What is your differentiating strategy as solution provider?

We started some years back in partnership with QAD for product called MFG/PRO in field of enterprise applications. At that point of time the market requirement was to get an integrated solution across tier one mid market segment. SMEs had none of them.

We have focused on it. Our strategy has been in niche areas where we are very strong. We believe that one software cannot work for everyone. The needs are different across industry and you need a different software. We strongly believe in scalability. Therefore whether you are a small or large player you should be able to use the same application. We believe in simplicity of the application to have better ROI.

Implementation time significantly differs from one project to other in the same segment. How do you do implement process benchmarking?

The first challange is to make a business case out of it. The customer needs to answer which is the first thing that he will do that will make difference to his business. You cannot do everything in one shot due to resource constraints. So you need to specify the modules that you will implement initially and on what locations.

Most people when they go through and enterprise application have a lot of concern about the work flow. Some people talk about paperless organisation but that does not ensure most efficient organisation. You got to take a whole business unit or a part of it to start automating and therefore cloning becomes very simple. In one of the automotive segments we did the first unit in nine months and thereafter the rest were done in four months.

Where do you see growth in enterprise application market?

In tier accounts not everyone has wall to wall extended supply chain visibility. The use of enterprise systems even in these companies varies from 10-80%. We do not differ in size of firm in our applications as they can be used in SMEs, mid market and tier one. Where we differ is in industry verticals. SMEs also want to be competitive and implement an enterprise system, therefore growth will come from this segment. They also realise that it can bring the efficiency to their process so they will implement it.