7.0 Findings & Analysis
7.1 Summary of the depth interview
So far 20 interviews were taken. The interviewees were from different sector. The similarity between them was they all work for SMEs. A brief finding of the depth interviews is as follows:
i. Most of the SMEs are aware of automation. But they think it needs huge investment cost as well as high paid skilled employees.
ii. Most of the SMEs think that software is always a freeware. That is it does not need to be bought.
iii. Some of the SMEs are using software but most of those are limited to database maintenance.
iv. Most of SMEs realize the need of the products of SGTL and they agreed that this sort of products will help their business as well as their customers a lot.
v. The SMEs still not heard of any SMS based software that SGTL offers. But they realized the feasibility of the products.
vi. Educational institution and Health services are mostly interested on the products of SGTL.
vii. There are no dedicated channels working for marketing of software within the SME. So SMEs have many misinformations about software.
viii. SMEs like to get information about a product from a sales representative and they are not used to with telemarketing.
ix. Most important criterion for choosing a software farm is after sales service and regular update of software along with operating system.
x. Another criterion is operator training. SMEs require a free training program for the operator of the software.
7.2 Summary of the questionnaire
There are total 34 questions in the questionnaire. But to mark out the findings of the survey, I have used 10 questions only. I have used frequency count as the total no. of respondents was only 20. The following section shows different questions and the response:
Q1. Do you use any computer software for your organization other than MS Office?
 |
The response was as follows:
Q2. What kind of software do you use or planning to use in your organization? Did you purchase these software?
| AUTOMATION SOFTWARE | Use | Plan to use | Purchase | |
| Y | N | |||
| Accounting software | | | | |
| Inventory Management software | | | | |
| Billing Software (Point of sales) | | | | |
| Front Office Management / Customer Support Software | | | | |
| HRM – Payroll, Employees Records | | | | |
| Ticketing software | | | | |
| Vehicle Tracking software | | | | |
| Student Information Software | | | | |
The response was as follows:
Most of the SMEs use their own business related software.
Q3. If you purchased any software, how did you know about it?
| AUTOMATION SOFTWARE | Direct Sales Person | Online search | Reference | Telemarketing |
| Accounting software | | | | |
| Inventory Management software | | | | |
| Billing Software | | | | |
| Front Office/ Customer Support Software | | | | |
| HRM – Payroll, Employees Records | | | | |
| Ticketing software | | | | |
| Vehicle Tracking software | | | | |
| Student Information Software | | | | |
The response was as follows:
Q4. How did you come to know about your suppliers?
| Competing establishments | 1 |
| Friends/ relatives/ by mouth | 2 |
| Internet | 3 |
| Media (Yellow pages, magazines, etc.) | 4 |
| Suppliers representative approached us | 5 |
| Through Sales call from supplier | |
The response was as follows:
Q5. Where do you like to receive a sales call?
 |
The response was as follows:
Q6. When do you like to receive a sales call?
| Early morning | Late morning | | Afternoon | Evening |
| | | | | |
The response was as follows:
Q7. What attitude do you expect from a tele-sales person?
(1= Mechanical voice with sufficient technical information
5= Friendly attitude with less technical detail)
| 1 | 2 | 3 | 4 | 5 |
| | | | | |
The response was as follows:
Q8. How do you select a software supplier?
(Given below are various factors one would consider while selecting a supplier. Rank them in order of preference while selecting a supplier. Rank 1 would represent the most importance and at a descending order rank 5 would represent the least importance)
| Parameter | Rank |
| Market reputation | |
| Widely used brand by most of our competitors/ Known Person | |
| Competitive pricing | |
| After sales service / Individual attention we get | |
| Supplier who can give complete solution (Hardware + software) | |
The response was as follows:
Q9. Do you think Telemarketing is an effective tool?
| Strongly Agree | Somewhat Agree | Neutral | Somewhat disagree | Strongly disagree |
| | | | | |
The response was as follows:
Q10. What is your preferable source of information to take a buying decision of software? (Please rank the followings: 4=Most preferable, 1=Least preferable)
| Direct Sales Person | Online search | Referral | Telemarketing |
| | | | |
The response was as follows:
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