So, the new financial year FY14 is here. We continue to watch major sectors intently.Some good news in Telecom ( Cooperation between major Corporates announced !) started the new year.As well as the Prime Minister taking a very motivating instance in front of India Inc. While I am happy for the renewed optimism ,both our real Economy and Capital Economy doesnt give lot of inspiring indication.Globally the US Economy is getting stabilised with 2% solid growth.This growth may trigger hope to our own tech sector on the services side!
There is always a big risk when one tries to think some curative ideas for newer growth possibilities.But let me be the bad boy and suggest the T&M sector a fresh approach to generate sales through what I call -Enterprise Test Integration, ETI - approach.This is proposed for both Manufacturing and Deployment Projects but more for Manufacturing standpoint.Manufacturing in Electronics and Telecom really is somewhere in between R&D and Field Service segments of T&M.This is not penetrated on a Systemic Basis. By that what I mean is the Sales guy is still boxed in the mentality of selling boxes to individual users,but not thinking of the total factory as the T&M buyer -the Boxes plus the Softwares, Services and Test Management - for the total enterprise.The T&M sales guy along with the other solution architects needs to adopt "Total Manufacturing Test Solution" as the pitch rather than the Boxes to drive maximum Enterprise Share rather than selling
Boxes alone.
I firmly believe that T&M in India is exposing itself to various gaps in selling approach as these professionals are highly stuck up with portable boxes.They havent groomed themselves to what are the Business Issues of a Manufacturer? How a T&M sales guy can bring in newer skills from his support stable ( IT integration, third party hardware and software and other vendors in rhythm) to offer superior ETI package for them. This will automatically wrap bigger revenues for T&M industry and reduce pains for the customer. Let us hope we see some success in FY14 for ETI based selling.
I will be very keen to assist finding their first such customer !
There is always a big risk when one tries to think some curative ideas for newer growth possibilities.But let me be the bad boy and suggest the T&M sector a fresh approach to generate sales through what I call -Enterprise Test Integration, ETI - approach.This is proposed for both Manufacturing and Deployment Projects but more for Manufacturing standpoint.Manufacturing in Electronics and Telecom really is somewhere in between R&D and Field Service segments of T&M.This is not penetrated on a Systemic Basis. By that what I mean is the Sales guy is still boxed in the mentality of selling boxes to individual users,but not thinking of the total factory as the T&M buyer -the Boxes plus the Softwares, Services and Test Management - for the total enterprise.The T&M sales guy along with the other solution architects needs to adopt "Total Manufacturing Test Solution" as the pitch rather than the Boxes to drive maximum Enterprise Share rather than selling
Boxes alone.
I firmly believe that T&M in India is exposing itself to various gaps in selling approach as these professionals are highly stuck up with portable boxes.They havent groomed themselves to what are the Business Issues of a Manufacturer? How a T&M sales guy can bring in newer skills from his support stable ( IT integration, third party hardware and software and other vendors in rhythm) to offer superior ETI package for them. This will automatically wrap bigger revenues for T&M industry and reduce pains for the customer. Let us hope we see some success in FY14 for ETI based selling.
I will be very keen to assist finding their first such customer !
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