Channel Sales - Process Document

For Evaluation Only. Copyright (c) by VeryPDF.com Inc Edited by VeryPDF PDF Editor Version 2.2

CHANNEL SALES PROCESS DOCUMENT

For Evaluation Only. Copyright (c) by VeryPDF.com Inc Edited by VeryPDF PDF Editor Version 2.2

CONTENTS - INDEX PAGE #

CHANNEL SALES INTRODUCTION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2 RESPONSIBILITIES . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . - FROM THE MENTOR TEAM . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . - RESUME PREPARATION & MOCK INTERVIEW . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . - PRE-MARKETING DISCUSSION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . - MARKETING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . o Lead Generation Activities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Cold Calling . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Profile Postings . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
General Hotlist . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Personal Hotlist . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Email Responses . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Existing Vendor Relationships . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . o Submissions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . o NDAs’ or Right to represent Documents’ Execution . . . . . . . . . . . . . . . . . . . . o Scheduling Client Interviews . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

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Coordinating with the US team about client interview schedules, Consultant prep-up sessions & client interview feedbacks . . . . . . . . . . . . . . . 9 o Confirmations. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9 POST PLACEMENT ACTIVITIES . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9 o Coordination with the US Office . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9 o Coordination with the HR Team . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10 o Coordination with the Finance Team . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10 o IAS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10 ADDITIONAL RESPONSIBILITIES . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10 o Assisting the HR Team . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10 o Assisting the Finance Team . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10 PROCESS WORKFLOW CHART . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11 EXISTING TEAM STRUCTURE . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12 ROLES & RESPONSIBILITIES . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13 o BDE . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13 o BDM . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13 o

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CHANNEL SALES CHANNEL SALES - Does sales or placements through a channel i.e. through the PREFERRED VENDORS or the TIER 1 VENDORS of the DIRECT END CLIENTS. Few important reasons for not working through more than ONE layer are: - Better Transparency - Better Turn Around Time - Better Bill Rate - Better Payment Terms

RESPONSIBILITIES: FROM THE MENTOR TEAM: BDE team is notified about the status on the training of the consultants by the Mentor team and once the consultant is close to the completion of training he/she will be assigned to a BDE and starting from here its BDE’s responsibility to take care of the below mentioned consultant’s activities: BDE’s Core Responsibilities: - Resume preparation & mock interview - Pre-Marketing Discussion - Marketing - Post placement activity & any concerns while on-project. Additional Responsibilities: -

Assisting the HR Team Assisting the Finance Team

RESUME PREPARATION & MOCK INTERVIEW: This is the stage the BDE first starts interacting with the consultant and start building rapport with the candidate. Below is the activity done in resume preparation phase: -

BDE understands the consultant’s profile like Education details, personal details (DOB, Port of entry, Date of entry to US, Visa Status) and Work experience if any. With the help of consultant’s profile, BDE will tell him the way the resume need to build – how many US & Indian Projects, which domains need to included in the resume; how summary, technical skill set, professional experience should be carried in the resume.

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BDE will provide consultant with the information about current market scenario w.r.t prevailing technologies in the market & desired skills. After receiving the first draft BDE reviews the resume and suggests the changes required to the consultant. After receiving the final draft BDE reviews the resume and suggests the final changes if any, to the candidate. Once the resume is finalized BDE formats the resume and sends a copy to the consultant as well as to the US team for scheduling a mock interview. After the consultant is done with the mock interview Mentor Team will send the feedback to the BDE. If the feedback is positive BDE moves forward to the next phase, if not BDE needs to share the improvement areas with the consultant for him to prepare on similar lines and get ready for another mock interview. The mock interview process is repeated till the BDE receives a go-ahead from the Mentor team.

After the receiving the clearance from the Mentor team, BDE moves on to the Marketing Phase. Just before starting marketing, BDE will have a PRE-MARKETING DISCUSSION with the consultant.

