Tata Teleservices (TTSL) is eyeing software products developed for specialised medium and small businesses to further boost its revenues from enterprises segment.

“The enterprise segment contributes 30% to TTSL’s total revenues … and in the past 24 months the company has changed its strategy from box selling to consultation selling,” Prateek Pashine, president, enterprise, TTSL told HT.

Under the earlier strategy TTSL provided primarily hardware-based solutions but now it has also started developing specialised software solutions — the source that will boost revenues.

“Our team first understands the pain points of a business and then our technical team develops the customised product. Then our sales team and channel partners are trained…it has worked well for us,” Pashine said. “The software developed based on the necessity of a company has become a product for the industry vertical and in last two years, the demand has gone up.”

Out of the Rs 2 lakh crore telecom market, the enterprise business accounts for about Rs 22,000 crore. TTSL clubs client with more than 10 employees, and all telecom and IT product services under the ‘enterprise’ head. This accounts for 10% of the telecom industry.

TTSL’s managed services business is growing at the rate of 45% as against the industry average of 25% and the company has already deployed customised software such as vehicle tracking and automated meter reading services for research organisations, jewellers and schools. The company offers about 60 such software solutions.

“One of the reasons for change is the growing virtual, mobile and social challenges faced by CEOs of a company. Our role has expanded beyond just being a telecom or IT service supplier,” said Pashine.

Source: Hindustan Times