Initiating Sales in New Geography 

 Challenge    I work for a IT and Engineering services company based out of India . The primary business model is to   outsource engineering work out to India as they have a big resource pool that can be scaled into a   dedicated team at short notice . The company has been in existence for over 30 years and they have a   pretty matured service portfolio across various industries . One of the industries they service is   Semiconductor equipment industry . The company has a very good clientele in this industry but   confined to Americas . They were struggling to tap into the European market . 

 Selection    One of the key reasons for this challenge that came out clearly during discussions with the delivery   teams was that nothing moved post first introductory meeting with the customers . This reflected that   there was a gap in the way the proposition was being presented . From secondary research , another   fact that came out very clearly was that European customers were not as matured in their   understanding of outsourcing as compared to the customers in America . Considering these facts we   chose Storytelling as the tool to approach this problem . 

 Application    The need was to create a proposition that should have the following characteristics : 

 1 . Clearly showcases the services that the company can provide   2 . Clearly showcases the maturity and level of understanding of the concerned industry and the 

 level of ownership that the company could take 

 3 . Provides a step by step approach to initiate such projects    4 . Provides relevant examples showcasing the following : 

 a. Customer challenge / problem statement   b. The solution that was provided    c. The value add that could be achieved 

 The steps taken were as follows : 

 1 . Identify the number of services that the company could provide in this domain , which in this 

 case came out as follows 

 a. Mechanical engineering services    b. Embedded software engineering services    c. Embedded hardware engineering services 

 2 . Stakeholders were identified from each service line to create an understanding of depth and 

 breadth of the services and where they have applied the same in this industry / what level of   ownership they could take ( system level or subsystem level or module level ) 

 3 . A matrix was created with X axis as the service lines and Y axis as the type of system . 

 subsystem and the services rendered where highlighted on the same . This brought out a clear   picture of the breadth and depth of experience the company had in this domain 

 4 . For each service line a guidance was created in a pictorial format showcasing various 

 categories of activities that can be outsourced categorised in ascending order of ease of   outsourcing . 

 5 . Case studies of work done for existing clients were recreated with focus on the following 

 points only : 

 a. Customer challenge / problem statement   b. The solution that was provided    c. The value add that could be achieved 

 Insight 

 This was a clear cut case where the customer needed handholding in guiding them with the process   of outsourcing , making them understand the kind of work that can be done and how to do it . Creating   pictorial representation and mapping services in a matrix format gave them an easy way to scope   activities that they could outsource . This helped the company to start business with 4 new customers   within 6 months . However they face operational challenges once the engagement started . 

 Approach   The challenges came post the engagement started as the understanding of the execution model   was n’t clear enough with the story that was created . Every customer created their own image of the   engagement model in their minds and hence things went haywire in the beginning . If I was given a   chance to do this exercise again . I would adopt visualization as a tool as well in addition to storytelling   to clearly showcase the operational model also . However said that it was a successful exercise to cater   to the challenge that the company faced in the beginning . 


EMAIL: 
ID_NUM: 
NAME_STUDENT: 
PHONE_NUM: 
STREET_ADDRESS: 
URL_PERSONAL: 
USERNAME: 

### Task: You are a PII (Personal Identity Information) Detection. Given a essays written by students, you have to identify ONLY the following:
NAME_STUDENT - The full or partial name of a student that is not necessarily the author of the essay. This excludes instructors, authors, and other person names.
EMAIL - A student’s email address.
USERNAME - A student's username on any platform.
ID_NUM - A number or sequence of characters that could be used to identify a student, such as a student ID or a social security number.
PHONE_NUM - A phone number associated with a student.
URL_PERSONAL - A URL that might be used to identify a student.
STREET_ADDRESS - A full or partial street address that is associated with the student, such as their home address.
### Input: Initiating Sales in New Geography 

 Challenge    I work for a IT and Engineering services company based out of India . The primary business model is to   outsource engineering work out to India as they have a big resource pool that can be scaled into a   dedicated team at short notice . The company has been in existence for over 30 years and they have a   pretty matured service portfolio across various industries . One of the industries they service is   Semiconductor equipment industry . The company has a very good clientele in this industry but   confined to Americas . They were struggling to tap into the European market . 

 Selection    One of the key reasons for this challenge that came out clearly during discussions with the delivery   teams was that nothing moved post first introductory meeting with the customers . This reflected that   there was a gap in the way the proposition was being presented . From secondary research , another   fact that came out very clearly was that European customers were not as matured in their   understanding of outsourcing as compared to the customers in America . Considering these facts we   chose Storytelling as the tool to approach this problem . 

 Application    The need was to create a proposition that should have the following characteristics : 

 1 . Clearly showcases the services that the company can provide   2 . Clearly showcases the maturity and level of understanding of the concerned industry and the 

 level of ownership that the company could take 

 3 . Provides a step by step approach to initiate such projects    4 . Provides relevant examples showcasing the following : 

 a. Customer challenge / problem statement   b. The solution that was provided    c. The value add that could be achieved 

 The steps taken were as follows : 

 1 . Identify the number of services that the company could provide in this domain , which in this 

 case came out as follows 

 a. Mechanical engineering services    b. Embedded software engineering services    c. Embedded hardware engineering services 

 2 . Stakeholders were identified from each service line to create an understanding of depth and 

 breadth of the services and where they have applied the same in this industry / what level of   ownership they could take ( system level or subsystem level or module level ) 

 3 . A matrix was created with X axis as the service lines and Y axis as the type of system . 

 subsystem and the services rendered where highlighted on the same . This brought out a clear   picture of the breadth and depth of experience the company had in this domain 

 4 . For each service line a guidance was created in a pictorial format showcasing various 

 categories of activities that can be outsourced categorised in ascending order of ease of   outsourcing . 

 5 . Case studies of work done for existing clients were recreated with focus on the following 

 points only : 

 a. Customer challenge / problem statement   b. The solution that was provided    c. The value add that could be achieved 

 Insight 

 This was a clear cut case where the customer needed handholding in guiding them with the process   of outsourcing , making them understand the kind of work that can be done and how to do it . Creating   pictorial representation and mapping services in a matrix format gave them an easy way to scope   activities that they could outsource . This helped the company to start business with 4 new customers   within 6 months . However they face operational challenges once the engagement started . 

 Approach   The challenges came post the engagement started as the understanding of the execution model   was n’t clear enough with the story that was created . Every customer created their own image of the   engagement model in their minds and hence things went haywire in the beginning . If I was given a   chance to do this exercise again . I would adopt visualization as a tool as well in addition to storytelling   to clearly showcase the operational model also . However said that it was a successful exercise to cater   to the challenge that the company faced in the beginning .
### Output: 