PRE-MARKETING DISCUSSION: This is to ensure that the consultant is equipped with the required information before entering the marketing phase. It follows as below: - BDE will equip the candidate with the day-to-day marketing process and with the Frequently Asked Questions by the vendors and the Answers consultants should be responding with. Below are few FAQs by vendors to the consultant & Answers that are suggested by BDE: Q: What’s your visa status? A: H1B (EAD or GC or US Citizen if applicable) Q: Who is your Employer or who holds your H1B Visa? A: GSS America Q: When did you come to US? A: As per the resume, the date from which the US Projects start Q: What’s your availability? A: Immediately Available Q: Are you comfortable with the requirement? A: Yes Q: Do you have any interviews in the pipeline? A: BDE will be the best person to let you know about it, please contact him Q: Can you provide references? A: Yes, Let me get in touch with them and will email you shortly Q: Can you provide the SSN?

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A: If last 4 or 5 digits the consultant can provide, if complete SSN then BDE will take care of the same -

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BDE will tell the candidate how they should be talking to the vendors and the clients on the phone: Consultant need to speak loud, clear, confident and to the point Consultant is told to inform the BDE about the information of the call like Name of the Vendor, Name of the Vendor Company and the conversation that happened between Vendor and consultant so that the BDE can talk to the vendor and take a status update or feedback. Consultant is told to forward all emails sent to them by the vendors to the BDE and while replying take the help of BDE to understand whether they can reply to it or BDE wants to address that email with the vendor. Consultant is asked to inform the BDE if more than one company is calling for any particular submission so that BDE can check with the vendor about the transparency of information if vendor is directly working with Client If Vendor requests for references, BDE will coordinate with the references and provides the consultant with the information and will ask him to send it in below specified format. SAMPLE FORMAT: Reference #1: Name of the Reference Position of the Reference Name of the Client Contact Number The way consultant should coordinate & cooperate with BDE is told: transparent, prompt and as a team work

Once done with the Pre-Marketing discussion BDE moves on to the Marketing Phase:

MARKETING: In the Marketing Phase BDE does the below mentioned activities: - Lead Generation Activities - Submissions - NDAs’ or Right to represent Documents’ Execution - Scheduling Client Interviews - Coordinating with the US team about client interview schedules, consultant prep-up sessions & client interview feedbacks - Confirmations

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Lead Generation Below are the major lead generation activities done for Marketing of the Consultant’s Profile:- Cold Calling - Profile Posting - General Hotlist - Personal Hotlist - Email Responses - Existing Vendor Relationships Cold Calling BDE needs to search various job portals with the search criteria as Corp-to-Corp and respective technology skills and match the jobs with the consultant resume. Once the job is observed to be 80% and above match, it becomes eligible to make a call and check if it meets our Submission Criteria. Below is the Cold Calling Questionnaire a BDE needs to check with the Vendor Company before submission: 1. Is the requirement still open and if vendor would be interested in working on Corp to Corp Basis? – We don’t work on Contract to Hire jobs unless its 1 year CTH and that too only on case to case basis 2. Is the requirement with your Direct End Client? 3. What’s the location, duration & Job description? (If not mentioned on the Job Posting) We don’t submit for any requirement which has duration less than 3 months unless the position is local and the candidate is H1B and on bench for longer time 4. What’s the rate? - Rate is negotiated by the BDE if required 5. When is the start date or how soon the client is willing to conduct an interview? -This is to understand the TAT on the job req and sometimes based on vendor’s response, their relationship with client 6. Are there any additional skills client is looking for? – If our candidate is a fit for the requirement and requirement is not a complex but still vendor says client rejected many candidates already 7. Does the requirement need a Face-to-Face interview or is it Phone to Hire? (If the requirement is on East or West Coast) – We send for F2F only after client initial phone screening & only if vendor shares the total expenses and it’s within our budget limits. Below are the Submission Criteria: 1. Requirement should be a Contract and should be workable on Corp-to-Corp basis. 2. Requirement should be a direct end client requirement to the vendor. 3. Rate should be in sync with the rate range provided to the BDE. 4. Duration should be minimum 3 months (exceptions as mentioned above apply). 5. Job Requirements should be atleast 85% match. 6. If F2F, Vendor should share total expenses.

