A tale of Business transformation
Today, digital transformation is the key to success for any business and every organization is gradually becoming a digital business. So it is becoming essential for solution partners to embrace digital transformation as they are the enablers for other businesses who are undergoing or aspires to go through digital transformation journey.
“Someone has rightly said “change begins at home”, as a premier systems integrator it becomes imperative to our success that we transform business operations to our advantage. The real differentiator lies in adopting and implementing the technology innovations in our ecosystem,” says Tarun Seth, MD, Hitachi Systems Micro Clinic.
Further Vipul Datta, CEO, FutureSoft Solutions says, “Today, every business is, in part, a digital business. FutureSoft Solutions is adopting a way to transform traditional business models and processes by the spread of new digital technologies and the rise of new disruptive threats.
In order to adapt and thrive, we act as leaders who think strategically and harness each wave of digital change to create new value for customers and new opportunities for our business.”
Partner’s journey of Digital Transformation
It is imperative to understand the importance of digital transformation and realizing the fact solution partners have also embraced it, as they also realized that it will led their business towards success and help them to serve customers better.
“Digital Transformation is the key for organisations, no matter their size and type of business. At Arrow PC Network we leverage technology to make our processes efficient for business planning, execution and services. We ensure to utilise the technology tools at each layer to keep it secure and to maintain healthy returns on investments,” states Gurpreet Singh, Managing Director, Arrow PC Network.
Talking about the benefits of digital transformation in his own organization, Tarun Seth of Hitachi Systems Micro Clinic mentions, “Digital transformation has enabled better employee collaboration, increased resilience and helped in data driven decision making in our organization. Our continuous drive to consolidate company processes and operations has unlocked the potential to engage with our customers and deliver solutions that create value.”
On similar lines Manasi Saha, CEO, Macaws Infotech says, “Digital transformation is the force that moves businesses forward. Digital transformation enables Macaws to become much more focused and productive by sharing cloud / app data and integrated processes so that they are connected, regardless of whether they are physically together or apart.”
Elaborating on the reasons for adopting digital transformation, Amarnath Shetty, MD, LDS Infotech highlights, “For us the key drivers for digital transformation was to increase profitability, customer satisfaction, and faster go-to-market. We were focus on improving the experience of our customers at the same time take care of their revenue growth and also to build a unique differentiation, and reduce costs.”
Digital transformation has helped Pentagon System and Services to not only offer better customer experience but also it increases employee productivity. The company is still under transformational phase with an approach towards upskilling employees.
“Digital transformation not only helps you to grow your business by better customer experience it also helps in improving employee productivity as well. We do consider digital transformation as platform to enable our customers scale their business and operations.
We are also undergoing a transformational phase of running our business and our approach in upskilling ourselves,” says Sairaman Mudaliar, Director, Pentagon System and Services
Capitalizing on digital transformation solution partners are developing new products, services and business models to prosper in this digital era.
“Through digital business strategy, we focus on how executives can innovate new strategies and business models for FSPL ((FutureSoft Solutions Pvt. Ltd.), to thrive in the digital age. We are in capacity of integrating digital technologies in many stages of our corporate functions and hold ability to engage with customers by taking advantage of digital innovations.
FutureSoft also works on developing new products, services, and business models for our digital customers. Developing platform strategies to capture value beyond our own products and services is also an essential aspect. New perspective that we are aiming to work on is building a test-and-learn culture to Accelerate Innovation, Think like a Disruptor, and Assess the disruptive potential of our new business models,” explains Vipul Datta of FutureSoft Solutions.
Similarly, Vikas Bhonsle, CEO, Crayon Software Experts India says, “Crayon's core business has always been a client centric approach using Software Asset Management (SAM), as its key GTM (go to market) to provide optimal license offerings for our clients, compared to more traditional software resellers. Due to growing IT complexity and the evolving digital transformation driven by Cloud Technology - SAM and Consulting Services have increasingly become the focus area for Crayon, in addition to Software Licensing. Although Crayon is a "one stop shop" where both software and services are offered seamlessly to clients, the Group operates internally with two main business divisions - Services and Software.
Both business divisions, Services, and Software are equally important to Crayon's business and complement each other to make Crayon a full service IT advisor throughout the entire IT value chain - whether it's to software vendors / and or customers.”
