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Wednesday, 21 January 2015 00:00 - - {{hitsCtrl.values.hits}}
Hutch CEO Thirukumar Nadarasa
Having cemented their dominance in the sales force automation landscape with an envious list of top tier clients mainly in FMCG and Pharma industry verticals, they turned their focus to the much challenging telco vertical two years ago
In what is described as an ‘overcrowded’ market due to its fast-paced demand, the telecom industry in Sri Lanka has, under its umbrella a populace of 21 million necessitating its services has experienced a significant growth over the last decade. The close contending bodies drive fierce competition, which rings in to tighter operational margins that exert high pressure to sales departments to grow and maintain its customer base and service value.
In this context, the SFA solution from Axienta for the telco vertical was a much needed solution to meet these requirements and challenges. The solution links the key players – operator, distributor and rep enabling clear, fast, easy access to information which in turn translates to better service to consumers.
Axienta, specialising in the rapid development and deployment of mobile enterprise solutions, have focused on creating an easy to use productivity tool for the sales team. Providing real-time, accurate and highly actionable information, the solution helps telecom companies identify, manage and take advantage of every sales opportunity that comes their way by helping to keep track of the progress of the field sales force.
It generates accurate reports ranging from a birds-eye view of the sales operation as well as specific sales territories and, per sales rep in each geographical region. It also monitors trends in each region helping telecom companies understand what works well for each territory. Moreover, the tailor-made solution ensures the sharing of business critical information on demand, giving management the power of obtaining real time information to drive decision making.
Optimum market penetration and availability of products at outlets is key, be it SIMS, recharge vouchers, e-top-up to merchandise material. This will culminate in a more efficient and effective handling of the supply chain and distributor network, giving telecom companies a tremendous advantage in the market by providing an in-depth visibility of each of the individual distributor network.
Hutch was one of the telecom giants that recently commissioned Axienta to deploy a sales force solution for their organisation.
Speaking of this venture, Hutch CEO Thirukumar Nadarasa noted: “We requested proposals from a number of vendors but decided that Axienta was the best choice to help us deploy a system that supports our business development and growth. The solution they offered us fitted in well with the company strategy, its distribution structure and its objectives. The consultant working on the project was very flexible to our needs and took the time to understand the company’s operating model and assisted in developing a plan that increased the value we could provide to our end-users. The system was also architected in a way that would be in the best interest of the personnel using it and allowed us to gain insight and further expansion using it as a key tool for other internal operations.”
Owing to the success of Hutch rollout in Sri Lanka the system designed by Axienta was recommended to our counterpart in Vietnam. Thirukumar Nadarasa asserted.
Axienta CEO Manju Fernando also commented on the project and stated, “We are proud to note that our system has delivered many tangible benefits to Hutch. Having a brand name such as Hutch also contributes immensely to our profile. It was a pleasure working with them and we hope to deliver a similar system to their Vietnam office in the near future. “
