The Hindu Business Line

‘We have in­no­va­tion, and ap­pli­ca­tions that are way more ad­vanced’

- MIRZA MO­HAMMED ALI KHAN Business · India News · Startups · Small Business · Tonga · India · Oracle · Oracle · Iceland

On a re­cent visit to In­dia, Fran­cois Xavier Le­clercq, Se­nior Vice-President, Busi­ness Devel­op­ment EMEA and APAC Ap­pli­ca­tions, Or­a­cle, spoke to Busi­nessLine about the mar­ket here, cus­tomers of Or­a­cle’s Soft­ware as a Ser­vice (SaaS), and the com­pe­ti­tion.

Ex­cerpts:

What has your ex­pe­ri­ence been in a mar­ket like In­dia?

In­dia is an im­por­tant mar­ket for us. A lot of things are hap­pen­ing in In­dia. We see dis­rup­tion and the need for many com­pa­nies in fi­nan­cial ser­vices, we see that in in­dus­try and man­u­fac­tur­ing, we see that in start-ups.

In a lot of mar­kets, there is a big de­mand for SaaS. We have been do­ing ex­tremely well in In­dia be­cause in the last twothree years, we have had more than dou­ble-digit growth in the mar­ket, specif­i­cally for our SaaS solution.

We are in a very good po­si­tion to get mar­ket share in In­dia. We are grow­ing at least three times more than our clos­est com­peti­tor in SaaS.

What is your go-to-mar­ket strat­egy here right now?

The top five con­glom­er­ates and four-five top pri­vate banks in In­dia are cus­tomers of our SaaS solutions. Many start-ups and uni­corns are al­ready us­ing our solutions.

We have some com­pa­nies in In­dia that are not us­ing Or­a­cle. But what we want to show them is that we have in­no­va­tion and a plat­form of ap­pli­ca­tions that is way more ad­vanced.

Our be­lief is that the com­pe­ti­tion is not yet at the (same) level in terms of breadth, com­plete­ness of suite.

All the an­a­lysts are see­ing Or­a­cle on top. We want to take care of our top cus­tomers and fa­cil­i­tate their move to the cloud.

OAnd what about small and medium busi­nesses?

We have two suites of ap­pli­ca­tions. One is for big com­pa­nies that are grow­ing fast.

We have an­other tar­get, which is to go af­ter the bot­tom of the mar­ket — the very small and mid-size com­pa­nies be­low $100 mil­lion in terms of rev­enue.

Some com­pa­nies are us­ing both — Net­suite for their small di­vi­sions, and ERP cloud at the head­quar­ters.

Thoughts on the com­pe­ti­tion in In­dia, es­pe­cially home-grown SaaS com­pa­nies...

I like the mar­ket where you have a lot of com­pa­nies in­vest­ing, and start-ups and home­grown solutions, be­cause it means there is a mar­ket.

The growth we could have in In­dia is linked to this. I think you have some choice for many solutions.

I be­lieve that in the SaaS solutions’ space, get­ting the cus­tomer’s per­spec­tive is very im­por­tant. I re­spect the home­grown solutions in the In­dian mar­ket.

But I be­lieve that if you are se­ri­ous about the busi­ness, if you want to grow in­ter­na­tion­ally or even in In­dia, and you start to have a lot of cus­tomers, you need some­thing which is very scal­able.

 ?? ZY FRAN­COIS XAVIER LE­CLERCQ ?? We have had more than dou­ble-digit growth in the mar­ket, specif­i­cally for our SaaS solution. Our be­lief is that the com­pe­ti­tion is not yet at the (same) level in terms of breadth, com­plete­ness of suite
ZY FRAN­COIS XAVIER LE­CLERCQ We have had more than dou­ble-digit growth in the mar­ket, specif­i­cally for our SaaS solution. Our be­lief is that the com­pe­ti­tion is not yet at the (same) level in terms of breadth, com­plete­ness of suite

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