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Once the above mentioned Submission Criteria is met the lead generated is prospective for a submission. Below is the list of major job portals on which the COLD CALLING activity is done by the BDE: 1. www.dice.com 2. www.jobsearch.monster.com 3. www.hotjobs.yahoo.com 4. www.net-temps.com 5. www.careerbuilder.com 6. www.computerjobs.com Apart from the above mentioned sites there are several other job sites available where cold calling can be done by BDE. Profile Postings BDE will post the snapshot of the resume of the candidate in all job portals, if not all in the major job portals. Snapshot is a part of resume which includes summary and technical skillset alone leaving behind the professional experience which gives a chance of updating the resume if there are additional skills required in the job requirement compared to that of existing resume. Also, the resume is posted on behalf of the candidate with only his/her Initials and BDE’s contact information, to protect the consultant from market solicitations. Below is the list of major job portals on which the profile posting is done by the BDE: 1. www.dice.com 2. www.jobsearch.monster.com 3. www.hotjobs.yahoo.com 4. www.net-temps.com 5. www.careerbuilder.com 6. www.computerjobs.com 7. www.computerwork.com 8. www.justwebjobs.com Apart from the above mentioned sites there are several other job sites available where profile posting can be done by BDE. Once BDE receives a response, the process of Cold Calling Questionnaire and Submission Criteria is repeated and the response is validated. If it meets the Submission Criteria the lead generated is prospective for a submission. General Hotlist General Hotlist is a consolidated list of email ids from the Channel Sales BDEs Database where a BDE can send a hotlist which is a snapshot of the candidate’s resume to all the mail ids through GroupMail. Once the BDE receives a response, the process of Cold Calling

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Questionnaire and Submission Criteria is repeated and the response is validated. If it meets the Submission Criteria the lead generated is prospective for a submission. Personal Hotlist Personal hotlist is the list of email ids of a BDE’s personal database where the BDE can send a hotlist which is a snapshot of the candidate’s resume to their respective hotlist either through GroupMail or through Outlook. Once the BDE receives a response, the process of Cold Calling Questionnaire and Submission Criteria is repeated and the response is validated. If it meets the Submission Criteria the lead generated is prospective for a submission. Email Responses In all the job portals postings the contact information of the concerned recruiter or account manager of the vendor company will be provided, BDE by sending emails to those contacts mail ids can generate the responses. The email matter is a snapshot of the consultant’s resume. Once the BDE receives a response, the process of Cold Calling Questionnaire and Submission Criteria is repeated and the response is validated. If it meets the Submission Criteria the lead generated is prospective for a submission. Existing Vendor Relationships BDE by keeping in constant touch with the existing vendors where a sale is made or a client interview happened or some relationship is built & by contacting them on a daily basis can get their job requirements on a daily basis. Once a positive response comes from a vendor about a new requirement being open, BDE repeats the process of Cold Calling Questionnaire and Submission Criteria and validates the response. If it meets the Submission Criteria the lead generated is prospective for a submission. In the above mentioned ways, BDE will generate leads and validate them, to proceed for a submission. Submissions BDE submits the resume of the consultant to the vendor with the Consultant’s information like Consultant’s complete name, Contact Number, Bill Rate, Current Location, Relocation Constraints & Resume. BDE provides only the allotted marketing land line number in the office if the consultant is an in-house consultant. Below is a sample format of a submission: “Please find attached the resume of ‘CONSULTANT’s COMPLETE NAME’ for your TECHNOLOGY positions in CITY, STATE. He/She is on our payroll and available immediately at $RATE/hr all inclusive or (+expenses whichever is applicable) on C2C. He/She is technically very strong with

