Pathway to Market Insights

Presented by: Md Mozammel Hoque, CEO & BPO Consultant at

Presenter ProfileMd. Mozammel Hoque, CEO & BPO Consultant at InfraOptimization, has had a career spanning 17 years+ as Executive leader, Consultant, Researcher, Enterprise Architect, Program Manager, and Software Engineer in Telco, Banking, Manufacturing and Retail Industries. He focuses on customer experience, Business strategy and Process Optimization, innovation, leadership, and improved operational efficiency. He supported more than 60 clients (on site and off-shore) covering North America, Europe, West Africa and Asia. He worked as (Assistant) Researcher on the field of Socio-Anthropology, and had teaching experience.

He has served as CEO and BPO Consultant at InfraOptimization, as Consultant at E-Tec, as CTO at NTS, as Sr. Technical Consultant at Huawei (West Africa Region), as Oracle Trainer at IBCS-PRIMAX and as APPS DBA at DatabaseIntelligence (Russia) on behalf of DataIntensity (USA).

His Greatest Achievement is an Innovation of a unique solution in IT industry: how to fetch CLOB Data across the databases, which was published in HUAWEI (a research based on a real scenario in Nigerian Etisalat Telco operation, i.e. EMTS). He introduced 7 RIGHTS concept for better business output, which was disclosed (and organized by) at the Faculty of Business Administration, University of Chittagong, Bangladesh on May 25, 2016. A number of Technical and Non-Technical articles were published in HUAWEI. He got Honorable Performance Reward for the year of 2013, Best performance award for the year of 2012 for Etisalat Nigeria project from Huawei, and two times best performance award (2010 and 2011) from Zain (now Airtel) Telco in Nigeria on behalf of International Turnkey System.

He has been the speaker on Optimization: Business and IT hosted by IBCS-Primax (Dhaka, Bangladesh) and the University of Chittagong, Bangladesh. Currently he is continuing his consultancy & research on the area of Optimization of Business Process and IT, and Business Continuity Management at InfraOptimization.

As of now, he supported for many Multinational Corporation across the world such as Etisalat Telco, Zain Telco, Warid Telco, and Airtel Telco, MTN Telco on behalf of Huawei (China), ITS (Kuwait), DataIntensity (USA) and DatabaseIntelligence (Russia). He supported more than 60 clients (on site and off-shore) covering North America, Europe, West Africa and Asia.

He is ITIL V3 Foundation Certified, Oracle Certified Expert (OCE) - Oracle RAC 11g Release 2 and Performance Tuning, Oracle Certified Specialist (OCS) - Oracle Database 11g Data Warehouse, Oracle Certified Professional (OCP)- R12, 11g, 10g and 9i. He also passed more than 30 exams (technical and non-technical) in Huawei exam system. He completed his MSC and BSC in Applied Informatics in Economics from Rostov State University of Civil Engineering, Russia in 2006 and He also completed his MA in 1997 and BA in 1996 in History from the University of Dhaka, Bangladesh.E-mail: mozammel.hoque@infraoptimization.com Mobile: +8801729973501, +8801918823677

Business Goals

Business Goals and Objective

To be number 1 (one) in the market. Sustain/Remain competitive as Unique and Grow - Sustainable Growth Rate &

Optimal Growth

Business Objective

Keeping/retaining the customer (to maximize the lifetime value)

Acquiring/New Customer

Right Business Actions drives to the desired Business Results. Right Business Action, i.e. Strategy can be developed by the 7 Rights, i.e. Bring the RIGHT Information to the point of decision so that RIGHT decision can be taken and executed promptly by the RIGHT people at the RIGHT time and at the RIGHT place using the RIGHT tools and RIGHT model.

Right

Information

Decision

People

Time

Place

Tools

Model

Pathway to Market Insights for Desired Business Results

What Matters to the Customer, i.e. Attention & Priority Why Matters to the Customer, i.e. Customer’s Customer Customer Buying Motives and Buying Decisions with the levels of importance:

Why does customer buy and/or keep buying Vendor's offered product(s)/service(s) on top of competitor?

Customer Buying Process

Vendor’s Product’s position in Customer’s Production Plan

From Customer End: Key Focused Areas for Data Collection

Pathway to Market Insights for Desired Business Results cont 1

What's the Unique Selling Proposition/Point: What Content(s) is/are focused Reason to Introduce the product(s) Selling Strategy – Push or Pull (attraction, engaging, and acquiring) What value brought (or can we bring) to our customers Label of Loyalty, i.e. Trust & Self-Interest Address the Customer's Response Modes(Reaction & Feeling): During the proposal and After buying the product/service Selling Process: Approach, Problem/Trouble/Need Analysis, Commitment. What achieved on awareness, influencers engagement, service improvisation Sell Volume and Credit Recover Status Self-Experience and Suggestion

From Competitor's End Where and What to compete Competitor's Unique Selling Proposition/Point

From Supplier's/vendor's End: Key Focused Areas for Data Collection

Pathway to Market Insights for Desired Business Result cont 2

Strategic is Doing the right thingsTactical is Doing things right

Key Strategic Factors

Setting Account Strategy: Determining Where You are and Where to go

1. Analyze your current position altered by constant change and rate it as Threats or Opportunities with your account and your current sales objective.

2. Think through possible Alternate Positions. (from current position to where to go).

3. Determine which Alternate Positions would best achieve your objective and create an Action Plan to achieve it.

4. Implement your Action Plan.

Note: Uncover the real reasons customer(s) buy your product(s) instead of a competitor's.

Customer’s Behavior & Buying Process:

1. Identify the people involved and understand their Role (Non-Technical and Technical) & Psychology, and their Professional Objective Utility

2. Response Modes, i.e. Reaction & Feel to the Proposal on Customer’s situation. Credibility & Relevance

Note : The ability to question skillfully & The ability to listen carefully)

Note: Customer’s acceptance is not based on how good a proposal is. Rather it is based on:

Situation 1. Customer wants to GROW – Increase Quantity, Improve Quality, Improvisation etc.Situation 2. Eliminate and/or Mitigate the PROBLEM/TROUBLE/NEED recognitionSituation 3. No Growth NeedSituation 4. Overconfident

Thank You