Project ReportOn

KAM(Key Account Management)

By

Ruchita Agarwal (M-13-01) Arshad Khan (M-13-22) Nishant Kohojkar (M-13-24) Avinash Chandra (M-13-36) Madhur Sawant (M-13-43)

Chapter 1

Introduction

Overview:

Zeus Numerix is a computer aided engineering company which provides total solutions to engineering problems in the field of Computational Fluid Dynamics (CFD), Computational Electromagnetics (CEM), Computational Structural Mechanics (CSM), Dynamics and Controls.

Since 2003, Zeus Numerix has been providing quality services to customers in India and around the world. From relatively simple design optimization problems for industrial applications to end-to-end product design and development as well as high-end research for the Defense and Aerospace sectors, Zeus has delivered each time.

Zeus Numerix has developed numerous products in the field of Computational Fluid Dynamics, Electromagnetics, Structural Analysis and Corrosion. A modular approach was undertaken during the design phase so as to maximise the utility factor. While separate modules take care of the pre/post processing and solving, they are combined together to form the Expert suites, ideal for a complete end-to-end solution.

The softwares have been categorized according to their areas of application:

Engineering Area Expert SuitePre Processor

SolverPost Processor

Computational Fluid Dynamics

CFDExpert GridZ FlowZ ViewZ

Computational Electro - Magnetics

CEMExpert GridZ EMWaveZ ViewZ

Corrosion CorrosionExpert GridZ ElfZ ViewZ

CFD   |   CEM   |   Pre- and Post Processors

CFD

FlowZ CFDExper CFDExpert-Lite ZNTutor-CFD

CEM

EMWaveZ CEMExper

Pre- and Post Processors

ViewZ GridZ

Profile of KASP

Abhishek JainVP Strategic Partnerships at ZEUS NUMERIX

SummaryHe has worked in Zeus Numerix since it started. His first experience was handling a huge software and writing it afresh for better functionality. Second assigned work was to utilize exisiting engineering anaysis software to produce results for highly complex flow simulation problem. He has also worked in Computational Electromagnetics for RCS of UAV and sample objects. Some experience in Corrosion (ELFE) and wave guide also. After that he moved to marketing and have utilized my technical skills to understand Customer need and provide a suitable solution.

SpecialtiesSelling to Government clients, Technical need identification, Negotiations, Drafting agreement and MOUs, HR Management, Compressible flow analysis, cooling tower fan design, Missile Aerodynamics, coupled CFD+CEM flow.

Journey in Zeus Numerix

VP Strategic Partnerships at ZEUS NUMERIXFebruary 2012 - Present (1 year 10 months)He is involved in finding areas of common interest between companies and take it to long terms relationships.Chief Marketing Officer (CMO) at ZEUS NUMERIXAugust 2004 - February 2012 (7 years 7 months)He was responsible for technical understanding of the projects and customer acquisition

Chief of Marketing at Zeus Numerix Private Limited

June 2007 - March 2011 (3 years 10 months)His role was to understand the technical requirements of the customers and bring about a solution. Main areas of business are Aerospace, Nuclear, Defense, Construction, Heavy machuinery, Marine etc. Company provides services in Computational Fluid Dynamics, Stress analysis, electromagnetics, corrosion, acoustics analysis etc. Company also provides Design services for systems and subsystems. Company owns products in all above areas and is also able to customize the same for various needs.Technology Executive at Zeus NumerixAugust 2004 - June 2007 (2 years 11 months)Technology Executive at Indian Institute of Technology, Bombay2004 - June 2007 (3 years)He was involved in the simulation of high speed flows, automotive flows and computational electromagnetic (RCS, Wave Guide) along with extremely low frequency electromagnetics happening in corrosion

Brief about the Meeting with Abhishek Jain

The meeting was held at Conference room of Zeus Numerix on 9 th of November 2013. Abhiskek Jain being relatively young was cordial & informal to us. He had a very positive response to our questions and enthusiastically answered them.

Our conversation consisted of the various stages of negotiations that they go through and his foray from technical to marketing. He also provided us with information on how they identify a prospect as a key account and convert them into one.