IT SALES MANAGEMENT

ASSIGNMENT 1

Cummins India Ltd

Submitted by

Ujval Kumar Bucha

PRN : 14030241179
MBA (ITBM)
(2014-16)

Symbiosis Centre for Information Technology

A constituent member of Symbiosis International University (SIU), estd., under
Section 3 of UGC Act, 1956 by Notification No. F.9-12/2001-U-3 of Govt. of
India

Symbiosis Centre for Information Technology

(A constituent of SIU Established under section 3 of the UGC Act 1956
vide notification no. F.9-12/2001-U.3 of the Government of India)

FROM THE CUMMINS INDIA INVESTOR PRESENTATIONS, THE FOLLOWING

POINTS WERE CAPTURED:

SOURCE: CUMMINS INDIA LIMITED ANALYST MEET PRESENTATION

PROBLEM FACED/SCOPE FOR OPPORTUNITY:
Cummins India technology leadership plans to invest in Cummins Technology
center in India.
This technical center is focused on designing technologies and solutions for
Cummins products (engines, gen sets, etc)

Since this technology center is going to be set-up and is still in the initial
phases the following can be proposed to the client:

SOLUTION FROM IT PERSPECTIVE:
Installation and support for Office Products (Sharepoint/ Outlook/
Access/ Publisher/ Communicator etc)
Access control solutions
Hardware setup and support

PROBLEM FACED/SCOPE FOR OPPORTUNITY:
Cummins India strategy includes becoming low cost producer through cost
reduction..
Cummins is a pure manufacturing company where IT is a support function for
them. The idea is to capture their pain points of cost reduction, operational
functions and supply chain inefficiencies.


SOLUTION FROM IT PERSPECTIVE:
Consulting service from our domain experts on Supply Chain process
optimization to reduce inefficiencies and business process reengineering
to achieve robust supply chain process.
Provide Domain experts from Finance sector to conduct comprehensive
cash flow analysis to provide insights and opportunities for cost
optimization and help to create strategy that can provide flexibility to
adjust operating and cost structure quickly to the realities of the external
environment.

DISTRIBUTION BUSINESS NET PROMOTER SCORE

PROBLEM FACED/SCOPE FOR OPPORTUNITY:
Another opportunity from investor report is NPS. Extensive research has
shown that a companys NPS acts as a leading indicator of growth. If the
organizations NPS is higher than those of their competitors, then they will likely
outperform the market, and managing the organization to improve NPS will also
improve their business performance, whether they are aiming for faster growth
or increased profits.


SOLUTION FROM IT PERSPECTIVE:
Conducting customer survey for the company to understand the deeper
voice of customers
Digital marketing of Cummins on social media and other web spaces to
promote Cummins value to customers
Propose implementation of forecasting and time series analysis of
customer data in their existing Oracle BI tool OBIEE. This will help them
predict the market and customer analysis so that they can use this info to
serve their customer better





PROBLEM FACED/SCOPE FOR OPPORTUNITY:
We can see that Cummins is trying to achieve inventory optimization, customer
engagement, BI etc. They already have Oracle ERP implementation in place. Since
they have mentioned in the above diagram that they want to achieve process,
sales and marketing efficiency, it seems that this may be an area where we can
provide some IT solution.

SOLUTION FROM IT PERSPECTIVE:
Implementation of Oracle cloud because Oracle ERP Cloud's helps to
increase productivity, lower costs, and improve controls in Financials,
Procurement, Project Portfolio Management and more areas.
Solutions like BI, CRM, SalesForce can be pitched in to the client.
Suggest to get a procurement app built so that it can reduce the burden
and time of getting approvals of Purchase order/Purchase Requisition as
the approvals are generally done via mail by senior managers and their
access to mail is not frequent.