According to market analysis, the city development tendering market and its current rules for exploitation public tenders are not enough. Lanast Co. executed an analysis of 28 tender portals available publicly in India through which both the state and commercial sector publish their tenders. Half of them are powered by government, the rest are owned by private companies. Lanast Co. performed analytics of the quality of sites, namely, ease of use, the ability to search data between tenders and so on. Based on the data, Lanast Co. creates the lead product first, that carries the basic data about the tender.
When Lanast Co. has lead product ready, there are the phases which the company calls Hits. Hit - digital commerce process by e-mail, social networks promotion tool. Lanast Co. runs the promotion campaign to support every sales quarter period. For the beginning Lanast Co. has our supplier base ready, which currently has 280 Russian companies. In fact, there are tens of thousands of companies in the market in this smart technologies segment in the world. But as a small company, Lanast Co. has to learn to grow and play on the market first, before the mass acquisition.
Lanast Co. decided that the company starts with Russian-speaking companies because, if we look at the Russian market, the quality or technological level of Russia in at the same level as the whole western world, even sometimes better. Russia in cooperation with Korea and other Asian countries at a sufficiently high on technological level to easily compete with Western or American solutions. And the market is 30 percent cheaper in comparison to western solution usually implemented these days.
Therefore, Lanast Co. selected these 280 interesting players from Russia, which will be the first target group for the hit company. Lanast Co. launch a hit - this includes promotion, monitoring and analysis what users are doing, where are watching, how respond, where they are holding the mouse, where they are looking, which are interested, how many scrolls are made, and so on.
Lanast Co. is going to conduct the selling plan very aggressively, therefore Lanast Co. will persistently sell. If the client shows any degree of interest, it means when he clicks the first time, the company's systems instantly catch the data and immediately connect the selling processes: initiate call him to meet, chat, discuss, send mail. In short, work with the client on to sell something to him, the beginning of sales run process.
After the finish of the hit period Lanast Co. analyse quarterly generated period, the company will perform evaluation, sees what happened, what was the reaction. Sum up the quarterly, Lanast Co. will tie up the next campaign and go on. On this quarterly mode Lanast Co. will adjust further the hyper forms and indicators for salespeople, adjust their goals, volume, gamification to make it right and convenient to work with their goals and solicit sales. This is all about the sales process.
In principle, Lanast Co. can say that 90% of them don’t work. The company used the categories ABC to express above described quality parts.
Lanast Co. found 2 tender platforms which can be considered as real competitors and both of those platforms are aggregator of tenders. But the aggregator of all tenders. All the common operational mess of tendering office supplies, or other small maintenance related staff. The company going to do the same work as these aggregators, but Lanast Co. is going to look only at smart solutions. Lanast Co. looked through these tender portals, looked at the data, went through several hundred tenders, looked at the documentation, looked at what kind of contracts there, and so on.
And determined the average cost of the public tender decision which was set at 88 502 € per tender. With this number of tenders for our analysts, 9.41% can be solved by the variant of smart technologies. 9.41% is equivalent to 576 tenders per month, that the company need to scan, gather from them necessary data in the proper format for the preparation of our products. Then Lanast Co. needs marketing help to distribute to the grid. For sale forecasting Lanast Co. sets a penetration level starting from 1% of selected amount up to 9% from the tendering monthly volume.