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Global Business Plan, 2010
By Julian M. Combs
Global Strategy – 484
Dr. Miro Smriga

Contributors:
Alcatel-Lucent [Contributor 4 Title]
Hewlett-Packard [Contributor 5Title]
Juniper Networks [Contributor 6 Title]

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Table of Contents

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1.0 Marketing
Vision.....................................................................................................................................1

1.1 Gap
Dashboard .............................................................................................................................1

2.0 Ideal
Customer .......................................................................................................................................2

3.0 Remarkable
Difference ...........................................................................................................................2

4.0 Product/Service
Innovation .....................................................................................................................2

5.0 Lead Conversion
Plan............................................................................................................................2

5.1 Lead Generation
Plan ...................................................................................................................2

6.0 Service
Experience ................................................................................................................................3

6.1 Loyalty Product/Service
Offerings .................................................................................................3

7.0 Critical
Numbers .....................................................................................................................................3

7.1 Sales
Forecast ..............................................................................................................................3

7.2 Marketing Expense
Budget ............................................................................................................5

7.3 Key Marketing Metrics ...............................................................................................................

. or perhaps followed a foxtrot path.1 1. The gap is between planned and real results will help us direct future efforts. Software will receive 90% markup on each unit sold. 3 Running Header: Module 2. The new products are scheduled to be released in Setember. It is projected that Software Company will gross $1.5 million from sales the first year. Sales of $1. Each month we will see how if we have made steady progress toward our goals. They have been loosely quantified in the following table. quick-quick.1 Gap Dashboard We've set some goals for the company and our new products.5 million in Year 1 Increase sales by 20% each year. The objectives of Software Company are: Establish the company as a leader in inventory software products. The product will reasonably price for the medium-sized businesses. It is projected that Pursuit Solutions will sell 250 units by Month 2. slow-slow. 1. and still be within the range of entry level e-sellers.0 Marketing Vision Software Company has embarked on an ambitious plan to create new software products. eCommerce Solutions Platinum eCommerce Solutions-scalable inventory software products.

They have a staff of at least five other people and know that to be .000 Business 3 0 0 0 Tactical Monthly Direct Mailings 12 12 12 Monthly Emailings 12 12 12 Onsite Seminar or Webinar 6 6 6 Strategic Six tradeshows/conferences 6 7 9 Become a MS certified provider 0 Yes Yes Strategic 3 0 0 0 2.0 Ideal Customer Our ideal customer is a manufacturing or distribution company who has to maintain 1.595.000 $288.000 or more inventory items.1 Table: Gap Dashboard Gap Dashboard Year 1 Year 2 Year 3 Personal Add Health Insurances to benefit package 0 yes yes Hire Two Additional Employees 2 2 2 Personal 3 0 0 0 Business Product Release and Updates on Time 0 yes yes Sales Revenue Meets Plan $1.000 $240. 4 Running Header: Module 2.

0 Product/Service Innovation Suspect: free case study. 4. If we have their phone number. 5 Running Header: Module 2. with no double entry. or discuss possibilities with a sales manager. The business intends on increasing its product availability on the Internet by more than 10% in the next year. webinar. everyone must be involved. so rather than switching systems.1 Lead Generation Plan . 5. and where they can find us. This means that they need one product that combines all of their processes.000+ SKUs. we call them once every couple of weeks to invite them to watch a live webinar.0 Lead Conversion Plan We contact our mailing list once a week with articles that show them why they need to upgrade their Web store. We also send emails once a month letting the prospects know what is going on in the business.0 Remarkable Difference We can maintain 1. Our customer has one common problem: they want to make managing their Web store easier and less time consuming. talking with a sales guy Client: $15k-$35k Premium Client: $50k . reports Prospect: webinars.$100k Champions: Suggest us to work with other companies 5. participate in a demo. they have one central portal to keep track of all of their records. They want a system that can keep everything organized and cut out the need for dual entry.1 successful. 3.

