Description:

• As Resellers, Integrators and VARs try to increase profits by selling more services, it generally becomes a challenge to coordinate the ramping up of sales with technical staffing. This can result in a company either selling more services than they can deliver or not selling enough and having engineers sitting around waiting for something to do.
   
  This engagement produces a business plan which coordinates the ramp up of the sale of services with the ramp up of technical staffing. Is also examines and measures the profitability of core competencies and focuses the Reseller, Integrator or VAR on the selling and delivering the services which produce maximum profits.
   

Business Planning:

The business planning will address the following areas:

1. Setting service sales targets for any designated period of time, typically one year.
   The sales targets will be ramped up over the designated period using average monthly run rates.

2. Service competency segmentation and profitability.

   • Each core competency will be examined for profitability and a decision will be made as to whether to ramp each competency up or down over the designated time period.
     
   • It will then be determined what percentage of the overall services business each competency will represent over designated period.
     
   • Monthly numbers will be formulated to meet the ramped service sales objectives.

3. Formulate the ramped technical labor requirements needed to deliver the service sales forecasted for designated time period.
   This is done by:

   • Establishing the desired percent billed utilization for engineers and technicians.
     
   • Formulating the ramped labor requirement matching the forecasted sales numbers.
     
   • Comparing the ramped labor requirement to current labor pool, we can determine the needed hiring pattern.
     
   • The end result will be a detailed picture of all the ramped technical labor requirements by competency coordinated with the target sales numbers.

4. Sales plan for achieving targets.
   In this process we will:

   • Formulate the sales process needed to sell the identified services.
     
   • Establish the knowledge base and skills that salespeople will need to sell the identified services.
     
   • Look at how each salesperson's knowledge and skills match the ones needed to sell the identified services.
     
   • Establish services sales numbers for each salesperson based on their current and planned grasp knowledge and skills needed to sell technical services.
     
   • Formulate a training path for salespeople to acquire the knowledge and skills needed to sell the identified technical services.
     
   • Plan the sales management and coaching requirements to insure sales objectives will be achieved.

5. Key Account Analysis.
   Do account assessments to determine where targeted services business will come from.

Deliverable:

• A detailed, well documented, workable business plan to ramp up the sale and delivery of high profit services.