In one of our earlier articles (Link) we discussed in details why a Distributor Management System is must for an Indian FMCG company irrespective of its business volume. While for a large player, an automation of distributor operations would help in cementing its position, a budding company would find it as a useful ammunition to achieve the desired growth. However, we also briefly mentioned in that article that a DMS implementation is not a very easy task and could meet with many challenges which, if not handled properly, could lead to eventual failure of the entire implementation. And we all know what it means if an IT initiative fails in... (read more)

The fast-moving consumer goods (FMCG) segment in India is already the fourth largest sector of the Indian economy. While the last fiscal year saw a decent 11% growth in this sector, according to IBEF reports, the sector is poised to grow at 27% CAGR for next few years. What is more interesting is that the regional / small players and the rural India is going to be the two most important growth drivers for this industry. According to retail sales data of the FMCG sector provided by market researcher firm Nielsen, while the top 50 firms contributed to 60% of revenue in the calendar year 2018 with a healthy 10.6% growth, the smaller companies... (read more)

Sales Force Automation solutions, initially pioneered by a few large FMCG companies, have now caught the imagination of a large number of small and medium enterprises across industries. The adoption of Sales Force Automation (SFA) solutions is now faster than ever before. Along this journey, more and more SFA solution providers have entered the market. Sales Force Automation itself has evolved and expanded into quite a wide topic – with different use cases and many different possibilities. Accordingly, now, the large number of SFA players in the market are generally equipped with some of the many different things that an SFA solution can... (read more)

Importance of a Sales Force Automation solution in any sales organization is no longer a topic to be debated on. It is now a part of basic hygiene of the sales process across the globe. Those who are already using some SFA solution are either driving improvements in the existing software or looking out for a more capable solution. And those, who are yet to roll-out such a solution, are surely hunting for a sophisticated software that can fulfill all their needs. Whatever may be the case, a proper and detailed due diligence must be done before you finalize any vendor. While it is understandable that in SaaS model switching cost is not too... (read more)