Mumbai-based IT development and consultancy provider Datamatics Limited has reported a revenue growth of 35 percent CAGR since 2002-03. This is largely due to the âValueâ strategy that the company has been following during this period.
The strategy involves an Account Management focus among the field sales and marketing staff, and an enhanced focus on developing technology strength in niche fast-growth segments like telecom, banking, financial services and insurance, manufacturing, and international organizations. Account management typically would comprise a field Business Development Manager, a Business Development Manager at Head Quarters and a key Delivery Head.
âThe only way to survive in this intensely competitive environment is to take a 'Value' strategy. This also puts us on to the challenge of creating value on a continuous basis. And it does not conflict with our vision of delivering superior business value,â said Pradeep Sen, Executive Director, Datamatics Limited.
The geography heads and BDMs have considerable experience in customer engagement in the various geographies we operate in. The Delivery Heads also accompany the pre-sales engagement and play a critical role in the Account Management team. The Account Management teams are formed for each key account and ensure continuity with the customer.
Detailing the process that the company follows in ensuring continued value delivery to customers, Sen said, âDue to our increased focus on delivering value to customersâ right from the pre-sales phase, we review our engagement and the extent of understanding we have of our clientsâ business objectives. At the more detailed execution stage, we try to specify the business results expected by the client, and further in our internal review, we assess whether the business objectives are being met. We then examine the amount of upside to the customer as far as value delivered is concerned.â