We want people to come meet with us so that we can show them all of the benefits of working with us. receive either monetary rewards. Pie in the Sky offers subscribers business/investment analysis from motivated MBA business students via Internet forums and hard-copy publications. If they have any questions or concerns.0 Service Experience All of our current clients have an open line of communication with us. especially ones who give us testimonials and word-of-mouth referrals.1 Our advertising plan focuses on the large Microsoft events that happen each year. all of which are tracked by the websites that they go to. 6. We also recognize our larger clients at our Microsoft events. One of the best ways to keep customer loyalty is showing them why they should be loyal. 6 Running Header: Module 2. All of our tracking systems integrate together so we can look at all of them at the same time. We also send out direct mail and email. We also have a great referral program for those who are so happy with our results. 7. or invitations to the events that we host for free. Our five year projected models indicate over one million dollars in annual revenue. there is no reason for them not to be loyal. we are always available.1 Loyalty Product/Service Offerings Loyal customers. If we provide great service and a great product.0 Critical Numbers . or reports generated when emails are opened. that they refer another company to us. 6. Additional value-added services and cross marketing initiatives could become accretive to our bottom line beginning two years out.

1 Sales Forecast We project sales of the standard eCommerce solution and the Platinum eCommerce solution wil remain roughly equal throughout the first year.000 $1.595.500 $100. with both categories rising from $30-50k per month at the beginning of the year to $75k-$100k per month by the end of the year.002. 7 Running Header: Module 2.800 Direct Cost of Sales Year 1 Year 2 Year 3 eCommerce Solution $83.296.914.500 $191. We have little direct cost of sales.094.000 $912. 7.200 $109.000 $1.000 $1.202. since development and maintenance costs for the solution are accounted for as personnel operating expenses and equipment purchases.400 Platinum eCommerce Solution $760.200 $120.1 Our sales will be tracked using the same system that tracks our website visits and contact requests.400 $229.000 $91. Table: Sales Forecast Sales Forecast Year 1 Year 2 Year 3 Sales eCommerce Solution $835.680 .440 Other $0 $0 $0 Subtotal Direct Cost of Sales $159.240 Platinum eCommerce Solution $76.000 $1.000 $2. Since we tend to have a limited customer base with large buy-ins. the individual service representatives will be responsible for reporting on transactions per customer and Platinum versus standard solution ratios.400 Other $0 $0 $0 Total Sales $1.

8 Running Header: Module 2.2 Marketing Expense Budget There will be a monthly expenses associated with each month's direct mailing. the majority of this expense goes into purchasing the mailing lists we need to target our suspects effectively. convert a lower percentage into customers as still meet our revenue goals. and for rewarding customer loyalty. Table: Marketing Expense Budget: 7. In addition. theoretically. If we can surpass our goals in sales leads we can.1 Software Company Marketing Plan Page 5 7. we have irregular expenses related to preparing for and attending the conferences which our prospects are likely to attend. entry level buyer as our prime customer prospect so we will need to generate lots of leads. . We see the first time.3 Key Marketing Metrics Our goals are predicated on achieving a high conversion rate of our sales leads. Eliciting testimonials and encouraging word-of-mouth referrals will be important in generating new leads.

800 Leads 38.1 Table: Key Marketing Metrics Key Marketing Metrics Year 1 Year 2 Year 3 Revenue $1.500 $1.000 $80.000 $40.00% 40.00% 40.000 Leads Converted 40. $/Customer $1.booth an Customer Loyalty Rewards Other $0 $10.500 Referrals 127 130 130 PR Mentions 6 0 0 Testimonials 21 25 25 Other 0 0 0 Mailing Lists Direct Mailings Conferences & Shows .000 $1.00% Avg.000 .595.000 $60.000 80.000 $20. 9 Running Header: Module 2.000 $30.000 $70. Transactions/Customer 1 1 1 Avg.000 $2.100 50.000 $50.914.296.500 $1.

