PTSB+Business+Plan+(DRAFT)

Table of Contents 1. Current Environment (Tim) Market Opportunity 2. Accounts Receivables (Patrick) 3. Industry Analysis (Patrick) Market Size and growth Potential Technology Factors Regulatory Issues Supply and Distribution 4. Target Market (Sharon) Demographics Psychographics Purchasing Patterns and Buying Sensitivity 5. Competition (Tim) Potential Competition Competitive Advantages Barriers to Entry 6. Marketing and Sales Strategy (Busra) Positioning Routes to Market Sales Projection

= **1. Current Environment** = = = According to IBIS World the Software Publishing industry is to be one of the most innovative and dynamic sectors of the US economy and will generate revenue of around $147.2 billion in 2009.


 * Market Opportunity**

About 57 per cent of the market share is taken by giant companies, and the other 43 per cent is shared by a large number of small companies. Our companies goal is to gain 0,5% of 43 per cent market share which is $316,480,000.00

2. Accounts Receivables and Payables BEES will utilize the services of Smart Payment Solutions for all our accounts receivables and payables since they provide a wide range of payment services that will fulfill all our needs. Below are the payment types and the needs they will fulfill. This option will be used for all our customers that utilize our staff augmentation services for the purpose of sending payments of varied amounts for the hours worked that week. We will utilize this payment method to submit electronic payments to all our suppliers of materials and equipment. We will use direct deposit for our internal Payroll in order to minimize costs and increase employee satisfaction We will offer this option to all our customers as a payment method since not every corporation will have a corporate card, or they may not want to use one. This method of payment will be available for our customers that might not be so keen on submitting corporate information over the internet We will utilize this method of check processing for clients that actually send physical checks as payment for services provided for it is verified and posts into our accounts within 24 hours. Since BEES will provide a wide range of services, our company competes within many market niches that provide us with various opportunities of growth. These industries and their growth projections are listed below. ** IT Consulting ** The key players in this market niche are: o Computer Sciences Corporation § 4.8% market share § $16.5 billion in revenue recorded in 2008 o International Business Machines Corporation (IBM Corporation) § 6.2% market share § $98.1 billion in revenue recorded in 2008 o Microsoft Corporation § 3% market share § $48.5 Billion in revenue recorded in 2008 o Hewlett-Packard Company § 9.1% market share § $23.1 billion in revenue recorded in 2008 ** IT Support, CRM and Data Processing ** The key players in this market niche are o First Data Corporation § 5.4% market share § $8.8 billion in revenue recorded in 2008 o Fiserv Incorporated § 4% market share § $4.7 billion in revenue recorded in 2008 o Electronic Data Systems Corporation § 4% market share § $21.8 billion in revenue recorded in 2008 o Infosys Technologies Limited § 2.3% market share § $960 million in revenue recorded in 2008 o Other Players are equivalent to 84.3% of market share; some of these players are § Metavante Corporation · Market share 1.5% · 1.6 billion revenue in 2008 § Acxion Ltd. · Market share 1.4% · 1.4 billion revenue in 2008 ** Software Publishing ** The key players in this market niche are o Microsoft Corporation § 25% market share § $60 billion in revenue in 2008 o Oracle Corporation § 8% market share § $23.2 billion in revenue in 2008 o International Business Machines Corporation § 7% market share § $125 in revenue in 2008 o Symantec corporation § 3% market share § $6.2 billion in revenue in 2008 o CA, Incorporated § 2% market share § $4.3 billion in revenue ion 2008 o Other players are § Perot Systems · Market share – less than 1% · $2.7 billion in revenue in 2008 § Unisys Corporation · Market share – less than 1% · $5.3 billion in revenue in 2008 § Intuit Inc · 2% market share · $930 million in revenue § BMC Software · 1.1% market share · No revenue reported · Acquired 3 companies worth $1.5 billion in 2008 § Adobe systems · .9% market share · Revenue for 2008 was $3.5 billion The above referenced companies account for less than 64% of the market leaving us with 43% of market share to compete with. BEES target is .5% or $316 million in revenue for the first two years and .1% growth for the following five years thereafter. The current trend in the market is utilizing Microsoft development tools for building new software. BEES will expand our range of products by also offering Linux based software for servers and applications. We understand that different companies have different needs and for that reason we will better position ourselves in the marketplace by broadening our product offerings. Current Technologies that will be used in the development, management, and enterprise solutions The technologies that we will be utilizing to develop software are: ** Development ** o MS Visual Studio o Java o Apache o Flowtracer o XCode o ICC o GNU Toolchain o Delphi o GNAT Programming Studio o Lazarus o Many other will be used according to project needs ** Software Performance Analysis ** o Acumem SlowSpotter o Ajax View o AQtime o CodeAnalysis o DevPartner o Linux Trace Toolkit o Sysprof o Valgrind o Many other will be used according to project needs ** Business Engineering Methodologies ** o Business Process Reengineering (BPR) o Business Process Management (BPM) o Business Process Modeling Notation (BPMN) o 6 σ (Six Sigma) § DMAIC – for projects aimed at improving an existing business process § DMADV – for projects aimed at creating new product or process designs o Project Management Process o Project Management Office o Method 1
 * Recurring Payments **
 * Payments to Suppliers **
 * Direct Deposit of Payroll **
 * Checks by Internet **
 * Checks by Phone/Fax **
 * Convert Paper Checks to Electronic Checks **
 * 3. Industry Analysis **
 * Market Size and growth Potential **
 * Technology Factors **

