‘Technical knowledge drives our business’

Intro: Having targeted pan India with their solutions for education, BFSI and construction sector, Sujata Computers is leaving no stone unturned and is penetrating even in rural areas with full bloom. In an exclusive chat with Bhawna Satsangi, S.M. Lodha, Director, Sujata Computers tells their approach of doing the business without channel support.

What is the present focus of Sujata Computers?

Our present focus is on solutions for banks, education and construction (residential projects) sectors. We are focusing towards these sectors as there is growth and opportunity in the segment. We are offering CTS (Cheque Truncation Solution), signage solutions to banks, mobile banking solutions, radio frequency solution to schools besides providing power solutions, IP camera.

Which verticals are you targeting?

We are targeting banks, education, construction sectors for business. We see lot of potential in mobile banking solutions and we are giving this solutions pan India. There are lots of things that can be done for automation. The customer base is very big and area wise it is difficult for banks to operate smoothly so we are giving solutions which will help them in streamlining the business. So banks are one of the verticals which have major potential and our mobile banking solution is reaching from village to village, city to city.

What is your go to market strategy?

We are already working with varied customer base. To expand our reach pan India we do in-house calling, explain our solutions to potential customers. We have not set geographical boundaries and are penetrating pan India so that our solutions reach to everyone. My team of experts decides the area and then move forward with a distinctive approach to get the business.

Which are the cities you are targeting?

There are no geographical boundaries for our offerings but my focus is on rural cities other than metros. In remote areas there is no GPS facility so we are trying to focus on those areas with our solutions. We have already developed relationship with banks in rural areas. We have nationalized banks, government banks as our major clients in those areas.

Where is the growth coming from?

The growth is coming from education and BFSI sector.

How is the market of your region?

Since we are dealing in multiple solutions, for us the market is good. From time to time we provide updated solutions and ultimately get customers.

How important are channels for your business?

Channels are important for business but since the priced challenge is gripping the market day by day, channel business is shrinking. We are focusing more on direct sales now rather than going through channels. Since we are a solutions based company so we don’t want mere box pushers but technical people who understands the technology and sell the technology. Since channels do not have technical knowledge of the product, we do not get enough business through them. So we have now developed a team of professionals who penetrates pan India for business. We give them professional training from time to time. We want to educate our customer and this can only be done when we know our product and can educate the customer and guide him with proper solution. We are offering technical solutions and we want technical people to do the business as they can explain and deploy the solution.