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The Smart Techie was renamed Siliconindia India Edition starting Feb 2012 to continue the nearly two decade track record of excellence of our US edition.

October - 2006 - issue > My Toughest Challenge

The Sales Conundrum

Subhash Menon
Tuesday, October 3, 2006
Subhash Menon
The year was 2001 and we were faced with one of the toughest challenges ever. A challenge that threatened to wipe us out from the face of the earth. Simply stated, we were not winning any contracts. And this, despite our best efforts. Let me delve into the details.

After having switched tracks from being a telecom hardware systems integrator to a telecom software product vendor, we had launched our first product “Ranger”, a fraud management system in February 2000 and were risking our entire future on that product.

We had high hopes and were working towards winning significant contracts. Given the extensive requirement for the product in developing countries in Africa and Asia, we had generated several leads and were actively participating in a large number of tenders and similar activities. The going would be great,
we reckoned, even if we were to win a small number of those opportunities.

The Problem
This level of heightened activity continued for about a year and at the end of that period, it was clear to us that although we were being short-listed after technical evaluation, we were being rejected at the next stage. In short, we were not winning any contracts. At the end of 12 months, we did not have any overseas customer to talk about. The future looked bleak and the morale was at its nadir. It was at this juncture that we decided to take the bull by the horns and evolve a strategy to address this grave issue.


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