SMART Technology Solutions
Sales Department · April 2026
Q1 2026
Performance
Review
January – March 2026
01   Q1 Results 02   Key Wins 03   Challenges 04   Q2 Plan
01
Q1 2026 — Sales Results at a Glance
Source: Odoo Sales Orders (2026 only, 125 orders) + Journal Items
Total Revenue (Invoiced)
SAR 6.53M
Includes SAR 3.25M from contract
subscriptions billed directly
Sales Orders Q1 2026
SAR 3.23M
125 confirmed orders — 2026 only
Q4 2025 carryovers removed
Gross Margin Achieved
SAR 1.46M
48.4% of Q1 Target
Target: SAR 3.00M
GM Gap to Target
SAR 1.54M
Carry into Q2
SAR 1,541,970 remaining
GM Achievement — 48.4% of SAR 3M targetSAR 1,541,970 remaining
Monthly Sales Orders Revenue — SAR
SAR 1,153,484
Jan
SAR 1,226,973
Feb
SAR 851,203
Mar
Revenue by Division — SAR
EduIT
1.42M
Business Applications
604K
IT Projects
544K
IT Solutions
428K
Sales
196K
Cyber Security
39K
02
Key Wins — Q1 2026
Top clients from Sales Orders Q1 2026 · 125 confirmed orders · SAR 3.23M total
Client 1 · EDUIT
Pilgrim Experience
EduIT
SAR 432,038
Recurring multi-division account: EduIT, Cyber Security & Procurement. Largest client by SO revenue.
👤 Mohamed Mostafa
Client 2 · IT PROJECTS
Petro Rent
IT Projects
SAR 382,797
Full IT infrastructure project for Main Office Building. Largest single-order deal of Q1.
👤 Feras Elhajah
Client 3 · EDUIT
Diriyah Co. (DGDA)
EduIT
SAR 305,586
Storyals license renewal. Strategic multi-year EduIT recurring account.
👤 Salsabeel Kamal
Client 4 · BUSINESS APPLICATIONS
Green Shield Ins.
Business Applications
SAR 268,194
Odoo implementation & licensing. Business Applications division.
👤 Shrouk Eldeeb
Salesperson Ranking — Q1 2026 Sales Orders Revenue
🥇 Mohamed Mostafa
SAR 943K · 54 opps
🥈 Feras Elhajah
SAR 610K · 32 opps
🥉 Shrouk Eldeeb
SAR 604K · 7 opps
Salsabeel Kamal
SAR 406K · 21 opps
Ahmad Sindi
SAR 263K · 26 opps
03
Q1 2026 — Challenges & Lessons Learned
3 external factors · 3 internal challenges · Each with Q2 corrective action
💳 Collections Alert: SAR 1,145,818 unpaid — DGDA SAR 306K · Jeddah Dev. Auth. SAR 214K · Pilgrim SAR 247K — assign dedicated collection owner per account immediately
🌍 External Factors
🌙 Ramadan & Eid Holidays
Reduced client responsiveness and decision-making for several weeks. Procurement cycles slowed across all sectors during Q1 2026.
→ Front-load April with intensive outreach. Plan Q3 activity around holiday calendar proactively.
⚠️ Iran–Israel War
Regional tensions caused budget freezes and delayed project approvals especially in government and infrastructure sectors throughout Q1.
→ Diversify pipeline into private sector and SME. Reduce single-sector concentration risk.
💰 Competitive Pricing Pressure
26 deals lost as "Too Expensive" (SAR 613K). Local competitors with lower-cost alternatives forced uncompetitive positions on key deals.
→ Build value-based pricing playbook. Lead with SLA guarantees, vendor certifications & SMART brand.
⚙️ Internal Challenges
👋 Senior Staff Departures — Multiple Departments
Senior staff across multiple departments left SMART during Q1 — impacting follow-up on existing client projects and weakening personal relationships that drive new business opportunities across the organization.
→ Assign relationship continuity owners per key account. Accelerate knowledge transfer across all affected departments.
📦 Q4 2025 Project Carryover
Team capacity was consumed closing Q4 2025 commitments, directly reducing Q1 bandwidth for prospecting and new pipeline development.
→ Separate delivery work from sales. Salespeople focus only on new deals — not project closeout.
📊 140 Lost Opportunities — SAR 2.09M
49 lost to no response (SAR 1.09M) + 26 too expensive (SAR 613K) = 54% of all Q1 losses. No structured follow-up process or pricing response existed.
