Trans­form­ing your busi­ness

CRN - - EDIT OPINION - DHAVAL VALIA E-mail CRN Ex­ec­u­tive Edi­tor Dhaval Valia at

I n the cover story of this edi­tion, we have picked the theme of busi­ness trans­for­ma­tion. I have been strongly ad­vo­cat­ing the need for part­ners to re­model their businesses in keep­ing with the par­a­digm shifts that are hap­pen­ing in the tech­nol­ogy mar­ket­place. We have fea­tured eight part­ners who have charted their trans­for­ma­tion jour­ney and are al­ready tak­ing grad­ual but firm steps to re­model their businesses and or­ga­ni­za­tions.

Veeras In­fotek, over the past two years, ex­haus­tively sur­veyed 70 top cus­tomers and based on the find­ings charted a 5-year roadmap for it­self. It has de­cided to tran­si­tion to a out­come-based ser­vices model. The se­ri­ous­ness of the com­pany’s trans­for­ma­tion plans is ev­i­dent from the fact that it has in­vested ` 25 lakh to train em­ploy­ees to talk the lan­guage of busi­ness and not tech­nol­ogy, with their cus­tomers.

In­no­va­tive Tele­com and Soft­wares, which af­ter con­fronting di­min­ish­ing mar­gins in hard­ware in­te­gra­tion moved into al­lied do­mains like phys­i­cal se­cu­rity and in­tel­li­gent build­ing man­age­ment sys­tems (IBMS). In the past three years, it has im­ple­mented 15 IBMS projects and bagged some large phys­i­cal se­cu­rity projects—one of them be­ing the Su­rat Safe City project. In­no­va­tive has al­ready de­ployed two phases of this project worth ` 30 crore and buoyed by its suc­cess it is bid­ding for sim­i­lar projects.

Unity IT, is a trans­for­ma­tive idea where nine re­tail­ers with 14 show­rooms among them have formed a con­sor­tium com­pany. These re­tail­ers have con­verted their in­di­vid­ual show­rooms into a re­tail chain branded as U & IT. Vol­ume buy­ing, sin­gle-brand mar­ket­ing, and ex­panded ser­vice net­work have ben­e­fit­ted the re­tail­ers by pro­vid­ing higher growth and im­proved mar­gins. Hav­ing tasted suc­cess in the first six months, Unity IT is plan­ning a 100-store ex­pan­sion and ` 1,000 crore topline by 2017.

Once a hard­ware-cen­tric part­ner, Mukesh In­fos­erve, has to­day be­come ap­pli­ca­tion-cen­tric. It has emerged as SAP’s most-val­ued SMB part­ner, by build­ing 14 ver­ti­cal-spe­cific so­lu­tions on SAP and de­ploy­ing among 60 cus­tomers. In the process Mukesh has in­vested ` 3 crore de­vel­op­ing these 14 so­lu­tions and has a 40-mem­ber strong team of de­vel­op­ers and im­ple­menters—which demon­strates the com­pany’s con­vic­tion.

Re­gional dis­trib­u­tor Al­dous Glare, is a per­fect ex­am­ple of how to build a tele­com dis­tri­bu­tion busi­ness. The com­pany has built a ` 100-crore tele­com busi­ness in less than two years. by Prime AGBG, is a unique in­no­va­tion in how build an e-tail busi­ness around spe­cial­ized prod­ucts. The web­site floated one year ago is to­day sell­ing 100 dif­fer­ent solid state prod­ucts and clock­ing ` 40 lakh a month.

Hope­fully the trans­for­ma­tion jour­neys of the part­ners fea­tured here will in­spire you to draw up one of your own.

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