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excellent communication skills. Please let me know if you find him/her to be a good fit for your requirement and if you would be interested in submitting him/her for your direct end client requirements only. ‘Consultant Name’ can be reached at ‘OFFICE MARKETING LAND LINE’. He/She is currently in CITY, STATE and can relocate to anywhere in US. (Based on location constraints) Let me know your feedback on him/her once you talk to him/her and feel free to get in touch with me should you need any further information.” Once BDE submits the resume to vendor, BDE makes a call to vendor to confirm the receipt of the same. Everyday morning in the first hour, the BDE will send an email to vendors where consultant’s resume has been submitted checking for the feedback and status update. And little later a phone call follows to check on the same. Any requirement where the candidate is not a match but is willing to change the resume, BDE will send the requirement to the consultant and gets the updated resume and submits the same to vendor. BDE needs to send the DAILY SUBMISSION REPORT to the Team Lead everyday by end of day. Also, BDE needs to send the WEEKLY REPORT along with the POST INTERVIEW SHEETS on every Friday before end of day for that week to the Team Lead. NDAs’ or Right to represent Documents’ Execution While in the process of Submissions if BDE receives any NDA or Right to Represent Documents, BDE will review the documents and check if they are in compliance with the terms of our CONTRACT REVIEW PROCESS DOC, if not the BDE will negotiate to get them in compliance. Once the terms are agreeable the NDA or Right to represent Docs along with a fax cover sheet will be send to US office for signatures and fax. BDE will coordinate with the Vendor to get the countersigned copies of the same documents. Scheduling Client Interviews Once the BDE receives a positive feedback on the candidate’s profile and if a client interview is setup, BDE communicates the same to the consultant and provides him the job description for the requirement and preps him up for the interview.

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Coordinating with the US team about client interview schedules, consultant prep-up sessions & client interview feedbacks After receiving the Client interview Schedule, if the candidate is in-house, BDE sends an email to the US Team with the interview date, time and job requirement details so that the US team can prep up the consultant in-person and record the interview call. Later Mentor Team will listen to the recording and will update the BDE team as to how the interview went and their feedback on the call and the same feedback is conveyed to the consultant for improvising on skills. Once the BDE receives the feedback from the Vendor about the Client Interview and if the feedback is negative the same is again conveyed to the consultant for improvising on skills and the feedback is being mailed to the Mentor Team so that they can convey the same to the consultant in-person and prep up for further interviews. If there are multiple interviews schedule, it’s BDE responsibility to keep the information transparent to the vendors and keep them informed about other interviews to maintain good relationship with all vendors and company’s reputation and ethics in business. Confirmations If BDE gets the Client interview’s feedback as positive and the consultant is confirmed for the project by the Vendor, BDE will ask vendor to send an email confirmation first followed by the required Subcontractor services agreement and the Purchase order and proceeds to Post Placement Activity. In case of multiple confirmations, BDE most of the times will go on with FIRST COME FIRST SERVE basis. If both confirmations come through almost same time, BDE with the help of Team Lead and Consultant concerns will decide which project would be best for the consultant and proceeds to Post Placement Activity.

POST PLACEMENT ACTIVITY: After receiving the confirmation from the Vendor on the consultant, the BDE will receive the SubContractor Services Agreement and the Purchase Order. Coordination with the US Office After receiving the confirmation from the Vendor on the consultant, the BDE will receive the SubContractor Services Agreement and the Purchase Order. BDE will review the documents and check if they are in compliance with the terms of our CONTRACT REVIEW PROCESS DOC, if not the BDE will negotiate to get them in compliance. Once the terms are agreeable the SubContractor Services Agreement and the Purchase Order along with a fax cover sheet will be sent to US office for signatures and fax by the BDE.