Preparedness & Latest Technologies
For Hitachi Systems Micro Clinic organizations should contemplate three-sixty-degree perspective while gearing up for transformation which includes, people, processes and customers.
Tarun Seth, of Hitachi Systems Micro Clinic further adds,“We are leveraging the business intelligence to optimize strategy and pulling together data to help drive the transformation. Furthermore, organization wide implementation of collaborative technologies to boost employee productivity and teamwork. Emphasis on the customer experience by augmenting our managed services twenty-four by seven with advanced NOC and SOC solutions,”
The major strength of Crayon Software is AI and it has invested majorly to take AI practices from delivering proof-of-concepts to developing and implementing real-life applications. The company will continue to expand its AI capabilities.
“Our AI practice has always been the bedrock of innovation and inspiration. Over the past few years, we have invested significantly in taking AI practices from delivering proof-of-concepts to developing and implementing real-life applications. We pride ourselves on showcasing that our projects exemplify beyond-the- hype AI that creates true business value. We’ll continue to expand our influence in emerging technologies by establishing a number of AI centers of excellence hubs in various geographical locations. This year Microsoft recognized our expertise by choosing us as the best in the world when it comes to AI and Machine Learning,” remarks Vikas Bhonsle of Crayon Software Experts India.
FutureSoft Solutions is garnering benefits with digital transformation. It has brought growth for the company with new opportunities.
“Through Digital transformation, FSPL (FutureSoft Solutions Pvt. Ltd.) has been able to reap benefits including the improvement of the organisational processes, customer value propositions enhancement, the improvement of quality of customer services, the achievement of customers engagement, the reduction of costs of products or services, the increase of innovation, competitive advantage, customer retention, and the improvement of customers' experience.
Digital transformation has brought a growing impact on FSPL, by way of offering new and prolific opportunities to participate in the global economy. FSPL as a Consulting, Technology and Next-generation system integrator have capitalized on the power of innovative technologies like Cloud, IoT, eSign, PKI, Process Automation, HCI, Surveillance, considering Next-Gen solutions are being developed with the nexus of these forces,” mentions Vipul Datta of FutureSoft Solutions.
“We identified opportunities to address specific problems within the firm and framed them in a way where a digital solution can be implemented.
Staying ahead of the competition, and aligning people, data, and technology were our prime focus and in order to do at the organizational level we had to ensure training and changes where imparted in the form of people and processes. Navigate the legal and ethical considerations that surround digital business practices, such as privacy and data protection.
We have adopted many technologies based on cloud in that the Azure cloud platform is used to leverage services on AI, Big-Data and also we moved our mailing solutions to cloud,” says Amarnath Shetty of LDS Infotech.
Manasi Saha of Macaws Infotech explains, “Digital transformation is not just about technology. We can say that it’s based on three fronts, namely:
• People – Hiring new talent is just the beginning. The structure and culture of the organization are equally important in successful digital transformation projects.
• Business – The right business strategy can drive internal process digitization and the development of newbusiness models.
• Technology – Emerging technologies such as AI and IoT, as well as key technologies such as data management and analysis, cyber-security.”
PSSPL believes in acquiring right and newer skills as well as resources. The company has always indulged itself in offering new technologies.
“Technology is getting renovated in a rapid pace and the business are getting disrupted every day. We at PSSPL (Pentagon System and Services Pvt. Ltd.) believe in the philosophy of acquiring right and newer skills as well as resources in line with our customer obsession approach. Since our inception as a solution provider, we have been adding new technologies in our portfolio. We have been constantly upgrading ourselves and adding newer skills in solutions like hyper conversed, cloud, AI, ML and security services to make the business of our customers operate smoothly,” explains Sairaman Mudaliar of Pentagon System and Services
Softline Services is into helping customers in their digital journey and the company believes that unless it is on that path, it will be extremely difficult to advocate the benefits of what a digitally transformed organization can achieve today.
