3.ICV Kongres Controllera Srbije 2015, Tatjana Lukić, redionalni direktor prodaje, Microsoft
-
Upload
icv-srbija-klub-profesionalnih-controllera -
Category
Economy & Finance
-
view
235 -
download
3
Transcript of 3.ICV Kongres Controllera Srbije 2015, Tatjana Lukić, redionalni direktor prodaje, Microsoft
RUSSIA ESTONIA
LATVIA
LITHUANIA
CROATIA
BOSNIA and
HERZEGOVINA
MONTENEGRO
SERBIA
MACEDONIA
BULGARIA
KAZAKHSTAN
GEORGIA
KYRGYZSTAN
TAJIKISTAN TURKMENISTAN
UZBEKISTAN
BELARUS
MONGOLIA MOLDOVA
Moj region - CEE Multi-Country
• Citizens: 141 Million, kao
• Russia
• France+UK
•GDP: $1.1 Trillion
• Compare to:
Twice as Poland
• Territory coverage:
• 6,581 km
• MC spans across 8 time zones
• 100M mobile phones
• 28M Internet users
• Installed base of 12M PCs
• PC Shipment: 3.5 mio
•Comparable to Spain
Average Piracy Rate 65%
Countries: 24
Ethnic Groups: 35
Religions: 32
Languages: 27
Literacy Rate: 98.67%
Education Weighted Average:
Average monthly GNI (Gross
National Income) per capita
• Adriatics/Baltics: 1140 $
• Balkans / Caucasus: 432 $
• Central Asia: 107 $
European Union:
• 8 member countries
• 3 candidate countries
ARMENIA AZERBAIJAN
SLOVENIA
ALBANIA
Sales Controlling Pillars @ Microsoft
Pipeline
Pipeline Coverage &
Hygiene
Budget
Variance to Forecast
(VTF)
Variance to Budget (VTB)
Forecast
Forecast
Sales Controlling proces & biznis ritam (RoB)
Downsides
Praćenje prodaje Svakodnevno, na osnovu izveštaja
Correction of Error Planovi za ispravljanje greške
Alati: Dynamics ERP, Excel, Power BI
Planiranje ciljeva
u aprilu/maju tekuće finansijske godine
Bottom Up & Top Down po zemljama, proizvodima, tržišnom
segmentu, tipovima licenciranja
Alati: Excel & Power BI
Kvartalni forecast Quarterly Financial Accuntability
FC & pipeline reveiw
Dozvoljena varijansa od +/-5%
Alati: Dynamics CRM, Excel
Actuals
Planiranje rasporeda i zakazivanje sastanaka– Office 365 Uvid u raspored članova tima, zakazivanje prema raspoloživosti
Virtuelni timski sastanci, članovi tima se uključuju sa bilo koje lokacije
Komunikacija u virtuelnom timu – Skype for Business
Pipeline Review – Dynamics CRM Pregled statusa prodajnih prilika, diskusija o planiranim aktivnostima, ažuriranje
Kolaboracija na daljinu – One Note Timski dokument koji sadrži agendu, informacije i zaključke sa sastanka