Memories keep mushrooming of the days when I started my flirtation with journalism and had to brave scores of hurdles including parental objections. Older family members, especially my father, never approved of this as a career.
But I was obstinate about surviving. Now looking back, that definitely kept me going; but there was also another aspect. I refused to be chained by the feeling of status quo. Every time my focused approach meant trying out new things and this has helped.
When it comes to the channel business, the same focused approach with the flexibility to look at new things means a lot. What is essentially required for a partner is the understanding to effectively and in time realize what a customer needs, wants and how to improve his ability to deliver. ERP is one such pasture.
Solution provider Chetan Shah, also president of Mumbai-based IT traders’ body TAIT, once said, “ERP has not yet appealed to resellers probably because it is still seen as a one-time business.”
This, in effect, is the ear-on-ground report I have with the majority of channel partners who are content with selling boxes and slowly moving on to deal in basic essential software like anti-virus. But, they must note that for those who want to become VARs and open up the roadmap to long-term profit and survival, ERP is what adds to their value stock.
There has been a plethora of different neo verticals opening up where ERP has become a necessity throwing open the opportunities for the channel. ERP apparatus have now been installed across verticals.
All-e-Technologies has till date implemented Microsoft s ERP for Asian Paints, Essel Propack, Somani Tiles, Blue Dart and even IT distributor eSys, among others.
The need to focus on industry verticals is supported by other channel partners as well.
Mumbai-based Cybertech Info says there are takers of ERP in all segments ranging from textiles to jewelry. The company MD Jain Botadara claims to have done over 50 ERP installations for jewelry makers alone in Mumbai and various cities in Gujarat.
It is in this context that Tally s highly publicized Ascent evoked a good response from the channel. It s a different chapter that the product launch was delayed.
Moving beyond this, there is another aspect to ERP business in India.
The ERP market, though dominated by multinational brands like SAP and Microsoft, a few homegrown vendors have been steadily progressing. Chennai-based Ramco Systems, which has about 12 to 15 percent market share and New Delhi-based Eastern Software Systems (ESS), which after selling its own ERP package for several years has gained enough customer confidence and ventured into providing complete outsourcing services.
It might not be a case of rebirth but ERP has evolved much in recent years. In fact, the retail segment has seen the major action with companies like Pantaloons taking a plunge in ERP installations.
The channel experience is that in India, as elsewhere, the second-generation versions of ERP are more customer-friendly and are targeted at smaller companies.
There is also an overwhelming support for desi ERP vendors as partners feel the local ERP vendors often have a better understanding of the needs and idiosyncrasies of the market, especially the SMB segment. In India-made ERP installations they find the right mix of technology, functional abilities and importantly the pricing.
So, as we see, there are already some in the channel community those who have optimally exploited the emerging opportunities and have climbed up the value chain of ERP. This is truly a fresh set of opportunities that did not exist a few years back. The opportunities, along with the growth of business in traditional IT products and services require you to make a true assessment of your preparedness.