5. RAVINDRAKINI B
• Associate Member of Institute of Cost &
Works Accountants of India
• Centre for Development of Telematics :
• Finance Executive
• ANZ Information Technologies
• Head of Finance
• AT&T/ NCR Corporation :
• Financial Controller, India Operations
• Ampersand Software Applications
• Chief Financial Officer
• EAI Technologies:
• Director
• Affordable Business Solutions :
• Co-Founder and COO
5
6.
7.
8.
9.
10.
11. Build Partner Ecosystem :
Do not try to be “everything to everybody”
Focus on your key strengths / core
competencies
Think “Service” not “Software”
Move beyond solutions/ frameworks
Relentlessly focus on :
reducing time to market
reducing time to deliver
reducing costs, and
improving service levels
11
12. Targeting New Prospects
Introductions by existing customers at the CXO – level is critical
Cold-calling/ Tele-sales not effective
Address SME Clusters for scalability and reach
Customer Acquisition
Sell Top-down
Lead with Business Consulting
Demonstrate only pre-packaged solutions
by industry vertical
Demonstrate Domain Expertise
Accelerate Deployment :
Avoid customization – highlight rapid replication advantages
People :
Hire based on functional experience and attitude
Inculcate “service-oriented” mindset
Offer growth path to associates on entrepreneurial model
12
Partnerships : Build and leverage partner eco-system