Current approach of selling PROCEED: In order to enable quick adjustment to the PROCEED platform it was developed to run on Microsoft

Windows. Through advanced technologies it gave consumers the advantage of using the complete functionality of the system unattached to the host system. Currently possesses a user base of around three hundred. It has already sold 3 currently operational modules out of the five modules. It is currently pursuing sales opportunity with over 20 prospects in computer software and hardware, financial services and banking with number of users per prospect of about 200 to 600. It focuses on industries that involve high-ticket items with long, complex sales order cycle and involved consultative team selling. TH: In order to cater to the current market need for a platform that would support sales forecasting and management, an SA system called Trojan Horse was conceived to be developed form the sales Management module of the existing PROCEED model. The development of this concept was further aided by the feedback from Sales VPs of the existing/ potential customers. It would also incorporate the functions to be installed in other PROCEED modules but would focus more on the Sales System rather than the Marketing or Services system. Unlike PROCEED, development of TH involved $500,000 cost of marketing and $200,000 cost of development of the product. It also reduced the time frame to three months. From the firms point of view, TH was focused on sales and reduced the involvement of intermediaries significantly. TH needed minimal customization in comparision to PROCEED and thus involved lesser cost of customization. Customer acquisition: With a strategy of addressing specific consumer needs based on feedback, TH would enjoy greater levels of acceptance. It was easier to market and sell than PROCEED due to two powerful user friendly attributes simple installation and low customization; the latter would enable the user to utilize the application in various divisions of the organization. With significantly lower customization costs SaleSoft could target a bigger market than PROCEED. Customer Retention: With easier to quantify benefits of TH, the selling process was simplified. With better customer satisfaction, customers have the inclination and also the opportunity to scale up to other SA modules offered by PROCEED Buying cycle for PROCEED: STEP 1: Process: Realization by senior management Players : Businesses Duration : 21-30 months

STEP 2: STEP 3: STEP 4: STEP 5: STEP 6: STEP 7: Process: Roll out of full scale system Duration: 4-6 months Process: Modify CSAS software post the feedback Duration: 3-4 months Process: Pilot testing after customization of CSAS. This step involves rigorous testing to check the functionality Duration: 3-5 months Process: finalizing the software and hardware to be purchased Key players : Customers Duration: 6-8 months Working out a relationship among various functions and process of collection, storage and analysis of data Key players : SA consultants and potential customers Information systems Duration: 2-3 months Evaluating potential to automate existing processes and order functions Key players: Prospective customers and SA consultants Duration : 3-4 months