000 $15.000 $8.000 $5.000 $70.000 Platinum eCommerce Solution $3.000 $90.500 $18.000 $7.000 $50.000 $75.500 $20.500 $8.000 $55.000 $165.000 $100.1 $90.000 $100.000 Year 1 Year 2 Year 3 Annual Expense Budget Appendix Table: Sales Forecast Sales Forecast Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 10 Month 11 Month 12 Sales eCommerce Solution 0% $30.000 $4.500 $9.500 $17.000 $35.000 $3.000 $175.500 $7.000 $60. 10 Running Header: Module 2.000 $45.000 $85.000 $100.000 $40.000 Direct Cost of Sales Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 10 Month 11 Month 12 eCommerce Solution $3.000 $9.000 Other $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 Subtotal Direct Cost of Sales $6.000 $14.000 $5.000 $140.000 .000 $95.000 $200.000 $12.500 $6.000 $75.000 $130.500 $5.000 Platinum eCommerce Solution 0% $30.000 Other 0% $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 Total Sales $60.000 $75.500 $10.000 $65.000 $10.500 $8.000 $80.000 $90.000 $10.000 $65.000 $185.000 $120.500 $16.500 $7.000 $13.500 $9.000 $155.000 $8.000 $90.000 $7.000 $4.500 $6.000 $6.000 $85.000 $55.500 $4.000 $80.500 $9.000 $40.

600 2.00% Appendix Table: Key Marketing Metrics Key Marketing Metrics Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 10 Month 11 Month 12 Revenue $60.000 $75.000 $6.000 Other $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 Total Sales and Marketing Expenses $19.42% 3.000 $3.000 $3.000 $19.000 $175.00% .57% 3.000 $3.000 $120.000 $1.000 $3.87% 2.000 4.000 $1.000 6.000 $200.62% 13.000 $0 $15.00% 40.000 $130.000 $3.000 $0 $2.000 $6.000 $165.000 Leads 100 200 400 800 1.000 $0 $2.000 $185.booth and attendance $15.00% 40.000 $1.000 7.000 Direct Mailings $3.000 $1.000 Conferences & Shows .000 $19.000 Percent of Sales 31.00% 40.1 Table: Marketing Expense Budget Marketing Expense Budget Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 10 Month 11 Month 12 Mailing Lists $1.000 $1.000 $3.000 $1.000 $19.83% 4.000 5.000 $90.000 $1.43% 10.000 $6.000 $100.000 $0 $2.67% 8.000 $3.000 $4.000 $4.000 3.000 $140.00% 4.00% 40.000 $6.000 $1.000 $6.000 $6.00% 40.00% 40.000 $0 $0 $0 $15.000 $3.00% 40.000 Leads Converted 40.000 $1.000 $155.00% 15.000 $0 Customer Loyalty Rewards $0 $2.00% 40.27% 3.000 $0 $2.000 $3.000 $0 $0 $0 $15.000 $1.000 $1.000 $3.000 8.44% 6. 11 Running Header: Module 2.000 $0 $2.000 $3.

Transactions/Customer 1 1 1 1 1 1 1 1 1 1 1 1 Avg.000 $120.000 $165.000 Business 3 0 0 0 0 0 0 0 0 0 0 0 0 Tactical Monthly Direct Mailings 1 1 1 1 1 1 1 1 1 1 1 1 .000 $130.00% 40.1 40.000 $75. 12 Running Header: Module 2.000 $185.500 $1.500 $1.500 $1.500 $1.000 $140.000 $200. $/Customer $1.500 $1.00% 40.000 $155.500 $1.000 $90.500 $1.500 $1.500 $1.500 Referrals 0 0 1 2 4 8 16 16 16 16 24 24 PR Mentions 2 0 0 0 0 0 2 0 0 0 2 0 Testimonials 0 0 1 0 2 0 3 0 4 0 5 6 Other 0 0 0 0 0 0 0 0 0 0 0 0 Appendix Table: Gap Dashboard Gap Dashboard Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 10 Month 11 Month 12 Personal Add Health Insurace to benefit package 0 0 0 0 yes yes yes yes yes yes yes yes Hire Two Additional Employees 0 0 0 1 0 0 1 0 0 0 0 0 Personal 3 0 0 0 0 0 0 0 0 0 0 0 0 Business Product Release and Updates on Time yes 0 0 yes 0 0 0 yes 0 0 0 yes Sales Revenue Meets Plan $60.00% Avg.500 $1.500 $1.000 $175.000 $100.