BEES employ subject matter experts (SME’s) from every industry we service in order to ensure we have the expertise and know how to execute all project requests from our customers. Our SME’s are very adept at interpreting industry regulations into technical specifications and business processes requirements thus allowing us to deliver relevant and compliant products to our entire customer base, no matter what industry that may be. Some of the regulatory agencies and their regulations are listed below § Sarbanes Oxley § US Securities and Exchange Commission (SEC) § ISO 9000 (Standards for Quality Management Systems), 13485 (Quality System Implementation), and 14971 (Medical Device Risk management) § FDA – 510(k & g) and good manufacturing practice (GMP)
 * Regulatory Issues **
 * List of regulatory agencies for each market niche listed below (Target Market) **

Supply is only limited by our staff’s production capacity, and that can be easily expanded according to business needs. Distribution of our products will be a mix of virtual and onsite. Ø **Prisma Micro-Finance Inc**- operates in the largest growing yet undeserved market of microfinance. They serve over 16 million less fortunate people, and 500 million people who operate micro or small businesses around the world. Ø **HSBC**- is one of the largest banking and financial services organization in the world. It’s internatioanal network comprises around 8,500 offices in 86 countries and territories in Europe, Asia-Pacific region, Americas, Middle East and Africa.
 * Supply and Distribution **

Government
 * National Credit Union Administration**- is an independent federal agency that charters and supervises federal credit union.

Healthcare and Life Science
 * Apria Healthcare Group, Inc.: ** We represented Apria Healthcare in its acquisition of Coram, Inc., a provider of home infusion and specialty pharmaceutical services.


 * St. Jude Medical, Inc.: ** We represent this medical device manufacturer in its major acquisitions and investments, including a $1.3 billion tender offer for Advanced Neuromodulation Systems, Inc. and other acquisitions of public and private companies.

High Tech
 * High Technology Development Corporation (HTDC)** – is a state agency established by Hawii State Legislature in 1983

Insurance
 * Expert Credit Insurance**- allows people to increase export sales by limiting people’s international risk, offering credit to the international buyers and enables them to access working capital funds.

Retail and Consumer Products
 * **[|Camera & Optical Goods Retail] **
 * **[|Computer & Software Retail] **
 * **__Consumer Electronics & Appliances Retail __**

Travel 
 * Sabre Travel Network ** – connects travel buyers and sellers through the world’s largest travel marketplace, the //Sabre//® global distribution system (GDS). And, through advanced technological solutions and services that are uniquely ours, they bring travel to life for millions of people each year. They have 55,000 travel agency locations with more than 400 airlines, 88,000 hotels, 24 car rental brands, 13 cruise lines—every type of travel supplier under the sun.
 * Travelocity **- provides guest with special deal and cheaper travel.

transportation

Formed in 1902, International is a leading producer of medium trucks, heavy trucks, severe service vehicles. Our products, parts and services are sold through a network of nearly 1,000 dealer outlets in the United States, Canada, Brazil, and Mexico and more than 60 dealers in 90 countries throughout the world.
 * International Trucks**

Hospitality


 * NFS Hospitality Corporation –** is an international company with global client base approaching 1,000 users. It was established in 1993. It provides software, catering services for restaurants, conference center, and hotels.

Demographics

The target market for IT software in Business industries is 82 percent. The government agencies use 10 percent of software and 5 percent for households. The industries that use the most IT software are financial services, insurance companies, manufacturers, and wholesale trades. Psychographics: <span style="font-family: 'Times New Roman','serif';"> We are looking for are <span style="color: #333333; font-family: 'Times New Roman','serif'; font-size: 12pt; line-height: 115%;"> unconventional thinking, intelligent, positive attitude, nature, creative, and independent employees who is willing to take risks, communicate well with clients and team players.

