case study - saas abs experience jan07 09

Srikant RaoCo-Founder and CEO

Affordable Business Solutions

srikant.rao@abs.in

+91-98450 29010

www.abs.in

Effectively Delivering on theEffectively Delivering on theSaaSSaaS ModelModel

Effectively Delivering on theEffectively Delivering on the SaaSSaaS ModelModel

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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

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Build Partner Ecosystem : Do not try to be “everything to everybody”Focus on your key strengths / corecompetencies

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

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Targeting New Prospects Introductions by existing customers at the CXO – level is criticalCold-calling/ Tele-sales not effectiveAddress SME Clusters for scalability and reach

Customer Acquisition Sell Top-down Lead with Business ConsultingDemonstrate only pre-packaged solutions

by industry verticalDemonstrate Domain Expertise

Accelerate Deployment :Avoid customization – highlight rapid replication advantages

People :Hire based on functional experience and attitude Inculcate “service-oriented” mindsetOffer growth path to associates on entrepreneurial model

Partnerships : Build and leverage partner eco-system

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