1. 3. .3 Mission Our mission is to tap into the brightest young minds of today and tomorrow by empowering them to research the trends. 2. Convince investors and interested readers of the quality and differentiated content of our service.4 Keys to Success The following is a list of crucial steps in which we will take: 1. 13 Running Header: Module 2. themes. Recruit qualified college students from around the country and properly integrate their research into our services. Retain existing subscribers and persuade them to recommend our service to others. Ensure that the content we publish is truly original and unique in all aspects. Market our concept to institutional interests at the collegiate level and in business to ensure that more than just individual subscribers endorse it. and technological advances that are prevalent among college students and decipher how these phenomena translate into the investing dynamics of the stock market. 5. 4.1 Monthly Emailings 1 1 1 1 1 1 1 1 1 1 1 1 Onsite Seminar or Webinar 1 0 1 0 1 0 1 0 1 0 1 0 Strategic Six tradeshows/conferences 1 0 0 0 1 1 0 1 1 0 1 0 Become a MS certified provider 0 0 0 Yes Yes Yes Yes Yes Yes Yes Yes Yes Strategic 3 0 0 0 0 0 0 0 0 0 0 0 0 1.

thePie in the Sky. themes. Want to get the complete plan? Customize this business plan or create your own with Business Plan Pro software. Keep our costs minimized to ensure self-sufficiency and longevity in all operations. We are an informational publishing company which provides analysis citing key trends in various industries to our subscribers. The Pie in the Sky's focus allows students to .com and in a hard copy newsletter printed quarterly and mailed to subscribers. Description of the Business Concept: We will offer bright. 14 Running Header: Module 2. and more. motivated college students who are passionate about business and investing a forum to gain real business experience by empowering them to analyze trends.1 6. themes. and companies and write about them outside of the classroom. step-by-step expert advice. you get 500+ sample plans. For only $99. The original thoughts and ideas of these business-minded Pies in the Sky will be available on the Internet at our website: www. and technological advances that are prevalent among college students and decipher how these phenomena translate into the investing dynamics of the stock market. Executive Summary Our Mission: Our mission is to tap into the brightest young minds of today and tomorrow by empowering them to research the trends.95.

This flat fee includes unlimited access to our online database.1 discuss business matters most relevant to them and their Wall Street analyst counterparts’ current market and product trends. We believe that motivated students will flock to this opportunity to gain exposure and honor through publication on the website as well as in the quality periodical without the need for other monetary compensation. and general stock market dynamics and decipher how these phenomena translate into current investment opportunities. Interested readers from across America will be able to access the collaborative findings of The Pie in the Sky by subscribing via the website for a monthly fee of $12. As our subscriber base continues to grow.95 or $129. so will the number and quality of articles submitted by students. social issues. with . Opportunity and Strategy: The founding partners will rely upon their own investment wisdom and perspicacity as well as that of their network of peers from other schools from across the country to create the initial knowledge base. including email interaction with our analysts. promotion via official college and university newsletters and magazines. Our analysts are independent from the biases created due to the investment banking relationships between traditional Wall Street firms and their clients. The Pie in the Sky has a range of possible recruitment and implementation methods including the Internet. This foundational base will be used as a marketing tool to encourage motivated students from any university to submit their own original investment ideas to be considered for publication on the website and newsletter of The Pie in the Sky. which provides the top articles and analyses in a printed form. 15 Running Header: Module 2. Judging from the quality of investment analyses submitted we would look to recruit additional full-time writers and compensate them accordingly. as well as our quarterly newsletter.95 per year.

