Tarasenko Vladimir Vladimirovich

Tarasenko Vladimir Vladimirovich

What, in your opinion, are the needs of trade, production and distribution companies in 2011?

It is interesting to look at the development of the needs of trade, production and distribution companies in dynamics, in comparison with the previous year. So, in 2010, companies of this segment, like many others, were focused on retaining their customers. In the post-crisis conditions, it was especially important to create the most favorable cooperation conditions for customers - so that customers order more products, are satisfied with the service, etc. This is a really important task that fully corresponds to the CRM strategy of any company. A detailed analytics was needed - what else can be offered to make it convenient and profitable for the client to work with your company. With the help of CRM, the company's product offer, the possibilities of substitute goods were analyzed, in their absence, a search for products of similar organizations was organized, and a certain comprehensive offer was made. From CRM, the purchasing process was initiated, the request came to the accounting system, and then the delivery dates were tracked. The goal is that the client should not leave.

In 2011, expansion was added to the task of retaining customers, as those market players who survived the crisis began to actively increase their turnover. From the point of view of CRM, functionality aimed at increasing the likelihood of sale has especially become in demand.

How exactly can you increase the likelihood of selling with CRM?

I will give an example from the construction industry as the most illustrative. The solution "AND Project" for trade and production companies based on Microsoft Dynamics CRM contains the module "Construction Objects Management." It is especially relevant for companies supplying building materials, electrical equipment, IT services and even office furniture, etc. The CRM system records potential construction projects, their construction cycles, the deadlines for submitting a proposal and its preparation are planned, then all counterparties working at the facility (installers, builders, intermediaries, etc.) are planned, as well as relationships with them are recorded. Each of the counterparties is assigned weight values - the degree of influence on the decision to cooperate. Thus, in CRM, a communication field is formed around a specific object. If the possibility of direct sale is low, then the built-up field of counterparties allows you to determine additional "points" of entry to the client and, thus, expand the number of sales channels. As soon as the company begins to communicate with all counterparties, the chance of selling increases sharply. For different managers at different facilities, similar fields can intersect. And if, for example, a certain installation organization is involved in several facilities, and it has a high degree of influence, then perhaps it is worth considering the option of partnerships with it.

What trends can you note when using CRM in 2011?

One of the important, in my opinion, trends in 2011 was a new approach to motivation. The personnel market is currently undergoing dramatic changes. More and more young IT-oriented employees are coming to the company. They have a completely different view of technology, of the world, of the form of work. From my point of view, it's important to give them two things. Firstly, the tools that are convenient for them - and in this regard, CRM is just one of these technologies. Second, a new generation of employees needs to be properly motivated. For them, CRM becomes not just a convenient work tool that helps, prompts, controls and gives new ideas, but, importantly, an effective means of motivation. For a new generation of employees, it is important to monitor your KPIs in dynamics and online.

In addition, today many trading, manufacturing and distribution companies see the use of CRM as a competitive advantage. This explains the interest in complex projects that has reappeared after the crisis. Last year, local solutions were in demand - to segment the client base, introduce marketing, integrate CRM with the accounting system, etc. In 2011, there was a trend towards complexity. Business needs a system that allows it to develop, build and maintain a long-term customer-oriented strategy. Business is changing - the CRM system must support these changes.

Now a little about the solutions that AND Project can offer for trade, production and distribution companies. The core of all developments is our industry solution based on Microsoft Dynamics CRM, which covers all stages of customer interaction. The functionality of the solution allows you to manage such specific information as accounting for end users of goods and services (points of sale), managing the product configurator, maintaining tenders, accounting for competitors, managing objects, etc. The key functionality of the solution developed by AND Project is constantly being developed and supplemented. Now we can say that using this solution and integrating it into the company's IT environment can become a serious tool in helping those departments that work closely with customers.

Biography

Vladimir was born in Leningrad.

Education

In 1984 he graduated from school number 107.

In 1994 he was educated at SPbGASU.

Career

From 2003 to 2005 he worked as a product manager at Crystal Service.

In 2005 and until 2006, he worked as deputy director of Ascod.

From 2006 to 2013, he worked as the head of the CRM department at TOPS Consulting.

From 2013 to 2015, he worked as Commercial Director of TOPS Consulting.

In 2015, he received the position of Deputy General Director, Head of Microsoft Division in "Consyst Business Group."

On June 27, 2016, Vladimir Tarasenko worked as Deputy General Director of Consyst Business Group.

2020: TADviser interview

In November 2020, Deputy General Director of Consyst Business Group Tarasenko Vladimir spoke in an interview with TAdviser about how the needs of Russian companies for IT services changed in 2020. Read more here.

2022

As of November 2022 - Commercial Director of Consyst Business Group and Turbo (Consyst Business Group).

2023: TAdviser interview

In November 2023, Vladimir Tarasenko, Commercial Director Consist Business Group of "" (developer of TURBO solutions) spoke about how difficult it is to import substitution, SAP how "Consyst Business Group" came to understand and need to be a vendor ON and how the TURBO line is developing today. Read more here.

2024: TAdviser interview

Vladimir Tarasenko, Commercial Director of Consyst Business Group, vendor of Russian information systems TURBO (part of the product line of IT holding LANSOFT), talks about the current status of import substitution of software in Russian companies, key methods and approaches, as well as the future of domestic ERP systems. Read more here.