Who We Spoke to?
Top IT decision-makers at
well-known companies
• Adhunik Group
• Apeejay Surrendra
• Bangalore Internatio...
What kinds of start-ups are we are seeing…
3%
15%
82%
App Development & Deployment
Infrastructure solutions
Application So...
..and are at an early stage of evolution in the
enterprise start-up ecosystem
9%
6%
49%
27%
9%
More than 6 years
4 to 6 ye...
Enterprise IT buyer perspective…
1. Few enterprise functions are currently world class in
terms of technology adoption
2. ...
How IT Savvy are Business Units?
3.8%
4.7%
7.4%
9.1%
9.3%
9.4%
10.2%
11.5%
16.0%
16.4%
Other departments
Admin & Facilitie...
Which Departments Need Innovative Solutions?
63.2%
65.3%
72.0%
72.1%
73.6%
78.0%
78.8%
80.7%
81.6%
81.8%
89.7%
Manufacturi...
What Tech Trends are ITDMs watching?
53.0%
56.1%
57.0%
60.2%
69.8%
72.9%
73.2%
75.6%
77.5%
79.3%
80.9%
86.4%
Use of person...
How do ITDMs Select Solutions?
41.4%
51.1%
55.1%
55.6%
56.7%
58.4%
63.3%
64.4%
65.6%
74.4%
76.7%
77.8%
Customer references...
Will ITDMs Give a Start-up a Chance?
13.6%
26.1%
60.7%
63.6%
65.2%
Invest in a full implementation of the solution
Invest ...
CEOs creating enterprise solutions say….
1. There are elements of „India advantage‟ in the cost of
development, implementa...
The India Advantage for Enterprise Solutions
12.2%
30.3%
45.5%
51.5%
54.5%
60.6%
60.6%
63.6%
63.6%
63.7%
72.8%
72.8%
78.8%...
Target Markets for Enterprise Solution Start-Ups
9.10%
9.10%
12.10%
12.10%
18.20%
21.20%
24.20%
39.40%
60.60%
72.70%
SAARC...
Which Business Units Will Benefit from the
Enterprise Solutions?
12.10%
12.10%
18.20%
24.20%
24.20%
33.30%
33.30%
45.40%
4...
The Most Important Skills for a Start-Up
2.6
2.7
2.9
3.3
4.2
5.2
Customer service
Delivery & Implementation
Engineering ma...
Hurdles in Selling to an Enterprise?
3.00%
6.10%
9.10%
15.20%
24.20%
30.30%
30.30%
33.30%
45.50%
51.50%
54.50%
69.70%
Iden...
Questions for discussion…
1. Is there any „India advantage‟ in creating product companies from
India? If so, where does it...
Enterprise product startups from India
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Enterprise product startups from India

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  • * Over 50% of the respondents are from companies larger than Rs 1000 cr in annual revenues
  • Nearly one-half (48%) of the respondents have an in-country (India) job scope About over one-quarter (31%) of the respondents have a global technology mandate
  • Enterprise product startups from India