“Like I said earlier– unless we internally take those important steps in all aspects, be it people, process and our market offerings we are destined to be left behind in our quest to become one of the significant digital transformation solution providers in the country. Few key areas where we have adopted some of the latest technologies are our end to end are End to End HR management, Finance & Accounting, Helpdesk, IT & Business Support, etc. Some of the use cases of BOT’s are an outcome from our own technical teams ability of using solutions on cloud to transform their workplace,” says Himangshu Baruah, Director – Marketing, Softline Asia
Dhirendra Khandelwal, MD, E Square System & Technologies explaining about the preparedness for digital adoption says, “We develop a unique approach that reduces the gap between strategy and execution so that there’s a definite path to a unified architectural approach for IT and subsequent agile execution. We follow three simple steps to assess the future path for digital transformation which is
Identifying Your Digital Transformation Objectives
As you progress from strategy to implementation, it’s significant for the strategy to match targeted organization objectives. Transforming business processes to cut costs, improve productivity, and integrate supply-chain partners. Streamlining service management to diminish complexity, solve issues beforehand, gain visibility and control over assets.
Which Technology Enablers to Use
We use the next generation of enablers including intelligent automation, human-machine collaboration, IoT, mobility and cybersecurity. Taking a complete view across all these enablers can benefit to exploit business benefits and streamline business value for the organization in the years ahead.
Visualize the Future Platform for Digital Business
Based on our organization’s strategies, we selected powerful combinations of these technologies to realize organization outcomes such as refining the digital customer experience, transforming business processes, improving infrastructure, simplifying management, and applying an efficient cybersecurity defense.”
Talking about the focus of the company in their digital journey, Suresh Ramani, CEO, TECHGYAN reveals, “Every Organization, irrespective of its size, has a common thread of the employees spending more and more time in “collaborative” work – in meetings, on phone calls or answering emails. It is estimated that that this “collaborative” work takes up 80% of the employee time.
So our focus was on ensuring that we focus on the “Collaboration” piece and figure out how we can improve various associated processes to make this more seamless and less disruptive.”
Gurpreet Singh of Arrow PC Network discloses the new technologies adopted by the company and says, “We are using tools like CRM, ERP and HRM to maintain our business processes. We are using hybrid cloud to ensure the security, accessibility and manageability of the applications. We keep training our employees to keep pace with the changing technology landscape.”
Similarly, L Ashok, CEO, Futurenet Technologies discusses, “We have internal plans to have single dash board which display key metrics for internal monitoring. Also our customer information portal will provide holistic information about their services request and resolution. Entire development we have chosen open source over cloud.”
Every solution partner is unique in their own way and they have their own differentiating trait which makes them stand out of the crowd. In this competitive market every partner wants to offer unique proposition to its customers.
“Crayon Software’s strategy is based on a philosophy called SAM FIRST/ CLOUD FIRST. It’s an approach that is the foundation on which we help our customers embark on their digital transformation journey. It involves the investments Crayon Software has made in the arena of Software and Cloud Analytics through which it advises and consults customers on the fastest, most effective and pragmatic use of their software assets. It uses its expertise to do a deep study of their software estate, which in turns leads to a transformational adoption of the cloud. The entire process is brought to life through the INTELLIGENT CLOUD – a complete lifecycle management portal that enables and monitors and controls the customer’s Digital transformation journey. This strategy has paid rich dividends and continues to be the cornerstone of Crayon Software’s strategy in India. It sees itself as consultants with deep expertise in ushering the Digital Transformation revolution for its customers in India,” states Vikas Bhonsle of Crayon Software India.
FSPL is known for its vendor-agnostic process automation & optimization and flawless delivery of a project. The company is committed to absolute utilization of its customer’s investment in IT.
“We strive to be a technology expert obsessed with overcoming business challenges through impeccable use of ICT and bringing clients closer to turning their ambitions to achievements. We are renowned for our approach of vendor-agnostic process automation & optimization and ﬂawless delivery of a project. We have designed and implemented an internal review process to map each & every engagement FSPL has with their client and the same being reviewed periodically by their third party auditors. As a leading company, FSPL is committed to full utilization of client’s investment in IT, and hence all engagements with the client are mapped to a mutually agreed SOW/SLA, and each project delivery is reviewed in these mutual terms.
Three strong USP as an IT SME solution provider stand out as:
• Consumption Focused Approach – Ensure money spent is completely utilized
• Complete ownership – End to end Execution responsibility
• Vendor Agnostic Approach – We empower customer with at least 2-3 choice in each solution category and allow them to choose the best-fit & cheapest product to ensure certain ROI and low TCO,” describes Vipul Datta of FutureSoft Solutions.
