Birlasoft Inc. - Sales Force Automation at Crisis: Software as a Service (SaaS) or Software as a Product (SaaP) (A)

摘要

Birlasoft has established itself as one of the leading brands in software services. The IAOP (International Association of Outsourcing Professionals) in their list of "2009 Global Outsourcing 100" had ranked Birlasoft among the top ten service provider in Australia and New Zealand region It generated revenue of around $160 million annually through services such as application development, support and maintenance, enterprise application implementation, integration, infrastructure management, and quality assurance and testing. Ravi Kathuria, Birlasoft's Senior Vice President - Global Marketing & Alliances and Sanjay Gupta, Head Global Delivery were evaluating the feasibility for an integrated Customer Relationship Management (CRM) system along with Sales Force Automation (SFA) system. This system was needed to reorganise the sales force globally for consistent output and reporting. The organisation tried to develop a system on its own but it was unproductive.