The Presentation used for Nasscom Kozhikode. This is regarding how to move from Growth to Sustainable to Profitable business.

1. GROWTH, SUSTAINABLE
GROWTH!
Identifying the Gap!!!

2. Agenda
▷ Who Am I?
▷ Growth vs. Sustainable Growth
▷ Growth or Profitability? Difference
▷ Facing the Challenge
▷ Truth about Growth
▷ Knowing our Weakness
▷ Steps to Concentrate
▷ 24 – 48 – 60 Months
▷ Reason for Failure
▷ Projected Trends of 2017
▷ Segment wise spending
▷ Let us Interact (Q & A)

3. Who Am I?
▷ 20 years of Experience. Currently CBO
with TechAffinity Inc.
▷ Started as a Sales guy then transformed
into Operations guy
▷ Failed sales guy until first 6 months and
then top performer in the same year
▷ Handled 110 sales reps
▷ Started handling Sales, Delivery and
Operations
▷ Now responsible for not just growth but
profitability
▷ Hobbies : Blogger , Critic , Avid traveller
Anubkumar www.anubkumar.com

4. Growth vs. Sustainable Growth
▷ Mindset Matters
▷ Trend line to be used only to our limits
▷ Targeting the Growth
▷ Transition to Sustainable Growth

5. Growth or Profitability? Difference
▷ Leadership team for Growth
▷ Moving towards Profitability
▷ Balance the need with availability
▷ Reduce the availability to sink with the need
Acquisition of new clients
Better retention of existing clients
Increased productivity
Increased average fee size
Reduced overheads
Better utilization of working capital and other
assets
Other
Source: IFAC

6. Facing the Challenge
▷ Reality – Grow Slow and Die Fast
▷ Sustain Slow Growth
▷ Avoid Die Fast
▷ Top Down Leadership
▷ Defining Framework for Success
▷ Today is important to be handled
▷ Have Caution in Spending
▷ It is OK to afraid

7. Truth about Growth

8. Knowing your Weakness
▷ Not involving in Sales or fear to wear the Sales Hat
▷ Not taking proper advice
▷ Not giving importance to read the growth to profitability
at the early stage

9. Causes of Failure
Source: US Dept. of Commerce, SBA, Dun & Bradstreet

10. Steps to Concentrate
▷ Digital Marketing
▷ Automation / CRM
▷ Utilizing the available Open Source Tools to the maximum
▷ Scalability
▷ Right Technology to accelerate
▷ Avoid Vacuum in leadership
▷ Right Person for the right position
▷ Above all – Enough Capital
▷ Plan A with Path B and not Plan B

11. 24 – 48 – 60 Months
▷ 0 to 24 - To Take off
▷ 24 to 48 - Accelerate Growth
▷ 48 to 60 - Sustainable Growth
▷ 60+ Profitability
▷ What if you didn’t successfully cross this?
The best companies are not built on a single, infallible grand vision.
It usually takes at least 5 years to build a company to exit or profitability. They're built piece by piece, making
one user or customer at a time, getting to the next milestone and waiting for the next major opportunity to
reveal itself.
- Ilya Lichtenstein, Cofounder, MixRank
 Don’t say “No” quickly
 Go back to your existing customers
 Modify the Leadership team
▷ Beyond this, remember:
Murphy's law: Anything that can go wrong, will go wrong.
 Empower your next level guys
 Repeat the mantra “I can do this BUT not alone”

12. Reason for Failure
The biggest threat to innovation is internal politics and an
organizational culture, which doesn't accept failure
and/or doesn't accept ideas from outside, and/or cannot
change.

13. Projected Trends of 2017
▷ $116 Billion worth of Projects are
waiting for 2017
▷ Indian IT giants going to get $20 Billion
▷ American giants going to get $29
Billion
▷ European giants going to get $17
Billion
▷ The total come to just app. 50% ($66
Billion)
▷ The huge remaining 50% is going to be
split by other SME companies (app.
$50 Billion)
Source: ISG http://www.isg-one.com/
“The mind is a universe and can make a heaven of hell, a hell
of heaven” (John Milton).

14. Segment wise spending
As per Gartner’s report:
▷ Communications
▷ Media and Services
▷ Banking and Securities
▷ Manufacturing
▷ Utilities Market
Sweet spot to concentrate:
▷ Digital
▷ Gartner says. Driven by growth in software and IT services
revenue, worldwide IT spending is forecast to reach $3.5 trillion
in 2017, up 2.9% from 2016 estimated spending of $3.4 trillion..

15. Let us Interact (Q & A)
“Be stubborn on vision and flexible on journey.”
- Noramay Cadena

16. Thank you
See you!