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  • C354 - Assignment 1 - Presentation

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    Operations Small Business Large Business Partner Solutions Business Marketing Business Solutions Gross Margin Aggressive Sales Profitabi Customer Employee Growth Revenue Retention Turnover OBJECTIVE Increase delivered value to customer Increase profitability METRIC Year over year increases in gross margin per customer revenue COGS customer bundling Smartphone data plans.

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    Operations Small Business Large Business Partner Solutions Business Marketing Business Solutions Gross Margin Aggressive Sales Profitabi Customer Employee Growth Revenue Retention Turnover OBJECTIVE Increase delivered value to customer Increase profitability METRIC Year over year increases in gross margin per customer revenue COGS customer bundling Smartphone data plans.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PDF, TXT or read online from Scribd
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    7 views9 pages

    C354 - Assignment 1 - Presentation

    Uploaded by

    Freelansir
    Operations Small Business Large Business Partner Solutions Business Marketing Business Solutions Gross Margin Aggressive Sales Profitabi Customer Employee Growth Revenue Retention Turnover OBJECTIVE Increase delivered value to customer Increase profitability METRIC Year over year increases in gross margin per customer revenue COGS customer bundling Smartphone data plans.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PDF, TXT or read online from Scribd
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    of 9

    Gross
 Aggressive
 Sales
 Profitabi­ Customer
 Employee


    Operations

    Margin
 Growth
 Revenue
 lity
(ROI)
 Retention
 Turnover


    Small

    Business
 

 √
 
 √
 
 √
 
 √
 
 √

    Large

    Business
 
 √
 
 √
 
 √
 
 √
 
 √

    Partner

    Solutions
 
 √
 
 √
 
 √
 
 √
 
 √


    Business

    Marketing
 
 √
 
 √

    Business

    Solutions
 
 √
 
 √
 
 √
 
 √

    • Increase
delivered
value
to

    customer

    OBJECTIVE
 • Increase
profitability


    • Year
over
year
increases
in

    gross
margin
per
customer


    METRIC
 • (Sales
revenue
–
COGS
)/

    customer


    • Bundling

    RESULT
 • Up‐selling

    • Smartphone
&
data
plans

    • Increase
customers
in:

    • Public,
Health,


    OBJECTIVE
 • Energy,
Financial

    • Increase
market
share


    • Compensation
based
on

    contract

    METRIC
 • size
–
larger
contracts
lead

    • to
larger
bonus
levels


    • Aggressive
growth

    • Focus
on
large
players

    RESULT
 • Warning!
Customer
service
must

    • still
be
a
strong
focus!

    • Profitability

    • Growth
in
sales
 • Operational

    OBJECTIVE
 revenue
 OBJECTIVE
 efficiency

    • Marketing
division


    • ROI
=
(Sales

    Revenue
–
Division

    METRIC
 • Sales
Revenue
 METRIC
 Costs)
/
Division

    costs


    • Revenue
matched
to

    RESULT
 • Growth
 RESULT
 costs

    • Warning!
ST
+
LT

    • Increase
customer
satisfaction

    OBJECTIVE
 • Stability
&
consistency


    • Increase
in
the
number
of

    METRIC
 returning
customers
over

    previous
year


    • More
customer
loyalty

    RESULT
 • Warning!
Need
to
consider

    increases
in
promotions

    • Minimize
training
costs

    OBJECTIVE
 • Increase
employee

    satisfaction


    • Number
of
employees
who

    METRIC
 leave
our
unit
per
year/
    total
number
of
employees


    • 2008:
av.
voluntary
turnover

    10.3%*

    RESULT
 • 2009:
av.
voluntary
turnover

    8.1%*


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