Comprehensive Sales Plan for ERP Solution

Prepared for: Nano Technologies

Prepared By: Syed Waqas Bukhari
Date: 24 October 2023

Table of Content:

I. Executive Summary
II. Industry Overview
III. Target Market Identification
IV. Lead Generation and Prospecting
V. Sales Strategies
VI. Sales Process
VII. Sales Pitch and Introductory Offers
VIII. Sales Targets and Goals
IX. Sales Team Structure
X. Sales Operational Costs
XI. Sales Pipeline
XII. Sales Training and Development
XIII. Sales Compensation and Incentives
XIV. Marketing and Sales Collateral
XV. Sales Metrics and KPIs
XVI. Risk Assessment and Mitigation
XVII. Timeline
XVIII. Budget and Financial Projections
XIX. Conclusion and Recommendations
XX. Appendices

I. Executive Summary:

 The ERP solutions sales feasibility plan outlines our strategy for achieving growth in the challenging yet
promising Pakistan software market. Our plan is built on realistic targets and effective strategies.

II. Industry Overview

 Software Business Dominates Pakistan’s IT Exports, Contributes Over 50% in FY23

 Software – Pakistan: (https://www.statista.com/outlook/tmo/software/pakistan)

o Revenue in the overall Software market is projected to reach US$798.30m in 2023. (PKR 220.85 billion)
o Dominant software Includes;

 Enterprise Software
 Application Development Software
 System Infrastructure Software
 Productivity Software
 o In global comparison, most revenue will be generated in the United States (US$338.20bn in 2023).

 Enterprise Software – Pakistan: (https://www.statista.com/outlook/tmo/software/enterprise-software/pakistan)

o Revenue in the Enterprise Software market is projected to reach US$326.60m in 2023. (PKR 90.35
billion).
o Customer Relationship Management Software (CRM) dominates the market with a projected market
volume of US$94.26m in 2023. (PKR 26 Billion)

o Top Products Includes;

 Enterprise Resource Planning (ERP)

 Customer Relationship Management (CRM)
 Supply Chain Management Software (SCM)
 Business Intelligence Software (BI)
 Enterprise Performance Management Software (PMS)
 Content Management Software (CMS)
 eCommerce Management Software (EMS)

o The average Spend per Employee in the Enterprise Software market is projected to reach US$4.00 in
2023. (PKR 11k)

 Potential Market Size:

o Extensive, driven by SMEs looking for ERP solutions.

o 5.2million SMEs were reported in 2022, nearly 90% of exclusive private businesses. Approx 25% to 30%
year on year on growth as per SMEDA (https://smeda.org/)

 Number of Players:

o Several local and international companies operate in the market.

 Top ERP Solutions (International/ National/ Local):

o SAP, Oracle, Microsoft Dynamics 365 are key international players.

o Systems Limited, 10Pearls, NetSol, TRG Tech (Ibex/Afiniti), Arpatech, Folio3, Avanza Solutions, Contour
Solutions, ITSec, DPL are key local player operating in the nexus of software and technology.

 Local Industry Dynamics:

o Customization, price sensitivity, local partnerships.

 Trends:

o Remote work adoption, cloud-based solutions.

III. Target Market Identification:

 Target SMEs with annual revenue between PKR 5 million and $50 million.
 Focus on key industries such as manufacturing, healthcare, and professional services.

IV. Lead Generation and Prospecting:

  Attend industry trade shows, Pakistan software board’s certification and conferences, P@SHA registration to
attend it programs and exhibitions, SMEDA, PSIC, MoIT, MoID shows and trade fairs.
 Run & offer monthly webinars, workshops and educational content to help potential clients on ERP benefits for
SMEs to improve their operations.
 Content marketing (blogs, articles, and videos).

V. Sales Strategies:

 Leverage a mix of inbound and outbound marketing to generate leads.

 Develop and promote our unique selling propositions (USPs), including cost benefit, advanced features,
customizability, and excellent customer support.

