Mr Shaji Thomas (Chairman - BD) talks to Mr Raghav Mittal, Editor Engineering Watch discussing " THE JOURNEY FROM A TEACHER TO A MARKETER AND THEN TO FOUNDER “

1. Mr Shaji Thomas (Chairman - BD) talks to Mr Raghav Mittal, Editor
Engineering Watch discussing " THE JOURNEY FROM A TEACHER TO A
MARKETER AND THEN TO FOUNDER “

2. Mr Shaji Thomas was with Mr Raghav Mittal in Engineering Watch
Interactions.
• You have a very interesting thought in your mission statement,
“deliver beyond expectations”. How does ‘CampusCare’ deliver
beyond expectations?
See, there are different seekers in our methodology of working
which other companies cannot adopt, or, are difficult to adopt. As
far as we are concerned, this is our flagship product. There was
100% attention given to this project, which other companies cannot
do. Very big companies are unable to do it because it’s a
challenging process for them. Management is involved in each and
every project. So, we know what is going on in the institution, what
they require and what their expectation level is. We are trying to
meet their expectations through different levels of deliverables,
different level of supports and different level of post implementation
support.In most of the progresses what happens is, companies
deliver the things and go by. In our case, we have a feedback
system. So, we engage with the customer, engage with their usage
and engage with the actual expectations from the system.
• Out of the whole hallmarks of your product, like the product per se,
the timely and effective support, the kind of up-gradations and the
value-for-money thing, which one would you say is playing an
acceptance of Entab solutions?
Post-implementation support! That is the USP for us. Why, because
we are bagging the customer. One is our bagginess. Second one is
the time-bound execution of projects. If we are discussing a project,
first of all we see whether we can execute the project the way the
customer expects. Otherwise, we don’t take the project. If we can
take up the projects, we tell him, “this much time is required”.
Otherwise, we tell them that this much time is required for the first

3. phase and this much time we can utilize for the second phase of
implementation. In such a situation, we analyze the situation, we
divide the methodology in two phases, i.e., phase one and phase
two.So, the time-bound execution can be there. Lot of us are
defending to execute the entire system,A to Z, it is not possible. The
customer will not listen to things. Here, if you are not receiving, we
will be a failure.
• Having such a vast experience in the ERP implementation in the
education institutions, can the ERP be marketed more as an ‘off-theshelf’ kind of a product?
We are interested for ‘off-the-shelf’, but situation does not allow
us.Every institution is weak in functionality. We are trying for
maximum standardized systems for every institution, like CBSE Board
has introduced new examination system, so, some standardization
has come out in the exam process. Otherwise, every institution was
going for its own examination methodology. Similarly, every board is
doing this standardization process. Otherwise, we are interested for
the analysis system for every institution. In some of the cases, some
institutions fail to do that coordination; specially the fee collection
methodology. So, when customization will come, only then, in the
Indian scenario, the customer will accept that. Here we are able to
do the fine-tuning which is required for the institution, whether it is a
school, or a college or a university. Once that fine-tuning is not
there, there are off-the-shelf sales, there are multiple service
providers in the country. Sometimes, overseas multinational
companies are there, but they cannot cope up with the situation of
Indian scenario because they are not going to customize their
plans. They need to customize to continue to be used for future also.

4. • Not as a technological solution provider, but as an educationist
what are your personal views as educationists are concerned?
In that aspect, we can say the institutions can have almost same
aspects academically and financially. Even government of India lies
in releasing some common means of accounting system to
standardize the accounting system of the country, for getting some
standardized systems for higher education of country. So, that type
of initiation has not happened in the K-12 area. Most of the
institutions where we are serving, you can say, public schools, there
are individual managements. So, they have their own interest, so,
we have to fulfill their interest accordingly. So, we have to cater to
that.
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