Essential information for non-business/tech users

1. Bridging the Gap between
Tech and Business
Alaa Moustafa
Business Development Consultant
Link Development

2. Alaa Moustafa
• B.Sc. Computer Science, Cairo University
• MBA in Marketing, Arab Academy for Science & Technology
• Solution Developer, Link Development (2004)
• Senior Software Engineer, ITWorx (2005)
• Project Manager & Founder, IRange Software (2007)
• Account Manager, eSpace (2012)
• Business Development Manager, eSpace (2013)
• Business Development Consultant, Link Development (2015)
Business Development Consultant
Link Development

3. Why this
Session?
Delivering
Business
Value
Knowledge
for Career
Path
Conflict of
Interest / Goals

4. Business
Operations
Marketing
Sales
HR
Finance
Service
Let’s Talk
About
Business

5. Is There a Gap
between Tech &
Business?
This is what we’ll talk about
Business &
Customer
Needs
Software
Development
Process

6. Software
Development
Life Cycle

7. How it Works?
Customer

8. What is Sales?
The sales cycle is the sequence of phases that
a typical customer goes through when
deciding to buy something. As a rule, the
sales cycle is described from the customer's
perspective.
The first phase of the sales cycle may be
either the customer's perception of a
product, or a perception of a need that the
product might satisfy.

9. Business Challenges
1. Every customer is unique and different
2. Every business is unique and different
3. Every customer process is unique and
different.
4. Customers are interested in solutions
5. Constant competition & rise of competitors.

10. “B2C” vs. “B2B”
B2C means that you are selling a
product or service directly to the
consumer.
B2B means that you are selling a
product or service to other
businesses.
Example: Selling CRM Software to organizations so
they can keep track of their sales leads, manage
their sales cycles.
Example: Selling t-shirts geared toward the
individual consumer or Selling lipstick marketed
toward teenage buyers

11. Sales
Management
Process
Build the Relationship
Qualify the Leads
Discover their Needs
Present the Solution
Negotiate & Close

12. Sales Funnel
A Sales pipeline is as a visual representation of your
sales process where all your opportunities are
displayed and neatly arranged according to their
phase in your sales cycle.
Behind each sales stage within the sales pipeline is a
set of actions that need to be completed in order to
successfully finish that stage and move the
opportunity to the next stage.

13. Example of Sales Funnel

15. Why CRM?
Customer Relationship
Management
It allows you to register your leads and
contacts.
You can track all customer interaction
It reveals possibilities.
It makes your most valuable asset – the
customer data – remain

16. Roles of CRM
Customer Relationship
Management

17. Business
Team Roles
Business
Development
Sales/Account
Management
Presales

18. Business Team
Responsibilities
Opportunity Assessment, Creation &
Development
Relationship Establishment &
Management
Analytics Study & Tracking
Industry Advancement Study &
Utilization
Contract Planning, Negotiation &
Management

19. Fixed Price
Time &
Material
Dedicated
Team
Common
Contract Types

20. Common
Contract
Types
Fixed Price
This contract type is the best choice for short term projects and projects
which have a ready detailed requirements list (Software Requirements
Specification).
It is the most effective contract type when project volume and final cost can
be defined at the very start of the project implementation.

21. Common
Contract
Types
Time & Material
This contract type is used if the exact project volume cannot be defined
before its development starts or in case there is a possibility of project
requirements changes during software development process. Since project
volume is unknown, so far final price of the project cannot be stated.

22. Common
Contract
Types
Dedicated Team
Under contract of this type the customer is offered the service of project
developers’ team and providing them with necessary operating
environment. The team is subordinate to the customer or his project
manager and is considered to be the remote software development center.

23. Any Questions?
Thanks for your time.