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Present & future of RPA | UIPath | Murli Mohan


India holds one of three global development engineering centers for UIPath.

In a sense, the next generation of cognitive or A.I. capable automation products will actually be born out of India. We have been supported by a lot of third party analyst organisations whether it’s  Forrester or Everest, one of the early analysts who track this space and very recently as recent as July, we had Gartner releasing their much awaited Gartner Magic Quadrant and put UIPath in the top of the heap in the Magic Quadrant, way above all the other players in both ability to execute as well as the vision of the technology. So that’s more so a testament not just for the product and the capability, but the fact that there is a increasing adoption awareness and the need for such technology as it addresses the real world problems in terms of efficiency.


  • What is your target industry?

There is practically no limits. The kind of organisations that are embarking on automation, it was never perceived. There is no straight jacketed pyramid that I can draw to say that this is the kind of customer who can adopt automation. What I can say is customers across strata in terms of size, industry, in terms of complexity of getting to market, in terms of the kind of competition, the kind of processes that they have are great candidates to adopt automation.It is almost an infinite market at this point in time because we have seen in the short time that where we go. There is a significant amount of relevance and market impact that these customers are seeing in terms of adopting technologies like automation.


  • What is the role of Automation?

One of the most fundamental thing RPA as a beginning helps to do is to help you automate processes that are otherwise complex, repetitive nature and potentially prone to errors and thereby it directly negatively impacting your efficiency.

So, the first promise of RPA is to address that particular space. That helps you actually move some of the less creative manual labour in to something that’s more process, an automated process relevant. So, that’s one part of what it does. As the technology evolves and it’s already in a very clearly laid out journey at this point. It also promises to add a lot of intelligence, whether it’s OCR, the ability to read and understand documents that are structural or semi-structured and going to other areas of AI, whether it’s Chart, voice, text and even visual images. So, there’s a lot of promise that is out there in terms of products and capabilities that the robotic process automation as a start point provides in the overall context of AI.


  • Which industries are fit for this technology?

The good part is this is not an industry specific solution. I mean, this is as relevant to a farmer organization, to a logistics company. We have organizations here in Pune who have adopted this in a big way. We have banks, insurance organizations.

We have small and medium businesses in tier two cities in the south of India who have taken on this in a big way. There are a lot of differences in terms of starting points. I do agree some customers take a very industy or sectoral approach, but what they like to automate in terms of their core business processes. A lot of customers, on the other hand, and by the way, there’s no right or wrong in the other or data starting point that I have seen in my experiences to take a lot of processes that are very horizontal nature invoice processing, GST, bank reconciliation, procurement, vendor on-boarding , HR, supply chain to the lot of these starting points that are not really specific to an industry, but an excellent candidates for automation and hence driving the true value and efficiency.

  • What is the customer base in India?

In India, we are fairly invested in India. We have offices in six locations in India, including the metros. We also have a large ecosystem of partners that cuts across the entire length and breadth of India as we know it, and those partners are of multiple flavours. We have the smaller boutique specialist organizations that cater to a large subset of our customers today. We have the mid tier and the large tier system integrator of organizations, all the large names that you know, have a very deep practice on  automation that serve Indian customers as much as they do the global ones. And of course, we have the big four and all of them actually have a very strong practice and capability to serve Indian customers.

A lot of our customers in India have been serviced through a good mix of these.


We have our sales prices, technical support organizations, customer success organizations spread across the country. We have over three and a half thousand clients globally. We have over two  and a half thousand employees. We operate in more than 30 countries globally.


  • Who have adopted your solutions?

A lot of our customers are under NDA. We have Max hospitals, a max healthcare in the north of India. Again, a publicly announced reference that has a huge amount of gains that they’ve seen. So, there are a few more in the process of being being publicly announced. But right now, maybe these two are great examples.

  • What is the go to market strategy?


All preferred routs of market are available to us. We have a direct sales force through a team that we have across the country. We have the indirect sales force of all the flavours of partners that I spoke to about. We reach out to our customers, through our own inside engine as well. And of course, we do use our post sale organizations or professional services to actually hand hold our customers post sale to make sure that they’re actually adopting the best practices to deploy those technologies that they’ve invested in. So, there is a pre aspect to our go to market as well as a post sell aspect where we actually try to make our customers successful with the technologies that they’ve chose.


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