IMA Ltd. Material Master Data Solutions Sales Playbook Report

This report provides a detailed analysis of the sales playbook for IMA Ltd., a global material data process company specializing in SAAS-based material data processing tools. The report outlines IMA Ltd.'s sales objectives, key business issues, and sales strategies, with the overall goal of driving sales growth. It examines the company's value proposition, target market (focusing on large manufacturing units), and lead generation methods, primarily through social media and their website. The report further explores the sales process, including initial introductory web processes, customized data evaluations, sales proposals, ROI calculations, in-person negotiations, and final proposal acceptance. Financial aspects, including the costs of market research, forecasting, and a trained sales team, are also considered. The sales playbook aims to improve MRO part procurement and reduce excess spare parts inventory for clients like Pepsi, Honda, and McCain Foods.

SALES PLAYBOOK
IMA Ltd
Material Master Data Solutions

INTRODUCTION
 Sales forecast and sales plan is a part of the
marketing strategy to connect with the
potential customers of a company and to
offer them the products and services with an
objective of building long term business
relationship. IMA Ltd, a global material data
process company has introduced a new SAAS
based material data processing tool. In this
report the sales objective, key issues and
their sales strategies with the overall
business objective of growing sales have
been illustrated and discussed in details.

KEY ISSUES
 The main business of the organisation is to
provide indirect material data which are
associated with the spare parts that help the
manufacturing units to continue their process
of operations steady.
 The sales team of IMA generate revenue by
selling the material master data
management services.
 . This service will also enable the
organisation to improve their MRO part
procurement and to reduce the number of
excessive spare parts in the inventory.

COMPANY VALUE PROPOSITION
 The products of the company get huge popularity
among the clients and provide huge financial
success to the organisation.
 The company generally provide services at three
levels which consists of the cosmetic cleanse,
standardisation and enhancement of item with
price fixed for each line of item is 1.50, 2.50 and
3.50. A fixed charge of 5000 is made for the IT
fees for the preparation of data. The average
number of dataset is 60000 line items but the
range of products from 2000 lines to 7500000
line items. Annually the sales team sells 25
million worth of project based dataset cleaning
service all over the world

TARGET MARKET
 The main target market of the company is
the big manufacturing units which is largely
dependent on equipment and the companies
which do not want to make loss of production
time by searching spare parts.
 The company’s main clients are Pepsi, Honda
and McCain foods. These customers are in
long term relationship with the customers
and the customers largely depend on the IMA
to ensure their data remains the most
effective in the industry.

LEAD GENERATION
 Most of the lead of the organisation is
generated from the social media and the
website of the company.
 The long term existence of the company
make it popular among the existing
customers. These existing customers helps
the company to get new customers.
 Beside the social media the company
website also a lead generating tool for the
organisation the clients who get information
about the company can easily make contacts
with IMA directly through the website.

SALES PROCESS
 Sales process is the group of activities which
drives the sales and makes the potential
customers into the actual customers.
 Sales process includes various activities such
as identifications of customers, marketing
strategies, sales promotional activities and
customer engagement
 In next few slides the sales process of the
IMA Ltd’s sales plan have been discussed.

INITIAL INTRODUCTORY WEB
PROCESS
 At the first stage a brief introduction is gathered
about the client which includes all the details of
the company regarding its process of production
what kind of equipment it use and what
expectation it has from IMA. The detail of the
production process is also gathered from the
high level executives of the particular company
 IMA also gathered information about the cost of
production so that it can be possible to give an
estimation of the benefits that IMA can provide
to the company and by what percentage it will
be possible to reduce the abnormal loss of time
by implementing the technology of IMA.

CUSTOMISED DATA EVALUATION
 After the introduction IMA will make a
customisation of data of the particular
organisation so that it can be possible to set the
most appropriate method for the particular
organisation. Different companies have different
requirements so customisation of the data is very
essential and for that reason IMA give high
emphasis on the data collection.
 The highly advanced technology of IMA can make
it easy to customise the data of the particular
organisation and provide the best service so that
the organisation does not face the problem of
abnormal loss of time in the production process.

SALES PROPOSAL
 The three items of services that are provided
by the company are cosmetic cleanse,
standardisation and item enhancement have
different rates and different functions which
are used for different companies so based on
the nature of the organisation IMA set the
sales proposal and this method of setting the
sales proposal help IMA to create a
transparent relation with their clients .

ROI CALCULATOR
 This unique technology used by the IMA to
impress their client as at the initial stage the
client will get a clear idea about what value
they will get for paying the fees to IMA.
 It is the primary objective of every
organization that implement the technology
of IMA, is to reduce the time of searching the
spare parts and to increase the productivity
so by providing the details of the ROI, IMA
attracts its clients by providing the statistics
of the return that they will provide if the
clients hire them and install their technology
in their organisation.

IN PERSON PROPOSAL AND NEGOTIATION
 After all the preliminary data collection and
providing the ROI IMA executives will visit the
potential client in person and will negotiate
about the final price that the client may be
ready to pay.
 During this in person visit both the
companies will keep their proposals and if
both the companies agree with all the terms
and conditions then at the final stage the
final proposal will be given