Birlasoft has pioneered a solution to manage Swap Data Repository (SDR) compliance initiatives with a proven solution connected to the world's primary DODD Frank compliant clearing house in the US; their specialized offerings in building an SDR solution and related applications can help organizations mitigate risk and improve transparency in financial reporting. Birlasoft has also brought on William B. Aimetti as a Strategic Advisor to provide significant value in integrated governance, risk, and compliance solutions and strategy for the capital market space.

1. BIZ. BUZZ...
Stop Selling and Start Delighting
It is the time for Sales in organizations to he is the only one who matters to us
re-design their Selling strategy and approach. ƒ Easy: Make the buying experience as
The Sales should create an experience that easy, simple and economical as possible
would make customers invite them into their ƒ Authentic: Make the buyer feel that he is
offices. Consultative Selling was the first step buying/getting the services from the trusted
towards this, especially in the IT Industry as source
it positions Salespeople as valuable advisors "Share valuable experiences with
and empowers Salespeople with more customers prior to any business being
knowledge to share with customers. But when transacted”. As they receive certain
buyers are able to obtain information through experiences from us, our customers need to
varied channels what they perceive as more feel that they cannot possibly acquire those
reliable sources, the role of Salespeople in experiences from any other place. The litmus
Nalin Agarwal
Onsite Delivery Manager the buying process has reduced to discount test is simple. How long would the buyer
providers. remember the experience he had with our
T
he wide use of social vehicles and When customer is asking for a discount, Salesperson? Generally Sales experiences/
reliance on informal channels for he is basically saying, “I do not see any interactions are uninteresting and forgettable.
purchasing decisions has brought about rational linkage between your price and the The rare ones are memorable to the point
a paradigm shift in the role of Sales. The value/services that you propose to deliver.” at which the customer feels he must have it!
days when Sales and Marketing could make Indeed this is the time when the Salesperson These Salespeople do not really sell, rather,
promises irrespective of their organization’s can enhance the experience enough to they educate, empower, engage, and
ability to deliver them are gone. Today justify the price. individualize.
customers are not only skeptical but are Following are the customer experience Experience is as vital as being educated,
also more vigilant and vocal. They voice design principles that Sales Leader ought to qualified or certified. A BRM (Business
disappointments through any available apply in the Sales process: Relationship Manager) and a Delivery
social vehicles and can potentially damage ƒ Educate: Provide customers with relevant Manager play a vital role in establishing
the future prospects of the organization. knowledge that makes them smarter a relationship and providing services to
With customers seeking experiential value, ƒ Engage: Demonstrate a personal under- a customer. In short, they create the right
exaggerated promises by Salespeople could standing of the customers' unique problems environment for the customer and help them
doom any organization because they may ƒ Empower: Provide customers with capabili- in making a right decision.
fail to deliver on the exceeded expectations ties they did not have prior to our Sales visit So let’s stop selling and start delighting as
they had set in the minds of customers. ƒ Personalize: Make the customer feel that there is no substitute for experience.
Birlasoft Pioneers with GRC Solutions in the Capital Market Space
G
aining an edge in BFS space, is flexible enough to accommodate the One of our key partners in driving the
Birlasoft has pioneered the solution dynamic regulatory landscape and can be GRC strategy in the Capital Market space
to manage Swap Data Repository integrated with the existing systems. would be William B. Aimetti who has
(SDR) compliance initiatives. A proven Birlasoft has developed a comprehensive been inducted as a Strategic Advisor -
solution with the world’s primary DODD and flexible framework to respond to both Birlasoft Americas. B. Aimetti would bring
Frank (Title VII) compliant clearing house in market dynamics as well as individual about a significant value and competitive
the US; the Swap Data Repository (SDR) organization’s requirements. Our specialized advantage in our integrated GRC solutions
solution facilitates an informed response to offerings in building Swap Data Repository and strategy.
compliance challenges across any highly (SDR), Swap Execution Facilities (SEF), The right level of risk management
regulated organization. large Derivatives Service Providers (DSP) capability can position the organization
A strong customized GRC offering is much- and Application Programming Interfaces for better economic returns, lower risk,
in-demand in the Capital Markets due to (API) will enable organizations to mitigate improved value and increased confidence
stringent regulation and monitoring of OTC risk, improve transparency in financial of the stakeholder and hence we are proud
Derivatives post Financial Crisis of 2007- reporting and enhance the organization’s to have a pioneering offering in this space
2010. The new Birlasoft’s SDR framework performance. which can yield that edge.
4 August 2011