A Strategic Method for Optimizing the Sale of Information Technology Products in German Speaking Countries: A Business Process Modeling Application

Competition is steadily increasing in the IT-industry through factors such as globalism and the increase of the development rate of technology. In order to keep up with changing times, an analysis of one’s current sales process is vital in order to critically review and optimize the way an organization’s products are sold. The proposed method for this critical analysis is based on a technique called business process modeling, paired with strategic framework. Business process modeling, in this sense, involves drawing a sequential map representing the activities in a process, therefore giving the analyst a view of each respective activity, both in isolation and in the process’s entirety. Through business process modeling, optimization points for the sales process in the areas of digitization, personalization, and simplification, can be analyzed. From a strategy point of view, such a method enables the responsible decision makers of an organization to analyze the sales process with strategic principles and goals. In the scope of this research project, a German use-case organization with a reach to all German-speaking countries will be used in order to apply the to-be-established method. In addition, academics shall be interviewed, in order to gain an understanding of the viewpoint of the responsible decision makers in this process. Through this pairing, concrete optimization points can be defined in an innovative way.

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@mastersthesis{gadowski_strategic_2019,
title = {A Strategic Method for Optimizing the Sale of Information Technology Products in German Speaking Countries: A Business Process Modeling Application},
author = {Christopher Richard Gadowski},
url = {https://books.google.at/books/about/A_Strategic_Method_for_Optimizing_the_Sa.html?id=TfVbzQEACAAJ&redir_esc=y},
year  = {2019},
date = {2019-01-01},
address = {Vienna, Austria},
school = {Webster University},
abstract = {Competition is steadily increasing in the IT-industry through factors such as globalism and the increase of the development rate of technology. In order to keep up with changing times, an analysis of one's current sales process is vital in order to critically review and optimize the way an organization's products are sold. The proposed method for this critical analysis is based on a technique called business process modeling, paired with strategic framework. Business process modeling, in this sense, involves drawing a sequential map representing the activities in a process, therefore giving the analyst a view of each respective activity, both in isolation and in the process's entirety. Through business process modeling, optimization points for the sales process in the areas of digitization, personalization, and simplification, can be analyzed. From a strategy point of view, such a method enables the responsible decision makers of an organization to analyze the sales process with strategic principles and goals. In the scope of this research project, a German use-case organization with a reach to all German-speaking countries will be used in order to apply the to-be-established method. In addition, academics shall be interviewed, in order to gain an understanding of the viewpoint of the responsible decision makers in this process. Through this pairing, concrete optimization points can be defined in an innovative way.},
keywords = {},
pubstate = {published},
tppubtype = {mastersthesis}
}