→ 3-touch cadence Day 3→7→14. Monthly lost-deal review per salesperson.
04
Q2 2026 — Recovery Plan & Focus Areas
5 priorities to recover Q1 shortfall and grow the business
GM Target Q2
SAR 2,500,000
Revenue Target
SAR 9,500,000
Q2 Pipeline (25 Apr)
SAR 18,300,000
Q1 GM Shortfall
SAR 1,541,970
📊 SAR 18.3M in quotations sent as of 25 April 2026 — 52% close rate required to hit SAR 9.5M revenue target and recover Q1 shortfall
1
Prospecting
  • Assign 1 SP daily to Etimad — identify & distribute tenders
  • Target 5+ new accounts per month across Gov & Private sector
  • Build SAR 25M+ qualified pipeline to sustain Q2 and Q3
2
Vendor Relationships
  • Activate Cisco · Fortinet · HPE · Microsoft · Dell co-sell
  • Leverage vendor MDF funds for client workshops & proposals
  • Pursue partner-tier upgrades to improve margins & win rates
3
Achieve SAR 2.5M+ GM
  • Push SMART managed services, Cyber Security & Biz Apps
  • SMART-branded solutions as the key differentiator
  • Mandate 20% margin floor — track GM per deal weekly
4
Fix the Sales Process
  • 3-touch follow-up: Day 3 → Day 7 → Day 14 on every quotation
  • Proposal templates per solution track — 7 days down to 4
  • Bi-weekly pipeline review — escalate stalled deals immediately
  • Each opp must have next action, expected value & close date
5
CRM & Quotation Dashboard
  • Build live dashboard tracking every quotation: status, age & follow-up date
  • Automated alerts for quotations with no activity > 7 days
  • Weekly pipeline health report for sales management visibility
Q1
Q1 2026 Progress Report — Objectives vs. Achievements
Strategic initiatives · Actions taken · Results delivered
🏉 Q1 Objectives & Results
01
Workforce Expansion — Sales Trainees
In Progress
Objective: Increase sales trainees to at least 5 to support daily operations.
✓  2 new trainees successfully onboarded in Q1. Recruitment ongoing to reach the 5-trainee target.
02
Strategic Product Focus — SMART Solutions
Achieved
Objective: Prioritize SMART-branded products through active customer presentations.
✓  Focus successfully shifted to SMART product line — BOOX and Spark solutions actively presented in recent client engagements.
03
Market Presence & Lead Generation
Achieved
Objective: Increase participation in exhibitions and events to build a robust pipeline.
✓  Actively participated in multiple high-profile events including the Ministry of Defense Exhibition — enabling direct face-to-face engagement with key decision-makers.
⚡ Strategic Actions for Sales Growth
A
Client Outreach & Relationship Management
Delivered
Action: Increase on-site visits, cold calls, and proactive outreach to the 2024–2025 client base.
✓  Significantly increased the frequency of external client visits in Q1. Strengthened existing relationships and reinforced SMART’s market presence across key accounts.
B
Vendor & Partner Ecosystem
Delivered
Action: Strengthen vendor relationships to expand the approved supplier list and secure better credit terms.
✓  Conducted strategic meetings with key vendors and distributors:
Lenovo Hikvision Dahua Grandstream Redington EZ Order El Gamaz
📈  Outcome: Negotiations focused on improving credit facilities and streamlining supply chain agreements to support larger-scale operations.
SMART Technology Solutions
Q1 2026 — Summary Scorecard
📊
Revenue SAR 6.53M  ·  Sales Orders SAR 3.23M (125 orders, 2026 only)  ·  Gross Margin SAR 1.46M = 48.4% of SAR 3M target
⭐
Top client: Pilgrim SAR 432K  ·  Petro Rent SAR 383K  ·  Top SP: Mohamed Mostafa SAR 943K / 54 opps  ·  EduIT #1 division SAR 1.42M
⚠️
Ramadan + Eid  ·  Iran war uncertainty  ·  Multi-dept senior departures  ·  140 lost opps SAR 2.09M  ·  SAR 1.15M unpaid orders
🎯
Q2 Targets: GM SAR 2.5M  ·  Revenue SAR 9.5M  ·  Pipeline SAR 18.3M  ·  5 focus areas: Prospect · Vendors · SMART Products GM · Sales Process · CRM Dashboard
Thank You
Open for Questions & Discussion
Q1 2026 Sales Department  ·  SMART Technology Solutions April 2026
www.smart.sa