Highlighting the differentiating factors Gurpreet Singh of Arrow PC Network says,“We are a highly motivated team, growing with values and we maintain integrity in relationships. We are highly adaptable and flexible in business. We are old enough to understand the challenges of our customers and young enough to take quick decisions and actions to deliver the high class solutions.”
“The key differentiating factors are providing personalised consultative services with cost optimal solutions,” mentions L Ashok of Futurenet Technologies.
Macaws Infotech well understands the requirements of its customers and serves them proficiently. Leveraging its 24*7 support, the company has good customer retention rate.
“Macaws Infotech is always first in adopting new cutting edge technologies and thus creates high quality of Solutions/Services with differentiation capabilities. We have the capability to identify the needs and serve our customers more efficiently than the competitors. Our customer retention growth is more than 98% as we are committed towards 24*7 support, which no other solutions provider provides. On top of that we are always first in eastern India to introduce new /evolving technologies in our customer place,” feels Manasi Saha of Macaws Infotech.
“Due to adoption of Cloud, new opportunities as well as challenges needs to be met by businesses. Many companies are struggling to innovate and expand due to fragmented technology landscape, constant product evolution, and changing consumer preferences. Our digital transformation consulting practice leverages a wide spectrum of digital technology products and solutions that we have developed as well as partnered with to improve product lines and services for our customer and thus enhance customer experience, enter new markets, and increase revenues,” Says Amarnath Shetty, MD, LDS Infotech
With an experience of 25 years, PSSPL is an early adopter of new technologies and create and add value to the market and customer needs.
“We have always believed in the consultative approach while serving our customers which has led us to the mark that we have made in the SI (System Integrator) ecosystem. As we are celebrating our 25th anniversary, it has also given us an experience of working with many customers and vendors though out their transformational journey. Being one of the early adapters of new and key technologies like cloud computing, hyper conversed infrastructure, cybersecurity and many more, we create and add value to the market and customer needs,” says Sairaman Mudaliar, Director, Pentagon System and Services
Himangshu Baruah of Softline Asia mentions the key distinguishing feature of the company which he has taken from Atul Ahuja’s blog on Digital Transformation, “At Softline India, we too went through the same grind, but to the credit of entire team, we didn't have to go through lot of hardship, as the team quickly realized be it the Cloud Transformation, Infrastructure Modernization, Cloud Security or Vulnerability assessments or even the new age business applications.
The capabilities team at Softline developed around the product and platforms (being offered), made strategic inputs and impact to the GTM initiatives. Not only were the customers seeing the impact, the principal and platform companies too took note of what we were bringing on the table and it made them an inclusive partner when it came to executing the GTM and strategies for success. What worked to the success and in favour, was putting in a place strategy and a GTM plan that made relevance and contribution to the customers and enterprises DT journey, rather than the TOP down approach where by the product and solution capabilities defined the GTM strategy.”
E Square System & Technologies emphasises on three factors – price, product and services. Elaborating on that Dhirendra Khandelwal of E Square System & Technologies says, “In any market, these basic three differentiation factor comes into play –
We recognize that every customer has a different price they would be willing to pay for your product. Segmentation and differentiation permit us to maximize the potential revenue by offering each segment a product at a different price.
Product differentiation may take the form of features, performance, value, and meet required specifications, or a number of other criteria.
Differentiation of service includes not only deployment and customer service, but other supporting elements of a business such as training, installation, and ease of communication.
“The good thing about Microsoft Teams Platform is that it is customizable. So the Microsoft Teams Platform used by us is totally different from the one which would be offered by some other partner. And since the five core services used by us are extremely useful across a large spectrum of organizations, it becomes relatively easy for us to show what we are doing with this Platform. So there is very little theory involved and cstomers can see for themselves the solution in action. And when any customers sees what we are doing , they immediately know and understand the value of the platform. We make a clear claim that our Platform will help them improve their productivity by about 20%,” boasts Suresh Ramani of TECHGYAN.
Digital transformation is all about inclusion of digital technology into all verticals of an organization. Realizing the fact that digital transformation is the key to success, partners are not lagging behind to adopt the transformation as they know it well that unless they are not updated it is difficult to serve customers in a better way.