our Method­olo­gies are Built Around Crack­ing the SMB Code

In an ex­clu­sive in­ter­view with Dataquest, Snehashish Bhat­tachar­jee, Global CEO and Co-Founder – De­nave, talks about how sales en­able­ment ser­vices play an im­por­tant role in mak­ing busi­nesses suc­cess­ful. As ex­perts who trans­form busi­nesses by gen­er­at­ing sal

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Be­ing there in the in­dus­try for over 18 years, how have you seen the sales en­able­ment ecosys­tem evolve?

We are amidst a dy­namic in­dus­trial land­scape where lever­ag­ing sales en­able­ment ser­vices are no more a choice. With time, the ecosys­tem has be­come in­creas­ingly com­pet­i­tive and or­gan­i­sa­tions now rec­og­nize sales en­able­ment as a crit­i­cal and manda­tory func­tion of their over­all sales strat­egy. It is a huge leap for us as we fit in this pre­cise scheme of things while en­sur­ing a seam­less sales op­er­a­tion with mea­sur­able re­turns for our cus­tomers. We are global sales cat­a­lysts and we fo­cus our en­er­gies on cre­at­ing and delivering dis­rup­tive sales so­lu­tions.

De­nave was founded 18 years ago to fill the gap be­tween strat­egy and ex­e­cu­tion by pro­vid­ing end-to-end sales en­able­ment so­lu­tions. We have cov­ered a lot of ground, and of course, there is a lot more to be done. We are lever­ag­ing lat­est tech­nol­ogy trends to en­hance our sales method­olo­gies and ul­ti­mately bring in a mea­sur­able busi­ness im­pact to our cus­tomers.

How does De­nave help cus­tomers achieve their sales goals?

90% sales strate­gies fail due to bad im­ple­men­ta­tion or gaps in un­der­stand­ing of the plan. An ac­cu­rate strat­egy needs a per­fect ex­e­cu­tion for it to re­ally qualify as a suc­cess story, which is where the sales process un­der­stand­ing fits in. En­ter­prises are in­creas­ingly be­com­ing aware of the im­por­tance of adopt­ing pro­cesses that will fill the gaps in their sales op­er­a­tions. With our sales en­able­ment ser­vices, we pro­vide com­pet­i­tive edge to our cus­tomers by:

Bridg­ing the gap be­tween sales au­to­ma­tion and de­ploy­ment by bring­ing in sales & ROI ori­en­ta­tion in all our tech­nol­ogy plat­forms

Fo­cus­ing on rev­enue max­i­miza­tion and in­cre­men­tal mar­ket share

Pro­vid­ing an en­hanced cus­tomer ex­pe­ri­ence by cre­at­ing an ef­fec­tive sales ecosys­tem and driv­ing part­ner readi­ness engines

Pro­vid­ing quicker re­al­iza­tion on ROI, there­fore driv­ing prof­itabil­ity

In­creas­ing the size of the pie by pro­vid­ing ac­cess to un­tapped po­ten­tial cus­tomer data­base (SMB seg­ment es­pe­cially in emerg­ing mar­kets).

What are the in­dus­try ver­ti­cals you are tar­get­ing? What so­lu­tions do you pro­vide them to suc­cess­fully ex­e­cute their ob­jec­tives?

Our clien­tele is a rich mix of For­tune 500 and in­dus­try lead­ing com­pa­nies. We are strongly present in the IT, ITES, Tele­com, E-com­merce, FMCG, Con­sumer Durables and Oil & Nat­u­ral Gas ver­ti­cals. How­ever, given that sales is a hor­i­zon­tal func­tion and is core to any busi­ness ir­re­spec­tive of the size and in­dus­try, we have a large play field. Our next tar­get in­dus­tries in India are Au­to­mo­bile and BFSI.

We cre­ate tools and pro­cesses for es­tab­lish­ing selling prac­tices through the en­tire value chain which drive in­cre­men­tal and op­ti­mal re­turns for or­ga­ni­za­tions. With com­pe­ten­cies such as Cloud Sales and Adop­tion, Geo­ex­pan­sion, SMB Pen­e­tra­tion, Rev­enue Max­imi­sa­tion, Cus­tomer Re­ten­tion and more, we cater tai­lor-made so­lu­tions to com­pa­nies across the in­dus­tries, glob­ally.

You have in­creased your pres­ence in the cloud-selling space. What are the dy­nam­ics of cloud selling arena?

In­creased global con­nec­tiv­ity, chang­ing mar­ket dy­nam­ics along with greater aware­ness lev­els, etc. have ac­cel­er­ated the rate of cloud adop­tion around the globe. As per some in­dus­trial re­ports, the global pub­lic cloud mar­ket will top $146 bil­lion in 2017, up from just $87 bil­lion in 2015 at a 22% com­pounded an­nual growth rate. Cloud adop­tion has re­vamped the in­dus­try in to­tal­ity and the new-age sales en­able­ment prac­tices have been in­stru­men­tal in driv­ing this trend.

With time, the cloud-selling dy­nam­ics have un­der­gone a trans­for­ma­tion and are fo­cused on im­prov­ing the ecosys­tem pre­pared­ness. In the cloud ecosys­tem, the buyer’s aware­ness is more evolved and there­fore it is im­per­a­tive to iden­tify part­ners who are pro­gres­sive and ready to adopt a con­sul­ta­tive ap­proach with cus­tomers. En­able­ment pro­grams in­clud­ing com­mu­ni­ca­tion en­gine, readi­ness en­gine and en­gage­ment en­gine are there­fore im­por­tant. Cus­tomer ex­pe­ri­ence of course needs con­stant nur­tur­ing, even in the post-sales stage since con­sump­tion will drive con­ti­nu­ity. The sales con­ver­sa­tion there­fore will need to be more ex­pe­ri­ence-based, than pure pitch-based. The knowl­edge and ex­pe­ri­ence in driv­ing con­sump­tion in this mar­ket is an ab­so­lute key to tar­get in­cre­men­tal and con­sis­tently grow­ing rev­enues.

How do you see the SMB land­scape evolv­ing?

The SMB seg­ment is un­doubt­edly the largest source of po­ten­tial rev­enue in any ge­og­ra­phy. Even if we re­strict our view only to India, the SMB sec­tor has the po­ten­tial to rev­o­lu­tion­ize the coun­try’s eco­nomic growth tra­jec­tory by grow­ing at a rate of 23% per an­num and out­pac­ing the in­dus­trial sec­tor’s growth rate by 7%. Hav­ing said that, it is also a seg­ment that re­mains largely un­tapped.

Over the years, we have de­vel­oped SMB mar­ket pen­e­tra­tion strate­gies lever­ag­ing lat­est tech­nol­ogy trends, to help com­pa­nies drive in­cre­men­tal rev­enue gen­er­a­tion from un­tapped SMB mar­kets. Our method­olo­gies are built around crack­ing the SMB code by build­ing an ef­fec­tive data­base strat­egy, iden­ti­fy­ing their pur­chase prob­a­bil­ity, strength­en­ing the propen­sity model, en­abling the part­ner ecosys­tem, driv­ing the pur­chase mo­tion and of course closed loop­ing the en­tire process.

—SNEHASHISH BHAT­TACHAR­JEE Global CEO and Co-Founder – De­nave

—SNEHASHISH BHAT­TACHAR­JEE, Global CEO and Co-Founder – De­nave

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