VI. Sales Process:

 Lead Generation
 Qualification
 Demo and Consultation
 Proposal Submission
 Negotiation & Closing

VII. Sales Pitch and Introductory Offers:

 Highlight the ERP implementation value proposition and competitive advantage in each pitch.
 Offer a 5% to 10% of special introductory discount offer or promotions for the first three months of service for a
new customer.

VIII. Sales Targets and Goals:

 It's crucial to set realistic and achievable sales targets, especially for a new software company in a challenging
economic environment.

 Month 1: 2,000,000 PKR

 Month 2: 2,200,000 PKR (10% growth)
 Month 3: 2,400,000 PKR (10% growth)
 Month 4: 2,600,000 PKR (10% growth)
 Month 5: 2,800,000 PKR (10% growth)
 Month 6: 3,000,000 PKR (10% growth)
 Month 7: 3,200,000 PKR (10% growth)
 Month 8: 3,500,000 PKR (9% growth)
 Month 9: 3,800,000 PKR (8% growth)
 Month 10: 4,200,000 PKR (10% growth)
 Month 11: 4,600,000 PKR (10% growth)
 Month 12: 5,000,000 PKR (10% growth)

 Annual Sales Target (Year 1): 41,300,000

IX. Sales Team Structure:

 Sales Representatives (01) for potential lead identification & generation, proposal development, business and
recovery follow ups.

o Monthly Salary (40k PKR per person)

 o Fuel Allowance (As per Actual or 5,000 Monthly Fixed Amount)
o Mobile Allowance (As per Actual or 2,000 Monthly Fixed Amount)
o Commission Slabs:
 0.5% for deals up to 1,000,000 PKR
 0.7% for deals between 1,000,001 PKR and 2,000,000 PKR
 1% for deals above 2,000,000 PKR
 1.5% for the deals between 2,000,001 PKR and 3,000,000
 2% for deals above 2,000,000 PKR

 Business Development Manager (01) for client visits, meetings, commercial terms, agreements, negotiation and
deal closers.

o Monthly Salary: 60,000 PKR per manager

o Fuel Allowance: 7,000 PKR per manager
o Mobile Allowance: 3,000 PKR per manager
o Commission Slabs:
 1% for deals up to 1,000,000 PKR
 1.5% for deals between 1,000,001 PKR and 2,000,000 PKR
 2% for deals above 2,000,000 PKR
 2.5% for the deals between 2,000,001 PKR and 3,000,000
 3% for deals above 2,000,000 PKR

X. Sales Operational Costs

 Salaries and Benefits: 125,000 PKR/month (1 rep + 1 BDM)

 Training and Development: 25,000 PKR/month
 Total Monthly Operational Cost: 150,000 PKR

XI. Sales Pipeline

 Lead Generation (Monthly): 300 leads

 Conversion Rate (Lead to Opportunity): 20%
 Conversion Rate (Opportunity to Closed Deal): 30%

XII. Sales Training and Development

 Initial Onboarding: 2 weeks

 Ongoing Training: Quarterly

XIII. Sales Compensation and Incentives

 Performance Appraisal and Bonuses: Up to 5% of the annual salary

XIV. Marketing and Sales Collateral

 Create brochures, case studies, and whitepapers.

 Develop a compelling sales pitch highlighting USPs.

XV. Sales Metrics and KPIs

 
 Monthly Revenue Growth: 5-7%
 Customer Satisfaction (CSAT) Score: 90%+
 Average Deal Size: 1,500,000 PKR

XVI. Risk Assessment and Mitigation

 Market Competition:
o Continuously monitor competitors and adjust strategies.
 Economic Downturn:
o Diversify products offering and target industries to minimize risks.

XVII. Timeline

 Initial Plan Implementation: Months 2-4

 Steady Growth Phase: Months 4-12

XVIII. Budget and Financial Projections

 Month 1 Budget: xxx PKR

 Cumulative Budget (Year 1): xxx PKR
 Cumulative Revenue (Year 1): xxx PKR
 Cumulative ROI (Year 1): x%

XIX. Conclusion and Recommendations

 Recommend to move forward with the above sales plan, take a conservative approach to realistic sales targets.
 The comprehensive strategy aligns with the dynamics and potential of the Pakistan software market

XX. Appendices