Centra Software.pptx

Centra Software

Question Compare the Webex and Centra models. State the merits and demerits of each model. Which model will you recommend to Centra going forward and why?

Comparison between Webex and Centra Webex Product Segment Sales Model

eMeetings  elesales

Centra eLearnings and eMeetings !ield sales and elesales

Cost

Low

"igh

Risk 

#o con$ict between Salesforce

Con$ict of approaching the same customer by the two teams

Customer Base

%%&& customers

'lobal (&&& companies )**& customers+

Merits and demerits of Webex and Centra model Centra WebEx M,-S Low cost More prospects in a shorter amount of time #egates geographical boundaries !ocused sales approach • •

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/,M,-S Lac0 of relationship building Slow con1ersion rate • •

M,-S Cater to multiple customer segments for di2erent products ,ase of penetration and dissemination •

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/,M,-S Con$ict between two di2erent teams approaching the same customer "igh cost Lac0 of alignment in the sales team •

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-ecommendation for Centra  op (&& 'lobal Customers )Large enterprises+ 3enetration 4 Sales !ield eam pitching for Symposium /issemination 5 Sales !ield eam for all products •

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#ew 'lobal (&&& customer )6nder 7(&& million mar0et+ 3enetration 5 elesales pitching for eMeetings /issemination 5 Sales 8eld team can upsell based on growth and customer re9uirements •

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