Sales
Cooperation and the market for IT service provider
In case of different service providers, headings remain the same, whilst the only change is the factors. Based on the service being provided and kind of services, for instance IT service providers, a broad range of macro environmental factors are pertinent. Hence, service providers generally fine tune the factors based on their personal service profile. In case of micro environment, different service providers target their own target markets (Halme, 2012). In the IT sector, strategic alliances between IT service providers is a well-known form of relationship marketing usually undertaken to gain a competitive edge. With the help of these long-term contracts, partners own operating flexibility increases as well as it boosts supply chain associations in the present competent marketplace. Location and size doesn't matter in case of strategic partners. Strategic alliances encompass business of every size, all types and all nature. What matters is the product which each partner offers to the other. The terms and conditions for alliance can always be adjusted / rewritten as the market changes along with its factors. In contract, the partners reach an agreement upon the resources and skills both can provide in order to fulfill each other's business aims and attain the competitive edge. The resources may consist of:
Patents
Product lines
Brand equity
Product and market knowledge
Brand image
Company image
Innovation
Eminence of product's quality
Customer service
Maintenance of relationship with consumers as well as suppliers is all the more necessary for facilitating easy manufacturing, IT, economies of scale and a huge sales force (Boone, 2013).
Corporation and IT service provider product portfolio
The need for alliance in the IT sector is mainly due to the fact that organizations compete in a global marketplace where marketing pressure and technology is advancing constantly. Hence, enterprises respond to this kind of pressure by improvising, networking, attention and globalization. The alliance is necessary for facilitating design and maintenance of products on a global scale and keeping in mind the global demands. Qualitative products, consumer oriented products as well as market updated products must be present in market keeping cost low at the same time. Another factor which has been apparently instigating alliances between IT enterprises is the intricacy of the product in question and rising usage of newer technologies. Products are embedded with numerous components, programs as well as relevant-to-client customizations.
Hence all the factors compel the IT service providers to maintain alliances for facilitating high quality products. The product processes consist of:
Product development
Product's launch
Design of product
Development and maintenance
Order-delivery process
The supply chain process consists of:
Sales
Procurement
Production
Delivery process
The IT service provider focuses on collaboration between enterprises (Product Collaboration) as the product process furthers along. The product process within a networked settings indicate an alliance between different departments, companies and various portions of the company sites along with alliance between different enterprises. The basic aim of product's owner (brand owner) and the entire process of collaboration network is that to address and fulfill the consumer demands to attain better product quality and speedily. In order to attain these aims, the entire process of the alliance must be even and smooth (Saaksvuori and Immonen, 2002).
Distribution of IT service provider offering
The distribution channel for the service is a brief one. Service provider for instance the electrician or the IT services has no third party as it deals itself with its customer. Services are done when needed and at the moment. Hence, distribution planning makes sure that service is facilitated when demanded. In any case otherwise, customer will opt for another service (Kaser, 2013).
Normal Sales Cycle
The sales cycle consist of sequence of phases, which any consumer goes through when he makes up his mind to purchase a commodity. As a rule of thumb, the cycle has been explained from customer's viewpoint. The initial phase of sales cycle is the notion of customer with respect to a product and notion of the need which the product will fulfill. As James (2008), a normal sales process looks sort of like below:
Step 1: Engage customer.
Step 2: Investigate needs.
Step 3: Present the product.
Step 4: Demonstrate the product.
Step 5: Propose the purchase.
Step 6: Negotiate terms.
Step 7: Remove doubts.
Step 8: Closing a deal.
Generating leads
Generating sales leads entails the process of initiating contact as well as amassing information from forthcoming clients. In case of bigger enterprises, the marketing department will deal with the issue of generating sales as they work out through the advertising and material accumulation. In case...
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