MD PRABHU S HAS TAKEN ON THE ROAD LESS TRAVELLED BY TAKING ON THE LOW MARGIN SEGMENT OF IT SERVICES TO SMES/MSMES YET IN A CANDID TETE-A-TETE WITH 4PS B&M, FEELS HAS ALL IT TAKES TO SUCCEED
 
Cindrel Infotech, quite unlike following the path of providing BPO services and then moving on to providing IT solutions to devloped country clients, has turned the other way to cater to the SME/MSME segments in the country. With developing products to help small businesses understand and analyze basic financial numbers and make timely decisions, Cindrel might just prove to be one of the harbingers of change to transform the SME/MSME businesses in India.

IT solutions is a domain where there are many players ranging from biggies like Infosys to smaller outfits. Amidst so much clutter, how do you differentiate yourself?
We focus on adding value to the Indian SME customers by providing them decision support systems to improve the profitability of their business. Most of the IT players are busy in serving the corporate customers of the world. Our focus is to empower the SME / MSME customers with accurate and timely information in their hands.

When did you start operations and what were the initial challenges?
We started operations a couple of years back. It took us nearly an year and a half to develop a product that the market needed. Today, our flagship product adds a lot of value to many customers in India. The first challenge we faced was in understanding the real needs of the customer and developing a solution that actually works for the customer. The next big challenge that we faced was in getting the SME customers to manage data efficiently and providing them with simple solutions that work.

How has the journey turned out to be so far?
So, far the journey has been fantastic and thrilling . We have customers who vouch for us today. However, looking ahead, there is a long way to go…

You have a solution called eyeTprofit. What is special about this product and what was the rationale behind launching it?
EyeTprofit (EYE THE PROFIT) is a unique product in the market place. It is more of a decision support system that the top management can use to understand their current position and take steps to improvise their business. The speciality of the product is that it coexists with other system(s) (that the customer may have) and aggregate information from these system(s) to empower the management users with accurate and timely information to take decisions. Today, it has support for most of the RDBMS, the ubiquitous Tally application, DBMS like Foxpro, Access etc and even excel sheets. Features like conditional business alerts make our product unique. We noticed that most of the SME customers were struggling with excel sheets to provide useful information to the management. Most often, the information was prone to human errors or was not provided to the management on-time. We realized that most of the SMEs had a latent demand for this kind of a solution.

What are your views on the competition in this sector?
Any sector will invariably have competition. Competition is definitely needed to evolve the market. Having been a pioneer in this segment, we feel we would have an edge over others.

What is your leadership style. How does it work for you?
I believe in a participative leadership style. I give complete freedom to my team and have a open, collaborative culture at office. I consider all my associates as part of the business and we all work as a big family.

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Source : IIPM Editorial, 2011.

An Initiative of IIPM, Malay Chaudhuri and Arindam chaudhuri (Renowned Management Guru and Economist).

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