Strategic layer | Planning layer | Implementation layer, corresponding organizational roles: Decision-making layer | Strategy layer | Execution layer
1 Five major structures
Strategic architecture: Define corporate mission and vision, value proposition, strategic goals, SWOT analysis, execution plan
Business architecture: Define business capabilities, design business processes (pre-sales | in-sales | after-sales), and support strategy implementation
Data architecture: Establish a data sharing center to support business capabilities
Application architecture: For application integration, it is recommended to use ESB enterprise service bus for stable systems; for sensitive systems, it is recommended to use microservice architecture; support the implementation of business capabilities
Technical architecture: platform construction or platform selection, supporting application systems
2. Pre-sale
Pre-sale keywords:
Low frequency and high customer unit price | High frequency and low customer unit price | Market research | Market promotion Online/offline (Baidu, Google, official website, Douyin/exhibitions, local promotion, worship) | Business opportunities (inquiries) | Channels {direct sales, Telemarketing, Internet/e-commerce, agency (commissioning relationship), distribution (buying and selling relationship, connecting manufacturers and retailers), retail (facing end customers)} | Competitors | Competitor products | Potential customers | Solutions | Tenders | Contracts | Orders | Call Center | Potential Customers | Formal Customers
1 Market research process { PEST macro environment analysis economic | political | cultural | technology; Porter's five forces analysis model ; SWOT strengths | weaknesses | opportunities | threats,}
1.1 Three major tools:
PEST model , generally used for external environment (macro analysis);
Porter's five forces analysis model is generally used for industry competitive strategy analysis or industry chain analysis (meso analysis);
The SWOT model generally analyzes the external environment and its own conditions;
2 Marketing process (advertising placement);
3 Customer visit process
4 Business opportunity follow-up process {Customer inquiry--solution output (technical + business)--tender (win/lose)--contract; process from potential customer to formal customer}
data:
Indicators of concern for advertising : impression volume | click volume | click rate = click volume/impression volume, cost per click | conversion count | conversion rate = impression volume/conversion count, ROI (return on investment) = income/advertising investment
Competitor/competitor analysis
Sales funnel, sales volume analysis by region,
application:
CRM | SFA | PLM | PDM | BI | OA
Second sale
Three major plans: S&OP sales and operations plan, material requirements planning MRP, production master plan
Three major processes:
1 Procurement to pay: Inquiry - Quotation - Price comparison (Procurement information record) - (Contract/Planning agreement) Purchase application - Purchase order - Delivery confirmation - [ Supplier ] - Logistics - Quality inspection - Receipt - Invoice verification - Invoice Posting - Payment
2 Distributing materials to finished products: Distributing materials - Logistics - Raw materials/semi-finished products/finished products (materials, labor, fees) | Work center/section/process - Quality inspection - Logistics - Warehousing
[Plan lines based on sales order --> Run MRP --> Create planned order --> Transfer to production order/Transfer to purchase requisition/Outsourcing --> Dispatch work (according to production order) --> Issue materials (according to production order) --> Offline processing -->Report for work (according to production order) --->Report for all processes completed--> Finished products put into storage]
3 Delivery to Collection: Delivery - Invoicing - Logistics - [Customer] - Collection
data:
application:
SRM | ERP{sd mm pp fico } | MES | WMS | TMS | PLM | BI | OA
Three after-sales
1 Delivery process: Installation - Commissioning - Training - Regular inspection - Quality - Handover - Final payment
2 Repurchase process: Intelligent check - Alarm - [ Customer ] - Place order
3 Service (training) process
data:
application:
CRM
Continuously updating...
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