Purchasing Patterns and Buying Sensitivity According to All <span style="color: #333333; font-family: 'Times New Roman','serif'; font-size: 12pt;">NFWBO Studies Purchasing Patterns of Business Women, <span style="color: #333333; font-family: 'Georgia','serif'; font-size: 19pt;"> “ <span style="font-family: 'Times New Roman','serif'; font-size: 12pt;">Based on a randomly drawn survey of 370 women business owners and 365 women employees, the study also notes differences between the consumer practices of women business owners and women employees; owners were found to purchase online, invest in stocks and bonds, and pay for services that make their lives easier more often than employees.” Women Earn on Average 82% of Men's Wages, by Allbusiness.com in article called <span style="color: #333333; font-family: 'Georgia','serif'; font-size: 19pt;"> “ <span style="color: #333333; font-family: 'Times New Roman','serif'; font-size: 12pt;">Research and Markets: Men and Women's Buying Habits 2004"

5. Competition

<span style="color: windowtext; font-family: 'Garamond','serif'; font-size: 14pt; font-weight: normal; line-height: 115%;">**:**
Professional consulting companies such as TATA, Booz Allen Hamilton, Accenture, etc

<span style="color: windowtext; font-family: 'Garamond','serif'; font-size: 14pt; font-weight: normal; line-height: 115%;">:
Our consulting company will provide products & services to our customers that will satisfy their needs, and will cover every aspect of their business. Barrier to Entry: Initial Investment, about 5 mill 6. Marketing and Sales Strategy
 * Strategy 1. Think big and audit your time.** No matter the size of the business, place a mental image in your mind as if you are the largest and most successful person in your industry. Spend more time with more important tasks such as marketing strategies, improving customer relations, and implementing new strategies to expand your services.
 * Strategy 2. Be different and stand out from the competition.**
 * Strategy 3. Build relationships with your customers.** Create a customer database and contact them on a regular basis. Mail them a postcard, birthday card, sales flyer, newsletter etc. to keep your name, phone number, and service on their mind.
 * Strategy 4. Collect E-Mail Addresses.** Get permission from your customers to use their E-mail address. Periodically send updates and notices to your client list. As long as you have their permission and avoid overuse, E-mail can be a powerful and inexpensive marketing tool.
 * Strategy 5. Hire top sales people.** Successful businesses realize the quality of their sales staff is critical to sustaining their growth in the marketplace.
 * Strategy 7. Pay-per-click advertising.** Many business owners are finding classified advertising is not an effective use of their marketing dollars. Others are finding pay-per-click advertising is an easier and cheaper way to reach a larger market. Pay-per-click will insure you receive top visibility on websites driving more customers to your door. Advertisers bid on keywords and the more popular the keyword, the more expensive each click is. Prices vary between ten cents to many dollars depending on the popularity of the word. The most popular pay-per-click advertisers are Google, Business.com, and Yahoo.

Positioning In marketing, positioning has come to mean the process by which marketers try to create an image or identify in the minds of their target market for it’s product, brand, or organization. It is the relative competitive comparison their product occupies in a given market as perceived by the target market.

Routes to Market Whether an existing or new product, maximizing sales potential requires an evaluation of the routes to market that will bring the greatest revenue and highest customer satisfaction. Although "routes to market" may not be a household term, it has been used by product managers and brand managers for many years.

Some of our Route to Market considerations are:
 * Routes to market may include: **
 * Direct sales force
 * Inside Sales force
 * Professional Services consultants
 * Distributors
 * Resellers
 * Global System Integrators
 * Regional System Integrators
 * OEMs
 * ISVs
 * MSP
 * Web
 * defining the target vertical market(s), customer size, and region(s) of the world;
 * complexity of the product to sell, implement, and support;
 * ROI analysis of the various channels for the product

Supporting Marketing Collateral

Marketing collateral, in marketing and sales, is the collection of media used to support the sales of a product or service. These sales aids are intended to make the sales effort easier and more effective. The brand of the company usually presents itself by way of its collateral to enhance its brand.


 * Sales brochures and other printed product information
 * Posters and signs
 * Visual aids used in sales presentations
 * Web content
 * Sales scripts
 * Demonstration scripts
 * Product data sheets
 * Product white papers

Sales Projection Part of the sales projection work is planning for a better performance in the future and correcting past performance with which you are not satisfied. You do this by finding out what profit contribution each sales representative makes. One goal of measuring a sales representative's performance is improvement assistance. This is done in the marketing personnel section of the marketing plan.