Cincom:
Servicing
High-End Customers
David
Foulcher, Regional
Director, Cincom
speaks to Dominic
K on their Customer
Relations Management
(CRM) business
in India and
various others
verticals in
radar to further
flourish business
operations in
India.
Could
you brief our
readers on you
your company?
Cincom is a
US based company,
located in Cincinati,
Ohio. We are
nearly 40 years
old. It is a
family owned
business. We
hold presence
in almost all
parts of the
world. It is
interesting
to note that
the founder
of our company
Tom Nies realised
the potential
in software
business. The
company is still
headed by CEO
Tom Nies and
that makes him
the longest
serving CEO
in the IT industry.
Since 1968,
Cincom has delivered
software and
services that
has helped thousands
of organisations
worldwide to
focus on what's
important to
their success
by simplifying
the management
of complex business
processes. Cincom's
success is a
reflection of
those clients
who have entrusted
their business
to us for nearly
four decades.
Organizations
like ABRO, Alcatel,
Boeing of Canada,
Emirates Bank
Group, Ericsson,
GE Capital Bank,
JP Morgan, Penn
State University,
Time Warner
Communications,
etc to name
few have trusted
and grown with
Cincom.
We have been
in India for
about four to
five years,
with our facilities
in Gurgaon.
The focus is
mostly on CRM
solutions as
of now. Cincom
has four main
solution areas
as of now CRM,
ERP Aero and
defence, document
solutions, enabling
solutions such
as middlewares.
In ERP we are
strong in aerospace
and defence
while our document
solutions are
popular amongst
BFSI segment.
How
do you mange
fairly stiff
competition
among various
solution providers?
Yes. SAP is
indeed a fairly
large enterprise
for ERP and
so is Oracle.
We are certainly
not big though
in size, but
where companies
like Cincom
thrive is not
necessarily
in breath but
on depth. We
have fairly
deep knowledge
in aerospace,
manufacturing
and defence
areas. So it
is a niche market
segment where
we are focused
on.
Where a company
could go wrong
is to think
that we can
do all things
to all verticals.
Where as successful
companies understand
their domain
of expertise
in specific
vertical and
keep them focused.
What
is your current
strength in
India now?
We are currently
about 130 engineers
with about 20
for sales and
support functions.
This of course
is bound to
be multiplied
in the months
to come.
Unlike the US
and Europe private
participation
in defence and
aerospace is
fairly low in
India. So
how do you manage
business here?
Well that's
exactly we are
focused in the
CRM segment.
The Indian market
sees itself
as a services
market, as the
service provider
to the world,
while China
plays the role
of hardware
provider to
the world. Therefore
we focus on
the ERP solution
in China. In
CRM again we
are focused
on the call
centres market.
Apart from the
call centres,
we are also
strong in airlines,
tourism and
electricity
utility business
for compliant
management.
We have implemented
the same with
Chattisgarh
State Electricity
Board (CSEB).
I believe that
the power sector
along with the
tourism and
airlines are
really hot areas
in the Indian
market.
Anything for
retail?
Oh yes. We are
currently doing
our study and
research on
retail in India
and based on
the results
we shall further
initiate the
process.
Can you name
some of your
major clients?
Sure. Chattisgarh
State Electricity
Board (CSEB),
Air Sahara,
Delhi Tourism
Boardare few
of our clients.
We are happy
with the progress
and got some
very interesting
leads and reference
too.
