India is one of the fastest developing economies, with the Micro, Small and Medium Enterprises (MSME) sector becoming an essential division. It not only provides large-scale employment opportunities at minimized costs, but is also co-competing with the larger industries, contributing to the socio-economic development of the country.
Abhijit Dutta, Head-Partner Sales Tally Solutions has had an exclusive interaction with ITNewsBuzz team. Edited excerpts:
ITNewsBuzz: What 3 important things helped Tally to become the leader in Indian ERP solution market?
Abhijit Dutta: One of the most important factors that has helped us reach where we are today, is our ability to constantly innovate technology for the SMBs (Small and Medium Businesses). Our passion is to offer products which evolve with time and meet the needs and requirements of this growing sector. Over 3 decades ago we started this journey, and even today the core philosophy is to empower businesses on a day-to-day basis and keep our customers happy. Another factor that has helped us is our understanding of the SMBs. We make constant efforts to understand the pulse of this segment, what challenges they face in their daily operations and resolving these challenges by coming up with the best possible solutions through our products. Lastly, our robust partner ecosystem with more than 1700 Certified Partners, 8000 plus active Associate Partners and a solid distribution network, helps us in staying ahead of the curve in terms of accessibility and customer serviceability.
ITNewsBuzz: What are some of the challenges that hinder the growth of this market?
Abhijit Dutta: There is no direct challenge I see in the growth of the ERP Solution Market; however, it will be important to ensure that we are quickly able to scale up and reach out to businesses with the right technology. This becomes even more critical when businesses have to fulfill their compliance responsibilities. Our focus has been on creating awareness for businesses on the role that technology will play in their daily lives. Going forward, SMBs will need to be aware of the consequences of non-compliance and this makes our role even more important.
ITNewsBuzz: Please shed some light on your ‘Tally Xcelerator’ Program? How it helps SMEs to grow in a competitive business environment?
Abhijit Dutta: The Tally has recently Tally Xcelerator (TX) Program was introduced to assist small and medium businesses by providing small and medium businesses consultancy services. The TX program is designed to promote the growth of innovative and highly competent SMEs in India. This is done by appointing partners called Tally Xcelerators, who extend business advisory services, playing the role of a coach, mentor or trainer, to not just for our partners, but also the small and medium scale businesses across the country. Businesses can interact with our highly skilled and resourceful TX partners who offer expertise depending on the requirements of the business. While a new business entrant may require funding and market entry, an established set-up may require assistance with new market penetration, change management, innovation and effective governance. Services like mentoring and coaching, better access to finance, better organizational culture and industry best practices to improve growth and productivity not only adds value to the business owner, but also instills a can-do spirit by building self-confidence and making a partner/businessman aware of his/her potential and competitive advantage in the market place.
ITNewsBuzz: What are your criteria for choosing TX Partner and how do you train them?
Abhijit Dutta: Tally Xcelerators are independent and experienced experts, who are equipped to offer practical help, advice and support in specific business areas that will help make a difference to business success. Currently, enrollment in the program to become a TX partner is by invitation only. The TX partners are selected after an internal selection process by Tally experts. Tally Xcelerators go through a series of induction and training from us and other master mentors to equip themselves and customize their offering to our partners and SMEs. Specific induction modules have been designed to provide relevant training to TX Owner, Lead Consultant, Coach/Trainer, Business Consultant etc. TXs have a platform to learn from their peer groups too.
ITNewsBuzz: How Tally encourages its partners for long-term association and to be more profitable?
Abhijit Dutta: Our partners have been our strength over the years. Some of them have walked this journey with us from the initial years of starting the company. They are our extended arms in the market. At Tally, we believe that we won’t grow unless our partner’s don’t grow. We plan their business, support their growth and help them achieve their aspirations.
ITNewsBuzz: What are the regions that you plan on/ are targeting for this program?
Abhijit Dutta: Tally Xcelerator is a Pan-India program and is not specific to any particular region. The program is aimed for small and medium businesses across the country. Any business looking for help or require assistance on a specific area of business operations or want to seek benefits of Services, can reach out to our TX partners. We do not restrict the TX partner to a specific region/zone. If a business in the South India wants to speak with a partner in the North India, they can do so.
ITNewsBuzz: What are your key focus areas ahead in terms of business expansion and relationship management?
Abhijit Dutta: The Key Focus area in terms of business expansion would be two folds –
- Ensure we make the maximum of our existing capabilities to leverage on the potential that lies in front of us.
- Build optimum capacity in terms of customer serviceability and reach.
We want to build key relationships in this journey, in fact we have already formed a few key partnerships in the past few months which we feel will add huge value in our offerings to the customers. We want to anchor all our relationships keeping our ‘Customer First’ philosophy as the pivot to drive mutual growth.