Effectively Delivering on the
SaaS Model
Srikant Rao
Co-Founder and CEO
Affordable Business Solutions
srikant.rao@abs.in
+91-98450 29010
www.abs.in

Effectively Delivering on the SaaS Model

RAVINDRAKINI B
• Associate Member of Institute of Cost &
Works Accountants of India
• Centre for Development of Telematics :
• Finance Executive
• ANZ Information Technologies
• Head of Finance
• AT&T/ NCR Corporation :
• Financial Controller, India Operations
• Ampersand Software Applications
• Chief Financial Officer
• EAI Technologies:
• Director
• Affordable Business Solutions :
• Co-Founder and COO
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Build Partner Ecosystem :
 Do not try to be “everything to everybody”
Focus on your key strengths / core
competencies
 Think “Service” not “Software”
 Move beyond solutions/ frameworks
 Relentlessly focus on :
 reducing time to market
 reducing time to deliver
 reducing costs, and
 improving service levels
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 Targeting New Prospects
 Introductions by existing customers at the CXO – level is critical
 Cold-calling/ Tele-sales not effective
 Address SME Clusters for scalability and reach
 Customer Acquisition
 Sell Top-down
 Lead with Business Consulting
 Demonstrate only pre-packaged solutions
 by industry vertical
 Demonstrate Domain Expertise
 Accelerate Deployment :
Avoid customization – highlight rapid replication advantages
 People :
 Hire based on functional experience and attitude
 Inculcate “service-oriented” mindset
 Offer growth path to associates on entrepreneurial model
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Partnerships : Build and leverage partner eco-system

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