The challenge was not the money, but the expectation of bettering a SAP solution. "When it comes to ERP, it is direct competition; its not merely about supply chain management. The dynamics of the game change. We began by addressing all the queries (through gap analysis). Hertz would not see any differences in the solution offered by Tally in comparison to the SAP solution it desired and it would be available at a reasonable budget."
Besides, Hertz wanted the certainty that comes with a brand and proven solutions. Since ERP is considered to be the backbone of any company, Hertz, though a small company, demanded experienced professionals who had dealt with a project of this magnitude.
What really worked in Antraweb's favor is the fact that it had a couple of good references in Daman, one of them being Freedom Fragrances, a competitor to Hertz Chemicals.
Freedom Fragrances had opted for a Tally ERP. "I debated with Hertz that when its direct competition was a customer, why look at SAP or any other local vendor?" says Sanghvi.
Also, Antraweb emphasized on the Tally's distributed architecture, which would help clients to be online, work, and be offline in remote areas with minimum connectivity. Besides, all integrations, right up to dispatch were possible with simple, easy-to-use Excel-based reporting tools for the average user. Additionally, there was a dashboard facilitated on mobile, and the simplicity of training was a bonus.
"We soon realized that we had a hurdle-free solution which helped in imparting training easily," says Mun.
"Our employees in Daman had basic Tally knowledge, and the availability of resources who knew Tally at a basic level was easier to find compared to a SAP certified professional."
Antraweb also established how much better they were in terms experience, support, and delivery compared to the back end support given by any other local player. "Despite all this, Hertz took about six months to decide," says Sanghvi.
Once on board, Antraweb went about creating master templates, alongwith training and implementation, all of which took around five months.
The solution Antraweb offered was based on a standard iterative method and was completed in phases. An onsite person was dedicated to foresee the implementation with continuous support from the back end. Considering the perfumes business to be a traditional business house, the onsite team not only had to think about the ERP implementation but also contribute in areas of process and data standardization.
During this time, differences had to be ironed out. "To be honest, not every relationship is a bed of roses. We did have a rough patch at the start where we expected a bit too much and Antraweb was not able to deliver what we needed. But, with some fine tuning and the SI's full co-operation, it was a great experience. There was never a time when they said 'No' to any of our queries and requests," says Mun.
Sign up for CIO Asia eNewsletters.