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BDE will coordinate with the Vendor to get the countersigned copies of the same documents. BDE needs to coordinate with Vendor and get the required Reporting details and send across the same to the consultant. Coordination with the HR Team BDE needs to the TRAVEL REQUEST FORM and send it across to the HR team for taking care of the Consultant’s travel requirements. BDE needs to fill the LCA TEMPLATE and send it across to the HR Team & US Team atleast 1 Day prior to the Consultant’s project start date. Coordination with the FINANCE Team BDE needs to fill the ACCOUNTING TEMPLATE FORM and send it across to the FINANCE Department along with the executed Purchase Order. IAS BDE needs to update the IAS with the Consultant’s placement and upload the IAS with the Vendor’s Executed SubContractor Services Agreement along with the Vendor Contact Informations and executed Purchase Order. Post Placement Concerns Any concerns of the consultant post placement, while on the project are addressed by the BDE. BDE needs to be in regular touch with the consultant while on project and should obtain the project end date atleast 15 Calendar days prior to the completion of the project. He needs to inform FINANCE & HR Departments about the same and start the marketing activity 15 days prior to the project end date and make sure that the consultant is not on bench and gets on to next project the moment current project ends. ADDITIONAL RESPONSIBILITIES: Assisting HR Team Whenever a consultant is due for Salary Revision, the concerned BDE is contacted by HR for information about the Consultant performance while in marketing and on project and with the status update on Project duration. BDE assists the HR with the required information. Incase if the candidate is giving a tough time, HR involves BDE in the conference call with the Consultant and the BDE does their best in negotiating with the Consultant and convince for the company decided salary package. Assisting the Finance Team Finance department communicates with the Vendors for the release of payments. Incase the invoices are over due beyond 30 Calendar Days, Finance will involve BDE in the follow up emails and the BDE will get in touch with the Sales contact and negotiate their best to get the payments release in a timely manner.

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PROCESS WORKFLOW CHART:

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EXISTING TEAM STRUCTURE:

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ROLES & RESPONSIBILITIES: BDE: The entire above mentioned process is the role and responsibilities of a BDE. All BDEs report to the BDM. BDM: BDM reports to the P/L HEAD. Below are key responsibilities of a BDM. - BDM is the one point of contact for the US office from the Indian office for the entire process. - BDM coordinates with the US office about consultants in Resume Preparation, Mock interviews, Client interviews & Feedbacks. - Involves in the Technical screening calls with the Mentor Team to make hiring decisions on the new candidates. - BDM’s responsibility is to assign consultants to the BDE whenever consultants come available based on available free hands and BDE technology specialization. - BDM monitors BDEs work on a daily basis and makes sure the smooth run of entire activity and make sure it is in compliance with the process defined. - BDM monitors & reviews the DAILY SUBMISSION REPORTS, WEEKLY REPORTS & POST INTERVIEW SHEETS sent by BDEs and suggest them improvements as when needed. - Prepares the TEAM WEEKLY REPORT which is a consolidated status of all consultants’ activities like Marketing, Resume Preparation, Training, Interviews, Confirmations in that week and Monthly Placement Sheet. This activity is done every Friday. - BDM maintains the MASTER PLACEMENT SHEET and sends the Monthly Placement Sheet to the P/L Head on a monthly basis. - Responsible for sending the approvals for F2F interviews to the HR Team as per the predefined budget. - Responsible for sending Incentive slabs information to the Finance team as per the predefined slabs. - Responsible to make sure all the Contracts going to US office are in compliance with our CONTRACT REVIEW PROCESS terms. - Responsible for new Strategies, Planning and implementation to increase the Sales Turn Over. - BDM keeps a tap on the monthly revenues generated with the help of FINANCE team to meet the pre-defined annual sales turn over targets. - Involves in the Termination Decisions on the consultants by the Management by providing the required inputs. - Responsible for HIRING, TRAINING the new joiners in the team till they become independently capable of handling the above mentioned channel sales process. - Involves in resolving the any consultant concerns & salary negotiation decisions. - Conducts weekly meetings with US office on every Friday and weekly meetings, monthly meetings with the Channel Sales team. - Responsible for resolving the BDEs concerns, periodic performance reviews and annual salary appraisals.

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