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Quality Kiosk: Drawing Up A Sales Strategy: Aravind Samala-Amogh S Jaaje - Dikshth Talla - Karthik Reddy - Sujith

The document discusses Quality Kiosk's strategy to expand its quality assurance services to banks in India. It analyzes the large and growing Indian banking sector as an opportunity. It recommends that Quality Kiosk target new private sector banks and payment banks, which are investing heavily in applications that require testing. Pursuing these customers could lead to higher initial revenues and longer-term partnerships. The document evaluates Krishna's sales team structure and compensation plan, and recommends alternative options that incentivize hunting for new customers over maintaining existing ones.

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Vaibhav Kedia
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330 views19 pages

Quality Kiosk: Drawing Up A Sales Strategy: Aravind Samala-Amogh S Jaaje - Dikshth Talla - Karthik Reddy - Sujith

The document discusses Quality Kiosk's strategy to expand its quality assurance services to banks in India. It analyzes the large and growing Indian banking sector as an opportunity. It recommends that Quality Kiosk target new private sector banks and payment banks, which are investing heavily in applications that require testing. Pursuing these customers could lead to higher initial revenues and longer-term partnerships. The document evaluates Krishna's sales team structure and compensation plan, and recommends alternative options that incentivize hunting for new customers over maintaining existing ones.

Uploaded by

Vaibhav Kedia
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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Quality Kiosk: Drawing

Up A Sales Strategy
Aravind Samala-
Amogh S jaaje-
Dikshth Talla-
Karthik Reddy-
Sujith-
ABOUT THE CASE
Question 1: Analyze the Indian market for
Quality Assurance services in 2016
specifically for the banking sector and
outline the implications for QualityKiosk ?
• The Indian banking system consists of 27 public sector banks, 21 private
sector banks, 49 foreign banks, 56 regional rural banks, 1,562 urban
cooperative banks and 94,384 rural cooperative banks, in addition to
cooperative credit institutions

• As of Q1 FY19, total credit extended by commercial banks surged to Rs


86,976.02 billion (US$ 1,297.38 billion) and deposits grew to Rs 115,070.27
billion (US$ 1,716.44 billion). Assets of public sector banks stood at US$
1,557.04 billion in FY18

• Enhanced spending on infrastructure, speedy implementation of projects and


continuation of reforms are expected to provide further impetus to growth.
All these factors suggest that India’s banking sector is also poised for robust
growth as the rapidly growing business would turn to banks for their credit
needs

• Also, the advancements in technology have brought the mobile and internet
banking services to the fore

• The banking sector is laying greater emphasis on providing improved services


to their clients and also upgrading their technology infrastructure, in order to
enhance the customer’s overall experience as well as give banks a
competitive edge
The following reasons can be implied:

1. There is a need for QA for banking sector --- Increased complexity of the business
applications led to the growth of QA services
• Security issues, functional loopholes, poor end customer experience, loss of money
due to fraud, erratic system behaviour
• Bad application caused irreparable damage to the reputation and balance sheet of
bank

2. Growth potential  According to IDC’s Asia/Pacific Semiannual Software Tracker, 1H


2017, the Indian software market is expected to grow with a year-on-year growth rate
of 11.9%, reaching US$5.1billion by the end of 2018

3. Implications for Quality Kiosk --Opportunity for the company to provide its end-to-
end offering

 Banking vertical contributed 40% of overall business with far greater profitability
than insurance vertical

 Aggressive target of growing revenues by 5 times in next 5 years


Question:2 What specific set of customers within the banking sector would
you recommend that Krishna pursue? Justify your answers.
Krishna should target New Private sector bank and Payment banks

Reason:

 Private sector banks are heavily investing in the IT to provide convenience and
greater customer satisfaction

 Private banks are coming with many applications such as core banking,
deposits, lending, etc. which requires functional testing

 Sales cycle of new private sector banks and payment banks were 2 months
and 1 months respectively  Both are expected to pay higher for quality and
could expected to strike longer term partnership

 Initial revenue at the time of signup was substantially higher


Question:3 Evaluate the target plan and compensation plan set up by
Krishna. Does it meet the requirements of the organization?
 Current Coverage of banking customers: 30%

 Current Coverage of banking customers using all three


services: 25%

With the inclusion of 8 payment Banks, there is a lot of ground


to cover and based on these facts, the company needs more
hunters to tap the untapped potential. Hence, hunters must be
incentivized more compared to the farmers
Question:4 Evaluate the three options drawn up by Krishna and recommend
one. Justify your choice.
Option1: High penetration and medium revenue (3H + 1F)

Option2: Low Penetration and high revenue (1H + 3F)

Option 3: Medium penetration and medium revenue (2H + 2F)


Our choice would be option 1 because
Question:5 Think beyond the three options for sales force structure detailed
by Krishna and recommend your own options.
Variable 1:- New signups

Variable 2:- new service to existing customers

Variable 3:- existing customers and existing services


Question:6 Recommend your own options beyond the three options for
sales force structure detailed by Krishna.
Current options:

Option 1 - 3 hunters and 1 farmer

Option 2- 1 hunter and 3 farmers

Option 3- 2 hunters and 2 farmers

Our proposal for the current case study

Option 1- 2 banking experts


Option 2- 1 banking expert and 1 insurance expert
Thank you

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