When a small company starts evaluating expensive propositions, it is up to the implementation partner to offer counsel and suggest what would work best for his customer in terms of price and usability. Here is a perfect illustration of how Antraweb Technologies convinced perfume manufacturer Hertz Chemicals to invest in an ERP solution it needed, but wasn't sure about.
Often, all that a small, profitable organization looks for to improve its business prospect is an inexpensive and cost-effective solution. Big brands hardly matter. Mumbai- and Daman-based perfume manufacturer Hertz Chemicals can vouch for that thought process. The company was scouting for an effective ERP to integrate its corporate office in Mumbai and its state-of-art manufacturing facility in Daman. The need for this ERP overhaul was mostly due to the injection of a young team at the top management level. Hertz—in order to achieve the best results— chose to consider SAP for the project.
"At first, we wanted SAP and so, we evaluated it," says Mustafa Mun, director, Hertz Chemicals. Eventually, the enthusiasm started waning since SAP was turning out to be too big a package for a relatively small organization. Despite claims about it having the ability to scale down to suit companies of all sizes, Hertz was beginning to see that it wasn't going to work out that way. "For one, the huge cost, and then the need for a workforce with a deep understanding of the solution was essential to implement it. Training and maintenance were expensive, too," says Mun. There was also the fear that they would grossly under-utiliz the huge investment, with more than 60 percent of SAP's functionalities estimated to go to waste.
While mulling over this, Hertz set about looking for local vendors and a Tally ERP. At this point, the company chanced upon a newsletter about Antraweb Technologies, a Mumbai-based system integrator.
That set the ball rolling.
Not So Simple
Antraweb's entry into the project was far from simple. As a 20-year-old Tally partner, service provider, and systems integrator, the organization had expertise in all Tally products, including its ERP.
But things were not going to be easy, considering the change at Hertz was dramatic.
"We stepped in when Hertz was still mulling over SAP. The group was old, and when younger management came in with fresh ideas, they wanted to make the transition from MS Excel and FoxPro to SAP in one go and keep up with the rest of the world," says Nevil Sanghvi, director, Antraweb Technologies.
Any software roll out is a challenge. But, positioning a company like Tally, that's traditionally known for its accounting software, as an ERP provider was a challenge that needed some attention. Besides, pitching to the customer the viability of the solution would be a tough task.
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