SWOT ANALYSIS

Strengths

Weakness

PROCEED: more
comprehensive, Windows
integrated, less
competition, problem
solving tool
TH: easy entry into difficult
to access areas; Access to
new customers, Quick
sales, fewer stakeholders to
work with, Generate
revenue easier, selling
cycle about 1/3 of CSAS
system, Faster product
development time

Long Selling Cycle (22-30

months)
Extended time frame of
implementation
High level of customization
PROCEED: Need another
US$1 million to complete 5
modules over the next 8
months
TH: Less product
differentiation

Opportunities

Threats

SA market at around $1
billion; Projected growth
rate : 40% in next 5 years
Potential US Market : 9.2
million salespeople; market
penetration 26%
No integrated solutions
providing complete
automation yet available
TH: Access to broader
customer base

Rapid changes in
technology - stretched
resources of the firm
High failure rate: 7/10 out
of business
TH: Cannibalize sales from
PROCCED; May harm
relationships with
consultants

PORTERS FIVE FORCES

Threat of new entrants
(HIGH)

Since CSAS solutions have high

product development and
installation cycle, there is a high
entry barrier for new players>SaleSoft already has a first mover
advantage
Low economies of scale
Product differentiation is low

Threat of Substitutes (HIGH)

There are very few integrated
solutions available in the market.
PROCEED is the only product
offering both Opportunity and
Account Management.
Too many firms doing similar
software

Industry Rivalry (HIGH)

Buyer Power (MODERATE)

There are only 5 existing players in

the market who have limited
market penetration
Buying cycle is too long
Cost condition is the same
Diversity of competitors
Product differentiation is low

There is customization needed

Price is negotiable
Switching cost is high

Supplier Power (LOW)

PC
Software Compiler etc