time better reach
Expansion
text content. Right now based on my research
than
Synoptek has reasonable quality video content
on YouTube, but it lacks engagement as it does
not seem to be promoted well. Platforms to be
The same content can be repurposed and used
distributed in different social platforms e.g. • YouTube
• Facebook
Linkedin, FB to maximize reach and visibility
• LinkedIn
 Senior consultants can shoot one content rich
video a week to promote on social media
Video
Marketin Customer’s and consultants always search for
valuable demo content online and compelling
g content always gets noticed.
Platforms to be
Promoting solution based, Industry centric and
considered
new release based video content , customer
• YouTube
success stories can go a long way towards
• Facebook
achieving marketing and success.
• LinkedIn
Invite industry experts to webinars and host Engagement
Q&A sessions. CFOs, CEOs, CIOs, Government officials
with
industry
Consultative selling
experts
Platforms to be
To attract customers who are seeking used
information about products and service based • Microsoft
Teams
offerings of Synoptek
• YouTube
• LinkedIn
• Facebook
 Synoptek can add relevant keywords on the
website for target audience for ME region
Google
Ads Synoptek can run Google ads campaign for
Synoptek Service offerings for ME

Synoptek can create Google My Business

Platforms to be reviews to
considered attract customers
• Google ads
• Google My business Google ads can make it easier for relevant
searches to reach Synoptek website
 Trending keywords for Synoptek website ( sample)

Google
Ads
Research
Platforms to be used
• Google ads
• Google My business
• Using these keywords in
the website content can
hugely improve the
overall traffic being
driven.
 Keywords to target for Synoptek (Sample)
saSample)sample)
Google
Ads
Research
Platforms to be used
• Google ads
• Google My business
• Using these keywords in
the website content can
hugely improve the
overall traffic being
driven.
Synoptek can be promoted in local
online classifieds
Organic
Synoptek can promote its blog posts, content
SEO
on other websites where there is already
substantial audience
Platforms to be
used
Organic SEOs helps generate online leads slowly • Google
but steadily in the mid to long term • Classifieds
• Guest posts
Synoptek can focus on a sales approach that consists of
:

1. Direct Sales strategy Sales

2. Indirect sales strategy

The direct sales can be driven based on named and target accounts:
Approach
Indirect sales approach can be driven based on strategic partnerships
with key partners who can be
1. Hardware /Infrastructure providers /System integrators who can Sales Channels :
introduce their clients for ERP solutions/services to Synoptek
2. Audit firms /Tier 1/ 2 /3 management consulting firms who can
introduce their clients to Synoptek. Direct Sales

Indirect Sales
 Synoptek can target key accounts/named opportunities
in different industries and sell ERP services either to
existing MS Dynamics customers or pursue fresh Target
qualified opportunities where both licenses and
services can be sold. I have a fairly well organised
database of about 1000 plus existing MS Dynamics Accounts
customers in Middle East, specially in UAE and KSA and
enjoy client relationships with many of them
1. Service Offerings to
Synoptek can also target replacement accounts based on existing MSD
existing customers of BaaN, in house systems, IBM mainframe Dynamics
etc. customers that can
drive sales.
2. Sale of licenses and
services to qualified
prospects.
3. Replacement
opportunities to
replace old systems
like BaaN, IBM
Mainframe, Orion
etc.
 Up Sell /Cross Selling
Opportunties
Synoptek can up sell/cross sell solutions
like Power BI/ Sharepoint etc to existing MS 1. Synoptek can
Dynamics customers and create cross
selling / upselling
opportunities to
promote solutions
like Power BI/
Synoptek can identify opportunities to SharePoint to
replace failed Oracle/SAP existing MS
Dynamics
implementations. customers.

2. Synoptek can
promote MS
Dynamics and use
MS strategically to
penetrate into
failed Oracle/SAP
implementations,.
Step 1 : Synoptek needs to work out a 30
day/60 day/90 day sales plan to build a
strong opportunity pipeline and generate Sales plan for 30/60/90
sales momentum. days
Given that Synoptek is looking to set up a greenfield
operation in Middle East from scratch , there is a need for
Step 2. : Repeat Step 1 in quarter 3 and 4 a very well thought sales plan for the first 30/60/90 plan
to build further traction in the pipeline The sales plan needs to be focused on daily/weekly
activities geared around :
1. Demand generation
2. Prospect qualification’
Step 3. : Quarters 1 and 2 can be used for 3.
4.
Prospect Meetings
Proposal submissions
building the opportunity and generating 5. Closures

sales momentum while quarter 3 and 4 Considering a 20-25% conversion, at least about 4
can be leveraged for focussing more on proposals needs to be submitted every month.

closures and revenue collections. Average deal value could be USD 100,000.

Targeted sales for the first year can be USD 1 million

Atleast 200 prospect meetings and 50-60 proposal
submissions are important to produce the sales results
required for generating such a business from scratch.
Role of
Shiv I can add value in :
Activities
Digital Marketing
Website Audit Website
Optimization services
Social media Audits and
enhancements
Webinar support
Pre Sales
engagements/Demos
Client interviews
Case Studies
Preparation
Google Ads support
Newsletter support
Blog Creation Support
Collaborating with Synoptek
marketing team to improve
marketing and lead generation
performance
Offline/Strategic marketing Sales
Managing key partnerships
Innovation Lab Management
Pipeline Building
Demo management
Identify and qualify key
accounts.
Key Account
management
Liason and Business
Development via AHK
and other Chambers
of Commerce
Other Activities
Proposal preparation To rework on inactive
accounts & renew interest
RFP responses
Build relationship with
Quote preparation Microsoft
Technology & Business
Demo management Audits
Client Negotiations
Sales insights
Upselling & Cross
Selling
What I bring to the
table ?
1. 20 plus years of rich sales and business experience overall out of which 14 years are in the Middle East.
2. Expertise in new customer acquisition.
3. Key business networks in UAE, KSA.
4. Strong networks in Germany where I have developed business contacts, especially in the ERP space. I can speak
fluent German and bring to the table strong client contacts in Germany , in the enterprise business solutions space.
5. Good relationship with Microsoft in the region to drive new opportunities backed by OEM support.
6. Expertise to accelerate Demand Generation with the support of a back-end marketing team.
7. Capabilities to build enterprise thought leadership by leading key online marketing strategies like Virtual Summits and Webinars.
8. Solid relationships with Digital Infrastructure partners/System Integration partners like Equinix, BIOS IT, and others which can
produce enterprise software business opportunities based on a startegic collaboration.
9. Strong business contacts in verticals like manufacturing, trading and distribution , retail , banking, healthcare , BFSI.
10. Strong capabilities in ERP, CRM, BI sales.
11. Strong contacts with key Digital transformation promotion centers in the region to set up innovation centres such as DIFC innovation
Hub . https://www.difc.ae/business/innovation-hub/
12. Ability to drive new opportunities leveraging events.
13. Expertise in developing competitive strategies based on market research.
14. Expertise in Business Growth acceleration strategies and execution with yearly targets broken down into quarterly , monthly, weekly
activities. Ability to refine $ targets into proposals, meetings, qualified opportunities and leads.
15. Capabilities in delivering sales coaching and mentoring to multiply sales performance.
 Thank
you.
Email : s4shiv@gmail.com
Contact : +971 509209132+918431557316

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