CDC Software— that has so far worked with tier-1 partners, is now scouting tier-2 partners to expand base in the tier-2 cities across India.
The company that has offerings in CRM, ERP, manufacturing, e-commerce, supply chain management, global trade management, etc, is looking to further penetrate the BFSI and the FMCG segments, besides explore Greenfield opportunities in the telecom and the retail segments, and the SMB customers. It has also started investing in the cloud.
The company has acquired 22 customers in the BFSI segment in the last four years for its flagship CRM offering named Pivotal CRM. Some of the names include New York Life Insurance, TTK, CIBIL, Bharti AXA Insurance, Federal Bank and CIBIL etc.
“A large bank has deployed licenses of our Pivotal CRM for over 5000 users. We are in talks with another large bank for deploying Pivotal CRM for a much larger user base. We provide a 360 degree view to the customer, and expertise in customer service. That is our USP,” said Nagaraja Prakasam, MD South and Southeast Asia (SSEA), CDC Software.
Nagaraja explained the concept. A person can have multiple accounts with a bank. He could have a salary account, a life insurance account, a savings accounts, etc. What Pivotal CRM does is it integrates all the data, and provides a unified view of the customer for the managers enabling them in tapping the customer better. So for example, if the customer is unhappy with a particular service in the account, the manager can start the conversation with that particular pain-point and gradually pitch for other services. Not only has he retained the account, but also sold value-adds to the same customer.
CDC clocked $200 million globally last fiscal. Pivotal CRM contributed 40 percent of the revenues, followed by ERP at 30 percent. “India is the third fastest growing country for us (after US and France), and has consistently contributed double digit growth over the last couple of years. The opportunities in the country are immense, and hence we have decided to go indirect.”
The company currently has seven partners for Pivotal CRM, and one each of ERP, TradeBeam (a cloud offering, TradeBeam is a global trade management offering, and CDC Factory (automation). Plans are on to sign on four more partners by 2012 end.
“We want dedicated partners who would invest in technology and trainings. We are working at an advanced level with partners such as Bengaluru-based EDS Technology and Ahmedabad-based UMG. With UMG, we are building templates of community cloud for glass manufacturers,” Nagaraja said.
The company would also leverage Avnet Technology Solutions’ Solutions Path ISV Acceleration for opportunities in remote services and virtualization. The duo would announce collaboration soon.
Nagaraja said, “We would bundle our applications on top of infrastructure software. We would work with 150 Avnet resellers across the 12 cities (where Avnet has a presence). Our go-to-market approach would be vertical based.”
Source:crn