cleopatra2

MANAGING SOFTWARE PACKAGING

The objevtive of a software packaging project is to establish all the components and infrastructure required to effectivelly sell the software in a package format, and sustain a profitable business.To achieve these objectives, we have derived a set of benchmarks against which we manage your expectations.

We work in association with representatives form your team, given under the column partners,in the following table.. We assume that these functions are exixting. Some of these functions may be combined in your organization,however, they must be existing.

1. BU:The BU manager that manages the Product life cycle

2. DU: Development unit manager

3. IC : Implementation and consultation manager

4. CS: Customer service manager

5. SM: Sales Manager

6. MM:Marketing manager

7. PM: Projects manager

The initial starting point is that you have a good technically product, including the following features:

1. There is a test record , that we can evaluate

2. There is a reliability record, that shows error frequencies. Errors are categorized : Fatal (complete system stop), Partial(a function is stopped ,however, manual back up procedures can work muntil systen recovery) , A non funcional error ( such as messaging system malfunction)

3. There is full technical documentation for the target software

If you don’t have these prerequisite we can help you to do it.

Benchmarks	Partners	DELIVRABLES	PROBLEMS	Remedies
1- Present the product at high quality	DU ,IC , BU, MM	- P.G.L(*). - Good Life Demo - Sales message - Trial packages - Web site - Catalogues	- How to sense customers needs. - Availability of portable Computer Resources - Technology updates. - Lack of Customer Business Knowledge. - Lack of marketing budgets	-continuous exposure to business&technology through attending seminars&good coaching -management commitment
2- Well defined positioning against competition	BU,MM	- References - P.G.L. (Feature, Benefits , Who is Competitor) -	- Budget to Buy Competitor Products - Lack of benchmark	Market Intelligence Systems.
3- Good User manual & help	BU,DU ,IC	Structured , Easy,presented as a help facility	-delay due to lack of coordination between partners -Difficult time planning	-close coordination through "Focus groups meetings"
4- we know product features and versions (Road map )	BU,MM	- P.G.L. - Continuity (Short Term Update procedures)	-Lack of coordination -Time Planning -Weak market knowledge	-Focus groups meetings -Marketing intelligence system
5-we know company capabilities	All managers	- Internal Business Model&resources Demo , on an internal web site	Lack of understanding	Strategy updates seminars by top management&internal web site
6-we follow up delivery process	BU, DU,IC, Logistics	- Release note to identify new release features& a documented package content	No clear procedures and responsibility w.r.t. other departments	-clear work procedures -job descriptions for all staff
7-functional specification for products & services	BU,MM	- Update P.G.L. for Current Product. - Prepare P.G.L for New - High Level Model (SRS) for the business environment	Time planning	Apply the SPOC
8-realistic cost estimates for new releases	BU,SM,DU,MM	Cost estimate technique,that fits the organization	-Issued RFP are not clear enough -No back history in new technology -No back history for similar projects	-More time for interaction with customers/distributors -Pricing Focus group -A practical cost estimate
9-Media Content	BU,DU,IC,CS,SM,MM	The media	-Lack of budget -lack of technology locally	-Management commitment -we have alliances with good technology providers
10-version control	BU,DU,MM	The structure to sustain the version control	Lack of coordination	Focus group and clear roadmap
11-Field support	BU,CS,DU,IC,MM	Recommended distribution network and its capability building plan	-Screening good candidates -Lack of resources to train distributor	-Criteria to assess potential distributors -On site visits to potential distributors to assess capabilities -Use the company site to provide more support to the distributors
12- Be Ready At Any Time to meet Sales leads ,and perform high quality demos	BU,SM	-High quality demos -Procedures to Convert suspects into prospects	-short time notice -Multicommand line	-apply the SPOC

(*) P.G.L. is the product guide line that describes all the features,roadmap, prices, demos, and sales messages.It is a company confidential document

MANAGING SOFTWARE PACKAGING

Benchmarks

DU ,IC , BU, MM