Business professionals who enjoy a multitude of information sources. finance. Competitive Advantage: Our competitive advantage is twofold: 1. Target Market: Subscribers of The Pie in the Sky will be motivated to gain exposure to the pulse of collegiate America. 16 Running Header: Module 2. We will appeal to motivated college students who are frustrated with the lack of response and organization of internship programs at large corporations. The Pie in the Sky's uniqueness stems from its planned creation of an elite team of college students who embody America's most technologically savvy and dynamic generation of youth. through friend and family networking and support. students will not need to relocate nor arrange for lodging. The Pie in the Sky's target market consists of: 1. 2. There is currently no other investment publication that taps into the collective collegiate intellect. and lastly. or marketing interests.1 business and entrepreneurial departments at other schools. College students with business. With the incredible success stories of college entrepreneurs such as Bill . • Because our internship would be performed electronically. 2. College students of today command more respect from business professionals and society at large than ever before. • Our internship would be offered during the school year as well as during the summer.

1 Gates. Economic Potential: Our five year projected models indicate over one million dollars in annual revenue. Michael Dell. Miro Smriga have unique resumes and background experiences. Julian has been extremely active in the business arena and has directed business-consulting presentations to the Credit Suisse First Boston investment banking firm as well as BT Company and Iona Company in Ireland consulting firm already. They each bring to the table distinct personal qualities that will complement one another as they manage and grow their business. Management: Both founding partners. enrolled in the Honors Program. Julian Combs is on track to receive a dual degree in finance and government. His future plans after graduation entail working in the Investment Banking industry for a short duration and then attending graduate school. everyone seems to have an interest in the pulse of the collegiate America. Dr. Julian . Miro currently serves as the Co-fund Manager of the Investment Club at school responsible for approximately $400. Julian Combs and Dr.000 in assets. Miro Smriga is majoring in finance and is ranked in the top 5% of his class. 17 Running Header: Module 2. Julian. His past experience includes being mentored under the guidance of two hedge fund managers in Japan. Additional value-added services and cross marketing initiatives could become accretive to our bottom line beginning two years out. and Sean Fanning. While at school. scored a 1500 on the SAT exam and is currently ranked in the top 10% of his class. Miro has been managing his own personal funds in the equity markets since the age of 14. Julian has received over 30 prestigious awards in academics and athletics over the past few years. Dr. Dr.

We are an informational publishing company which provides services citing key trends in various industries to our customers. However. Risks: While any start-up company investment necessitates a high degree of risk.1 100 Word Summary of Business Venture: The Pie in the Sky is an informational publishing company whose focus allows exceptionally bright students with business/investing interests to discuss business matters most relevant to them and their Wall Street analyst counterparts’ current market and product trends. 1. and business infrastructure. 18 Running Header: Module 2.2 Objectives: .000 in assets. We are open for negotiations. and general stock market dynamics and decipher how these phenomena translate into current investment opportunities. we are committed to using any funds received conservatively and wisely. The Pie in the Sky is an Internet company.1 currently serves as the Co-fund Manager of the Investment Club responsible for approximately $400. 1. We have decided to utilize the Internet for distribution purposes because it is the most cost efficient method. social issues. The Offering: We propose to offer a large minority stake in The Pie in the Sky in exchange for our desired financing to cover start-up costs associated with promotion of our services. Our analysts are independent from the biases created due to the investment banking relationships between traditional Wall Street firms and their clients.

