Paul Writer launches SAP Think Tank , 
Video interview series with Head of Sales highlighting best practices
Sameer Kaul
Chief of Operations
Metropolis Health Services Ltd.
On your organization’s approach from ‘selling to customers’ to ‘helping customers buy’…
If you traditionally see the way healthcare or any FMCG, sales has primarily worked on the concept of push, meeting your customers and trying to stimulate demand, building relationships. But the world is now evolving from an inside-oustide perspective to an outside-inside perspective. Inside-outside perspective was all about the the four ‘P’s of marketing – product, price, place, promotion and then the marketers would have that kind of a proposition and then they would go out and market and buy – that’s the traditional way. Today what one has to see is what are the needs in the market. The world is becoming more educated, especially India – 50% of the population is still young. So the idea is for more for an outside-inside perspective wherein you find out the needs of customers, you slice those needs and you look at opportunities within that kind of a context and then evolve your products around that. So instead of being inside-outside the need is to be outside-inside. To that extent – sales & marketing is to help customers to get more knowledge about the offerings that they have and then to adapt to this whole thing.
“So the idea is for more for an outside-inside perspective wherein you find out the needs of customers, you slice those needs and you look at opportunities within that kind of a context and then evolve your products around that.”
