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Group 10 - Alphatech India Case
Group 10 - Alphatech India Case
Still Swami was inclined towards testing Zeta’s offerings and was postponing
closure of the deal & Das was informed about the same by Rajeev
Although Alphatech got the deal as their offering were technologically superior
than that of Zeta, further postponement could work against Alphatech as Zeta
would get more time to advance its offerings
Swami was amongst the decision makers, so Das had to get him on board to close
the deal
Das rejecting Xion’s (its implementation partner which also worked with Zeta)
proposal might have worked against Alphatech
Purchase Portfolio Matrix for Neptune
• AIMS
implementat High
ion was a Leverage Items Criticals
big & (raw materials) (new technology)
critical CUSTOMER
project for VALUE
Neptune
• They were
Bottleneck
looking to Generics
minimizing Low (MRO items) Items
cost via (essential spare parts)
getting the
best quality
• Zeta’s
offerings Low CUSTOMER RISK High
were
competitive
Recommendations
Alphatech’s products were already superior than that of Zeta & Neptune
was already using Alphatech’s Aims so the total cost of ownership would
be less if Neptune goes with Alphatech, as training & other costs would be
less
Das should explain this to Neptune & try to convince them to consider
T.C.O rather than initial price
Das should leverage his rapport with Venkat to gain trust of Swami & try
to close the deal as soon as possible
Thank You