    1. 1. Who We Spoke to? Top IT decision-makers at well-known companies • Adhunik Group • Apeejay Surrendra • Bangalore International Airport • Essar Group • BPCL • LG India • Mahindra & Mahindra • Reliance Life Insurance • Texmaco • Welspun Group Start-up companies at various stages of evolution • Barksteel Systems • Covacsis Technologies • Logistimo • MobileOne India • Moxtra • Rezopia • RsalesArm • Seclore • Unmetric • WittyParrot We have interacted with 300+ product companies last year in the enterprise solution eco-system EXAMPLES
    2. 2. What kinds of start-ups are we are seeing… 3% 15% 82% App Development & Deployment Infrastructure solutions Application Solutions Source : Helion analysis
    3. 3. ..and are at an early stage of evolution in the enterprise start-up ecosystem 9% 6% 49% 27% 9% More than 6 years 4 to 6 years 2 to 4 years 1 to 2 years Less than 1 Year Age of Company 6.0% 15.2% 21.2% 27.3% 30.3% More than 100 people 51 to 100 people 26 to 50 people 10 to 25 people Less than 10 people Employees As per Helion data, ~85% companies are in the seed to early stage
    4. 4. Enterprise IT buyer perspective… 1. Few enterprise functions are currently world class in terms of technology adoption 2. Customer facing functions and IT are likely to derive the maximum benefit from new solutions 3. Mobility and related activities top the enterprise agenda 4. Reliability and support are the key concerns in purchasing solutions from early stage businesses 5. Most IT leaders are willing to evaluate solutions from young businesses, but hesitant to buy
    5. 5. How IT Savvy are Business Units? 3.8% 4.7% 7.4% 9.1% 9.3% 9.4% 10.2% 11.5% 16.0% 16.4% Other departments Admin & Facilities management Supply Chain HR & People management Marketing & Business Development Sales Finance Planning Service Delivery Manufacturing Note : Represents % of respondents who thought functions were world class
    6. 6. Which Departments Need Innovative Solutions? 63.2% 65.3% 72.0% 72.1% 73.6% 78.0% 78.8% 80.7% 81.6% 81.8% 89.7% Manufacturing Other departments Admin & Facilities management Planning Finance Sales HR & People management Marketing & Business Development Service Delivery Supply Chain Information Technology (IT) Note : Represents sum of most likely and somewhat likely responses
    7. 7. What Tech Trends are ITDMs watching? 53.0% 56.1% 57.0% 60.2% 69.8% 72.9% 73.2% 75.6% 77.5% 79.3% 80.9% 86.4% Use of personal clouds by employees Enterprise services delivered from public clouds Social Technologies for the enterprise Hybrid cloud solutions Private cloud solutions Enterprise Collaboration solutions BYOD Business Analytics & Big Data solutions Enterprise Mobile Apps Enterprise Security solutions Virtualization technologies Mobility & Mobile Solutions Note : Represents sum of most likely and somewhat likely responses
    8. 8. How do ITDMs Select Solutions? 41.4% 51.1% 55.1% 55.6% 56.7% 58.4% 63.3% 64.4% 65.6% 74.4% 76.7% 77.8% Customer references Capital cost of solution Compatibility with existing infrastructure Support for latest technology trends Compliance with standards Lifetime cost of solution (TCO) Upgradability & Scalability Operational cost of solution Technical specifications Quality, reliability & performance Vendor support Features and functionality Note : Represents most important reasons only
    9. 9. Will ITDMs Give a Start-up a Chance? 13.6% 26.1% 60.7% 63.6% 65.2% Invest in a full implementation of the solution Invest in limited implementation of the solution Conduct an evaluation or review Implement a POC or trial implementation See a demo Note : Represents very likely responses only
    10. 10. CEOs creating enterprise solutions say…. 1. There are elements of „India advantage‟ in the cost of development, implementation and support 2. North America is frequently the primary target market 3. Customer-facing functions have the biggest need, and see their solutions adding most value there 4. Sales and product management are the most critical areas for success 5. Access to “right people” and low risk appetite among enterprises are big hurdles
    11. 11. The India Advantage for Enterprise Solutions 12.2% 30.3% 45.5% 51.5% 54.5% 60.6% 60.6% 63.6% 63.6% 63.7% 72.8% 72.8% 78.8% 84.9% Ease of funding in India Infrastructure support in India Size of market in India Similarity with other global markets Types of problems in India Previous relationships with prospective buyers Complexity of problems in India Cost of inside sales Ease of pilot testing Scale or size of problems in India Availability of technical skills in India Cost of solution implementation Cost of solution development Cost & ease of providing support Note : Represents high and medium advantages
    12. 12. Target Markets for Enterprise Solution Start-Ups 9.10% 9.10% 12.10% 12.10% 18.20% 21.20% 24.20% 39.40% 60.60% 72.70% SAARC Africa South America Australia Middle-East West Europe APAC Global India North America
    13. 13. Which Business Units Will Benefit from the Enterprise Solutions? 12.10% 12.10% 18.20% 24.20% 24.20% 33.30% 33.30% 45.40% 45.50% 51.50% 66.70% Other Manufacturing Administration & Facilities Management Finance & Accounting Corporate Planning Supply Chain (procurement, distribution) HR & People management Service Delivery IT Sales Marketing & Business Development Note : Represents high benefit departments only
    14. 14. The Most Important Skills for a Start-Up 2.6 2.7 2.9 3.3 4.2 5.2 Customer service Delivery & Implementation Engineering management Marketing Product management Selling abilities On a scale of 1 to 6, where 6 = Highest
    15. 15. Hurdles in Selling to an Enterprise? 3.00% 6.10% 9.10% 15.20% 24.20% 30.30% 30.30% 33.30% 45.50% 51.50% 54.50% 69.70% Identifying prospective customer organizations Regulatory issues Commercial terms or licensing models Limitations of existing corporate infrastructure Existing corporate policies Cost/difficulty of conducting POC/trial implementations Getting an opportunity to demonstrate the solution Lack of track record or customer references User mindsets or existing work processes Low risk-taking nature of CIOs Reaching the right people within an organization Decision-making hierarchy in organizations Note : Represents high priority issues only
    16. 16. Questions for discussion… 1. Is there any „India advantage‟ in creating product companies from India? If so, where does it lie and how strong is it? Does it make any specific classes of companies more attractive? 2. Most companies end up targeting the US. Should start-ups focus on the western markets right from the get go? Can one build a scalable software company focused on India or emerging markets? 3. What needs to change in the investor approach to enterprise product companies? 4. World class enterprise products (competitive with the best globally) coming out of India are still in low supply. Do you agree? Why? What can be done to change this? 5. Is feet on the street dead? What are the sales models working now? 6. Where should the core of the company be in case US is the primary market – should the founder(s) move to the US? Are there any other functions that need to reside in the US?

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