Leading SMEs of India 2020

E - 7 Leading SMEs of India 2020 Experts' View we understand that there are two key challenges. Firstly, the customerwants to adopt technology but is unsure whether the technology partner like Itelligence would stick with them until they realize the value of technology that they have adopted. So, we have come up with the model of delivery called the ‘Managed Application Services’. In this, the customer will sign a contract for 3-5 years (instead of 6-8 months), in which we deliver a total package consisting of software, one time implementation services, managed services etc. This establishes long term commitment of Itelligence with the customer ensuring that the technology that the customer has adopted, delivers the value that has been planned for the customer. And this is how we ensure that the customer is successful. Secondly, since we are the leaders in the said technologies, we have a good foresight of what lies ahead in the future. So when we have such discussions with the customers, we share our long term vision of technologies such as how & why customers should adopt along with best possible duration that the customer can go for. This helps customer to see some quick wins which will make their organizations comfortable, achieve long-term gains and also gain satisfaction with investments that they have done. How has the COVID-19 pandemic impacted business? What are the strategies that the company has deployed to tide over the crisis? Like others, we were caught off- guard with the COVID-19 situation. Firstly, we were quick enough to adapt to this situation because we run our organization extremely agile and the decision making process in our organization is very dynamic. These aspects helped us address the situation very fast. Secondly, being a technology company, we use technologies to be online most of the time for our customers. For instance, video conferencing, remotely accessing our customer applications and remotely supporting our customers existed from the beginning. Customers have cooperated interms of trust, data protection and security compliance. Previously, the customers who were not in favor of remote working and wanted consultants to work on field, have now accepted that things can be achieved remotely, safely and quickly instead of wasting time over logistics. This is a positive change in business. However, the business development and sales activities faced few challenges in terms of cultural change along with face to face meetings with customers about convincing solutions & services of Itelligence over the competitors. Consequently, multiple meetings had to be conducted instead of a single meeting to convince the customers about capabilities and solutions of Itelligence. This process took some time, however, in the last quarter, the customers accepted the new approach and ultimately processes started falling in pace. What is the company’s growth strategy over the next 3-5 years? Providing end to end solutions to our customers has been our strategy for a while. There will be few additions to the portfolio from the previous year. The yearly additions is the result of the experience that we gather from the previous year. For example, for the next three years we are planning to provide shop floor to top floor integration solutions. Lot of discussions & initiatives have been taking place with the customers interms of SMART manufacturing and industry 4.0 solutions. In the beginning of 2020, we started to evaluate industry 4.0 solutions, created packages around these solutions, integrated those with ERP solutions such as SAP and created dashboard for customers which gives real time information about their plant and the transactions. This will be a road map for the future where we offer customers - product life cycle management, IOT and connected manufacturing. This is expected to differentiate us from the rest and deliver the required value to the clients in the future. Dun & Bradst eet