by Soumik Ghosh

Big is not necessarily better

Feb 11, 2016
AnalyticsBusinessChange Management

Disruption is not just a fancy word anymore. The disruption wave has swept over the IT realm, and is here to stay. And this makes the sales domain, previously propelled by talent alone, no exception. The who’s who from mid-sized companies discuss the best way to ride this wave.

Your digitization, cutting-edge research, and analytics is pretty much in vain if your mid-sized company’s sales team doesn’t hustle. A department, formerly sitting pretty on customer appeasement alone, has now woken up to concepts of digitization and analytics to makes sales more efficient and customer-friendly.

The roundtable, moderated by Raman Roy, CEO, Quatrro, who is better known as the “Father of the Indian BPO Industry”, is a founding board member of the “Indian Angel Network”.

The session was chaired by Henrik Ulsoe, VP and Chief Procurement Officer, KMD, Denmark; Pari Natarajan, CEO, Zinnov Management Consulting; and Uday Madasu, CIO, Jewish Board of Family & Children’s Services.

As the Chief Procurement Officer of the largest IT service provider in Denmark, Ulsoe believes that mid-sized demand a higher level of agility, especially procurement and purchasing process. “The idea is to simplify the procurement processes, and make it transparent,” he said.

Over the last two years, we’ve witnessed small or mid-sized emerging companies disrupting what big companies created over the last 100 years. Tesla, for instance. “Everybody in the value chain, be it Cisco, Oracle, EMC, or IBM want to play across the value chain. So, the value chain has started to converge, and to address that, you’ll have to work over a broader eco-system” said Pari Natarajan, CEO, Zinnov Management Consulting.

Mid-sized companies are caught in between the bigger and the smaller players. They have legacy processes, politics, and their change management is a mess. So, all problems you see in a large company are there in mid-sized companies,” he added.

Mid-sized manufacturing companies, the panelists believed, are willing to listen and experiment. The pot of gold at the end of the rainbow mid-sizers can look forward to is building the scale for accelerated growth, and the companies can be used as a test bed for disruptive technologies.


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