One good and one bad news with my scheduled interview. I would make an interview with Mehmet Ziya Telli, who is manager in IBM for 20 years and works for the company for more than 30 year. He played different roles in tenders as an authority or attending tender. He has relationship with so many SMEs and universities thanks to meeting their procurements and working with them. I would ask questions for the issues to specify our value propositions according to specific customer needs. We postponed our interview to thursday. I wanted to make it untill tomorrows presentation. This one was the bad news and the good news is we have already made a pre-interview last week. I did not post it to the blog; since I waited todays meeting. From our pre-interview, I learned some points.
I divide the value propositions into two parts: Main value propositions and side value propositions. We will be selling the product by promoting the main VPs. Our product will be designed based these. But the side ones will be considered; but we will focus on them less. For example; I can sell reduced cycle time and simplicity of tendering process with our product. However; it will be rude tı say that you will never face with bribery in your university.
Taking percentage of customer savings... I was not sure about that revenue account also. Because the bottom prices will be decided by customer and the customer may not act honest with the savings. Besides, if our system works; the bottom prices will be shaped by our system. Therefore, if the normal of the market will be our price, that means no saving with the system. As a result, we cannot depend on that revenue account.
Our customer segment is universities in Ankara; but could not discuss it with Mehmet Ziya Telli. But it will be discussed for sure.
WHY UNIVERSITIES?
Because they procure so many services ad goods from other companies. Cleaning, security, transportation, staitonary etc. are some of them. In addition to that, universities are open to that kind of changes. Their organization make more dynamic replies to software transitions and changes.. The employees of universities are more trained also. Universities could be good start for us. When they open the bid online, the attending tenders will have to use this system also. But we will not force them to use the system. We will be in touch with them also and they will be persuaded to use our system. They will believe the good sides of the online bid interface. To make sure that, we have to built our product according to their needs. We have to talk with them and we have to listen them after asking right questions.
By the way, I learned some good terms aboud bidding process. Let me share them:
- Attending tender: The one who enter the bid
- Authority: The one who open the bid
- Bidding process=tendering process
- Bid=tender
- Tender document: Document that includes list of conditions and needs of authority
- Technical specifications: Tender document that includes technical detailes of needs
Efekan Güven
No comments:
Post a Comment