This presentation is aimed to showcase the differences in approach of System Integrator or Tech Solution provider and Agency. It is all about mindset. It also has a guideline to act as an agency and generate value for clients and self.

1. Paradigm Shift,
eCommerce SI to eCommerce Agency
Vatsal Shah
Business Coach, Mentor and eCommerce Enthusiast
@vatsalshah

2. Why this topic?
Most common desires of IT Outsourcing owners / System
Integrators,
a) To be Known, Profitable and get Enterprise Clients
b) CRR (Continuous Recurring Revenue)
c) Want Growth Hacking (hockey stick growth)
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3. Most are looking for the magic!
What makes other successful agencies what
they are.
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4. @vatsalshah - Pragmatic Consultancy
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14 Differences found,
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Attribute Tech Focused SI Agency
Focus Technology focus Client focus
Core strength Delivering tech solutions Drive profitable
solutions for client
What do they
empower?
Empower technology Empower brand,
process automation,
business
Generally found in Cost side or investment
side of client
They are part of value
creation

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14 Differences found,
5
Attribute Tech Focused SI Agency
Approach How to deliver
ecommerce project
scope given and let that
client grow
Customer-first
approach. They
validate and suggest
client strategies.
Pricing Cost-plus/Competition
based pricing model
Value-based pricing
model
Billing Scope-based/ resource
based billing
Various models –
includes success
incentives

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14 Differences found,
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Attribute Tech Focused SI Agency
Types of teams UI / UX, development,
integration, DevOps,
support, extension, etc.
+
Discovery
[consultation with
SME], ID, client
account management,
marketing, CRO,
managed services for
content

7. @vatsalshah - Pragmatic Consultancy
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14 Differences found,
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Attribute Tech Focused SI Agency
Hassle for client Client needs to deal
with multiple
organizations
One-stop service
provider
Ideal for Micro and small
merchants / retailers
Mid-large merchants /
retailers
Enterprise scale
organizations
Relations Transactional, project
and tasks basis
Trust based, long-term
engagement

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14 Differences found,
8
Attribute Tech Focused SI Agency
Key driver of the
project
Project manager Solution specialist,
SME, Client account
manager
Thinking Limited to platform and
surrounding
components
Think out of box and
use platform as a part
of overall solution
Sales Selling Technology –
FABV model of sales
Consultative Sales,
prescribing what is
right for the customer
like a doctor

9. It is all about
mind-set

10. It is a need of
Paradigm Shift
- a fundamental
change in approach
or underlying
assumptions.

11. Lets see,
Ways to cultivate agency culture
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12. @vatsalshah - Pragmatic Consultancy 12
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13. @vatsalshah - Pragmatic Consultancy 13
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Ways to cultivate agency culture,
3. Be clear about your WHY (Mission), Values – they will form
the DNA of the organization
4. See who has the “D” in your company
5. Love the eCommerce domain and add missing services
6. Have domain experts along with tech experts to drive value
for the customer

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Ways to cultivate agency culture,
8. Keep eyes on clients’ KPIs
9. Find and solve client issues before they find it
10.Find clients who understand and value this

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Why I said all these,
• Our mission - Being transformation and
enlightenment hub for organizations and people
• I want IT development companies, freelancers
and community to grow and create value for
clients and self

17. Big thank you to agency leaders
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Jitendra – Krish TechnoLabs Rahul - rtCamp Brent - Wagento Rameshwar - Ranosys
Tom - Divante Bharat – Monsoon Muliadi - iCube Karthik - DCKAP

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Thank You
Good is not good when better is possible
Vatsal Shah
Business Coach, Mentor and eCommerce Enthusiast
Twitter: @vatsalshah
Facebook: www.facebook.com/s.vatsal
LinkedIn: www.linkedin.com/in/vatsalshah
eCommerce Blog: www.ecomkeeda.com