Sales Excellence Office

Account Profile

Account Name:Bluekode Private Limited.

Account Manager and Team:

1. Vinodkumar Bose
2. Mariadoss Maran
3. Jestin
Sales Excellence Office

Updated: 2nd October 2019

Table of Contents
Account Profile

Account Profile…………………………………………………...1

Summary of Current Opportunities……………………………..5

Summary of Creating Demand Sales Plans……………….…..6

Performance Revenue Goals (Creating Demand)…………….7

Statement of Intent………………………………………………..8

Implementation Plan…………………………………………..….9
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Sl. Account Details

Headquartered in Coimbatore, Bluekode Solutions is formed specifically

with the vision to provide world-class IT solutions by Kovai
Bluekode Pazhamudir Group of companies. Bluekode Solutions is managed by a
group of technocrats with a global vision and deep understanding of
Information Technology.
IT budget of
1 Rs. 50L.
customer

a) Bluekode Planning to migrate existing DB from ESDB to White

2 Digital Roadmap labeled cloud solution provider(SIFY)
b) BludeKode wants managed service for the same

Cloud adoption
3 Looking for SQL DB on cloud
roadmap
Workloads on cloud
(if already on cloud)
4 Not in cloud
or about to start
cloud adoption
Security Roadmap Planning to upgrade Firewall to the latest technologies and regular
5
and landscape basics security Audit.
Industry 4.0
adoption roadmap
6 NA
– wherever it
applies
Sify’s current and
7 intended wallet Current: 0%, Intended: 20%
share
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Sl. Account Know-how Insights

Point of Sale ,hospital Management; BKS-Medcode HMS is an

integrated hospital management system, which addresses the
requirements of hospitals. It is a powerful, flexible and easy to use
application designed and developed to convey real conceivable
benefits to hospitals and clinics which reduce the paper overload.
1 Key business drivers Medcode HMS streamlines the flow of information across the
hospital that helps effective decision making for patient care,
hospital administration/management and streamline financial
accounting in an optimized and efficient manner. Since its’ a user-
oriented management system, it can be easily customized to the
requirements of any hospital.

1. Manage growth.
2 Key business issues 2. Manage cost.
3. Improve quality

(a) Migrating to SQL DB to cloud

3 Key IT drivers (b) Digitalisation of almost every aspect of its operations – Existing Hard
Ware planning to upgrade for better performance.

Slow cloud adoption.

4 Key IT issues

5 IT budget Rs.0.50 cr.

Sify’s current wallet
6 Rs.0.
share
Sify’s intended
7 Rs. 0.20 cr.
wallet share
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Budget split up – by
8 Application, Infra, Its is in Private cloud ESDS
Network & Security

Industry 4.0
9 Not decided yet.
strategy

10 Industry 4.0 budget Not decided yet.

11 Digital strategy NA

12 Digital budget NA

Existing POS and Hospital management solution in local datacenter(ABT

13 Cloud strategy
data centre)

14 Cloud budget Sizing exercise going on. Sify is joining the race.

% of workloads on Very minimal now but will increase to 30%+ by the end of the year as
15 public cloud, if yes, large part of core application EB meter reading application will move to
then which cloud? cloud.

16 Security strategy Managed by ESDS

17 Security budget Open.

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Key projects of the

1. SQL DB shifting from ESDS to SIFY
customer by each
18 2. VAPT Test for their applications
month for the next
coming six months

19 Executive visits AM , BD

Proposal sent ,since they are working with L&T for this current project
20 Next steps ,they submitted proposal for DC migration and managed service to L&T
waiting for L&T’s approval

Need to meet CEO for final neogations

Sales Excellence Office

Account Profile
Business Description Business Condition

 Growing  Stable  Declining

Headquartered in Coimbatore, Bluekode Solutions is formed specifically with the vision to provide world-
class IT solutions by Kovai Pazhamudir Group of companies. Bluekode Solutions is managed by a
group of technocrats with a global vision and deep understanding of Information Technology.

Industry Trends

Bluekode is working with L&T for maharastra Government’s EB meter reading project

Critical Business Issues

“For us definitely the costs have gone up and Marketing and Customer Loyalty.

 Economy.
 Driver Shortage & Retention.
 Technology Strategy & Implementation.
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Account Offerings

Products, Services, Solutions Key Differentiators

- Existing DC migration to Sify Implementation partner , cloud@core,

Account’s Major Customers or Market Segments

Customer/Segment % Share Segment Look

Airport Infra (market leader in’18)  Growing  Stable  Declining

 Growing  Stable  Declining
 Growing  Stable  Declining
 Growing  Stable  Declining

Accounts Major Competitors and Their Strengths

Competitors Strengths
1st place: L&T Technology
2nd place: HCL Technology
3rd place: Heptagon Technologies Technology

History with Us
NA
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Contact Persons
Name Title Function Location Company
Mr.Anand CTO IT Coimbatore Bluekode

Mr Krishasamy CEO Business Coimbatore Bluekode

Summary of Winning Sales Plans

Opportunity Name: Revenue Close Date Key Competitors OA Forecasts

Potential
S = Secure
R = At Risks
SR = Severely at
risks
A.DCS

DB Migration INR 0.2 cr Sep’19 ABT datacentre SR

B. TIS

C. AIS - 2
D. AIS - 1
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Summary of Creating Demand Sales Plans

Business Description/ Estimated
CDSP Name
Functional Area Revenue
DCS SQL DB on Cloud sify cloud Rs. 0.2 cr for
year

Performance Revenue Goal (Creating Demand)

1. Revenue Quota or Goal Rs. 0.5 crores
2. Revenue Closed
3. Current Opportunities Rs. 0.2 crores
4. Win Rate 50%
5. Forecasted Closings Rs. 0.2 crores
(3x4)
6. Revenue Gap Rs.0.2 crores
(1-[2+5])
7. Creating Demand
Activity Required Rs. 0.2crores
(6/4)
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Statement of Intent
By Mar 2020 the GMR client account team will have developed
[date] [client account team]

This account to Rs. 10 crores and 60% probability

[annual revenue] [% of profitability]

We will protect and grow our Transformation business in following area:

a. Cloud services
b. DCS
c. Security services
d. Managed Services for Cloud
e. TIS for hardware upgrade
f. SAP Migration

Our clients will realize the following business performance improvements:

1. Manage growth.
2. Manage cost.
3. Improve efficiency. One new area emerged for improving mobile app visibility capabilities
and efficiency.
4. Improve quality

In order to attain these goals, we will need to:

a. Create value differentiated technology solutions at lowest cost.

b. Keep monitoring performance, post project implementation, business growth and pain-
points.
c. Prepare business case for new opportunities.
d. Make presentation to stake holders.

We will track results and communicate our progress (both internally and with the client) in the
following way:

a. Close monitoring
b. Regular review meetings internally and with client
c. Presentations to client for proactive engagement
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Implementation Plan
Action & Desired Outcome Team Member Start Date