Annexure A

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A: Communication for Pre-sales & bid-management:

Pre-sales is either required at stage-1 i.e. “to further qualify an opportunity” or at final stages i.e. stage-2 “close the opportunity”. In Sales Smart (CRM) these are referred to as stage 20% and 50% respectively.

As communicated earlier by VP Sales and Infrastructure by emails dated September 16, 2013

Sales

Business Units / Products

Finance

Engagement Process

Step: 1
Initiate the request – There are 3 regions and each will have the following aliases: – the sales leads will be sent by the sales team to either one alias:
Step:2
Product team’s responsibility would be to provide the solution and the costing sheet with our Net to Principle costs and send it to Finance / Sales:
Step:3
From where Finance (Adil’s team) will take over, after they fill out the cost of land and margin they will sent it to the sales teams Aliases as below.

Email Aliases: (choose based on the regions / roles)

Islamabad (North):

North.sales@techaccesspak.com

Lahore (Centre):

Central.sales@techaccesspak.com

Karachi (South):

South.sales@techaccesspak.com

Islamabad (North):

Projects.HQ@techaccesspak.com

Lahore (Centre):

Projects.Central@techaccesspak.com

Karachi (South):

Projects.South@techaccesspak.com

Project.Finance@techaccesspak.com

Recipients – it is the responsibility of respective teams to ensure their relevant members are part of the aliases. Below are the current members of those aliases.

Islamabad (North):
Amir Rauf KhanRiaz SaleemFazal HaqQaim Ul Haq
Lahore (Centre):
Amir Rauf KhanAsad Chishti
Karachi (South):
Amir Rauf KhanMansoor RazaAbdul Basit 
Islamabad (North):
Farrukh JamalNaufal Zamir SheikhMehdi Hasan RajaShahid RanaMuddasar Ali ShadFarrukh Alvi
Lahore (Centre):
Islamabad team +ShamiHasan AfzalAsim Saleem
Karachi (South):

Islamabad team +

Hamza

Responsibility matrix:

Key Tasks

Sales

Business Units

Finance

Financial Board

Need to engage Pre-Sales / Product Teams

Yes

 

 

 

Responsibility to facilitate all client engagement and necessary follow-up to obtain information from client

Yes

Yes 

 

 

Responsibility to facilitates all principal engagement and necessary support on solution and pricing.

 

Yes

 

 

Provide sufficient information in order to provide “Technical + Financial ” proposal

Yes

 Yes

 

 

Pre-sales / Bid Management Team will provide technical proposal / solution that fulfills client needs, and positions TAP as a preferred solution provider

 

Yes

 

 

Pre-sales / Bid Management Team will prepare the Pricing Sheet with discounted product / services prices.

 

Yes

 

 

Finance Team will update the Pricing Sheet with required Financial Costs (taxes etc.)Financial board will be activated as needed.

 

 

Yes

Yes

Sales will request Financial Board engagement as needed, according to the policy.

Yes

 

 

 Yes

Sales will update the sheet with ‘Deal Closing Margins’, and update the final Sheet in the Bid Management Ticket so that all teams are updated.

Yes

 

 

 

All relevant teams will help and support the sales process to win the deals keeping in view Techaccess business objectives.

Yes

Yes

Yes

Yes

Note:

Pricing sheet
format to be used is given in Annexure- B

Minimum sales
 margins in Annexure – C

 

Customer facing
 communication process is given in Annexure – D

 

Principal facing
communication process is given in Annexure – E