2. Our objectives for growth in our subscriber base are as follows: Year: 1 2 3 4 5 Service Subscribers: 500 1. Ensure that the content we publish is truly original and unique in all aspects. Recruit qualified college students from around the country and properly integrate their research into our services plus college student already in Anyplace in Ireland.3 Mission: Our mission is to tap into the brightest young minds of today and tomorrow by empowering them to research the trends. 4. motivated students who are passionate about the stock market a forum to gain real business experience by allowing them to analyze companies and write about them outside of the classroom. 1.4 Keys to Success: The following is a list of crucial steps in which we will take: 1. 19 Running Header: Module 2.000 7. Convince investors and interested readers of the quality and differentiated content of our service. 3.1 We will offer bright. themes.500 1. Market our concept to institutional interests at the collegiate level and in business to ensure that more than just individual subscribers endorse it. and technological advances that are prevalent among college students and decipher how these phenomena translate into the investing dynamics of the stock market.500 4. .500 6.

Also a business must consider these things below in order to have success business. “Getting the product in front of the customer once you get the product into the right country is another piece of the puzzle to be solved. you must ensure that you get a reliable distributor that will do exactly what you wish to have done regarding getting your product in front of the customer. Very few sales representatives represent only one product. Keep our costs minimized to ensure self-sufficiency and longevity in all operations. 20 Running Header: Module 2. Retain existing subscribers and persuade them to recommend our service to others. Very few companies use exclusive agencies.” be sure to find a reliable sales representative who doesn’t have a conflict of interest between your product and another product he represents. Following is a list of considerations the business must consider when working on getting its products in front of potential customers: As Paul Rux has stated in his book and college work the below items are example for you to get a business going. • Sales Representative Does the business hire a sales representative in the country where it plans to conduct business? If your answer is “yes. 6.1 5. • Non-Exclusive Agency Does the business hire an agency that specializes in a specific industry? This type of agency will distribute many products to the same or different . • Distributor Does the business hire an independent distributor? If you do hire an independent distributor. • Exclusive Agency Does the business hire an exclusive agency to move only its product excluding any of the current or potential competition? You really need to be a large company or have a huge market for your products in order to handle the expense of an exclusive agency.

com%2526STD%253D1 . 2010 from website: https://tradertech. Vantage Point Intermarket Analysis Software www.webex. References: Vantage Point (August 11. you need to be certain the agency doesn’t have a conflict of interest between your products and another company’s products. 21 Running Header: Module 2. “The business must consider in its business plan which of these distribution channels is the most appropriate for distributing its products. Retrieved on August 11. 2010). 2010).com. and experts who almost always for “a small fee” are willing to share their insight in this complicated business.com/mw0306lb/mywebex/default.”(Paul Rux. “Choosing the most effective method to trend is no easy task. Each must be carefully considered in order for the business to choose the most cost-effective distribution channel. 2010). There are trending agencies advertising in magazines.do? siteurl=tradertech&service=1&main_url=%2Fmc0805lb%2Fmeetingcenter%2Fdefault.do %3Fsiteurl%3Dtradertech%26main_url%3D%252Fmc0805lb%252Fmeetingcenter %252Fmeetingend%252Flandingpage.1 locations.tradertech. others who publish articles that “sell” their methods. Again. A business plays a guessing game when choosing the best way to monitor trends. There are many reporting agencies producing trends in almost every industry known in business.do%253Fsiteurl%253Dtradertech%2526ishost %253Dfalse%2526NM%253DJulian%252BCombs%2526AD%253Djuliancombs %2540live.” (Paul Rux.

edu/display.jonesinternational. 2010 http://courses. 2010. 2010. August 11. Theme 2: Universal Values--a Basis for Business Cooperation Across the Globe.edu/display. Theme 3: Techniques for Using Culture as a Basis for Planning and Managing Global Strategy.jkg?clid=22465&uid=12244&tpl=frameset Paul Rux.jkg?clid=22465&uid=12244&tpl=frameset .1 Paul Rux.jonesinternational. August 11.jkg?clid=22465&uid=12244&tpl=frameset Paul Rux.jonesinternational. Retrieved on August 11. 22 Running Header: Module 2. 2010 from website http://courses. Retrieved on August 11. Theme 1: Alignment of Cultures and Value Systems with Planning And Managing Global Strategy Retrieved on August 11. 2010. August 11.edu/display. 2010 from website http://courses.