Définition et implémentation de la stratégie commerciale pour le nouvel outil de dématérialisation et d'encodage automatique des pièces comptables, dénommé Atlas

Abstract

The reason why GCP Consulting creates Atlas Solutions was at first to improve the effectiveness of its fiduciary but after the will has grown to want to commercialize the product to other accounting offices in order to guarantee a regular income for the company. Atlas is a software for dematerialization and automatic encoding of accounting documents developed by GCP. The mission entrusted to me was to define the commercial strategy for this tool.

At first, I had no idea of what the market of the accounting profession was but after various researches and a quantitative analysis, I was able to learn more about it and I was able to notice that it was a market that was evolving with the emergence of new technologies. In addition to the understanding of the market, the understanding of the Atlas tool was an important element in the project because I was able to realize beyond its technical aspects that it could be difficult to set up this kind of software even if it has many advantages. The changes that Atlas induces in the work process of the fiduciary are a barrier that can be neglected. Indeed, one of the biggest difficulties in this project was to convince the fiduciaries about the need of digitize their process because I had realized that the profession of accountant is a profession in which there is a strong “paper culture” and that it is strongly attached to its work habits.

I had enough information to determine the different elements of the Business Model Canvas in order to create a commercial strategy that would be set up for Atlas service. I believe it is essential to adopt a service marketing strategy to ensure that GC Partner positions itself as competitively as possible. The essential element of this strategy is, of course, the value proposition of Atlas that allows highlighting its various advantages. The business plan enabled us to find the break-even point and to set the objectives that had to be reached in order to generate profits.