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Thursday, November 10 • 12:30pm - 1:30pm
SMB Track: Building a billion dollar company by selling to Indian SMEs—Is it possible?

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Format: Four panelists, two 18-minute sessions; in the first session, the panel takes the position of "No way"; in the second, "Of course". 18 minutes of Q&A and a final Audience Vote.

Panelists: People who sell to SMEs and at least one person who has sold to SMEs AND Enterprise customers.

Discussions:
- Is there even a market that big?
- Can there really be ONE set of products that sells to MULTIPLE SME companies?
- Do they have the money to buy?
- Is the effort worth the results?
- Is there an appreciation of technology at all in this segment?
- Is it not faster/cheaper/better to put people to work than technology?
- Are there incumbents that can grow better than newbies?
- Do foreign providers have a better chance here? Are they even interested?
- Can you get investors interested in this kind of a business?
- How important is Brand in this segment?

Take-aways:
1 Key differences between selling to SMEs and to Consumers/Enterprise
2 Challenges in relying on that one space
3 Issues of scale to get to $ 1 BN.

Issues:
- May be difficult getting panelists who've "been there, done that" in the segment
- Willingness/ability to argue both sides of the coin in an engaging manner may be challenging
- May need more-than-normal initial goal-setting with panel and with audience.


http://nasscom-emerge.groupsite.com/group/npc/discussion/topic/show/509620

Speakers
avatar for Shoaib Ahmed

Shoaib Ahmed

President, Tally Solutions Pvt. Ltd.
Experience at a glance: | Currently as President at tally Solutions, he is primarily responsible for the Sales & Marketing. He has launched and managed Tally’s unique two tier partner network. He initiated the Large Enterprise practice at Tally Solutions, to evangelise the benefits of supply chain visibility. Besides being responsible for Marquee clients he has also managed Alliances with Large Enterprises. | | Shoaib has the unique... Read More →
avatar for Vinay Gupta

Vinay Gupta

Vinay Gupta is the dynamic young visionary and founder of Via (formerly Flightraja). His persistent pursuit to create seamless travel in India led to the formation of India's leading Travel Services Company. In the very first year of its inception Via has become the topmost Travel Company with a network of 17000 agents in 900+ cities of India. Its turnover in a single year is 1000Cr +. With its unique B2B model and dedicated services to the... Read More →
avatar for Kishore Mandyam

Kishore Mandyam

CEO, PK4 Software Technologies Pvt. Ltd.
SaaS. CRM. Politics.


Thursday November 10, 2011 12:30pm - 1:30pm
Aura - 1 Vivanta by Taj – Yeshwantpur, Bangalore No. 2275, Tumkur Road,