Our Methodologies are Built Around Cracking the SMB Code: CEO Denave

In an exclusive interview with Dataquest, Snehashish Bhattacharjee, Global CEO and Co-Founder – Denave, talks about how sales enablement services play an important role in making businesses successful. As experts who transform businesses by generating sales are well aware of the pulse of the industry, Snehashish delves on how Denave provides blended approach to master sales solutions in the diverse industrial landscape.

Being there in the industry for over 18 years, how have you seen the sales enablement ecosystem evolve?

We are amidst a dynamic industrial landscape where leveraging sales enablement services are no more a choice. With time, the ecosystem has become increasingly competitive and organisations now recognize sales enablement as a critical and mandatory function of their overall sales strategy. It is a huge leap for us as we fit in this precise scheme of things while ensuring a seamless sales operation with measurable returns for our customers. We are global sales catalysts and we focus our energies on creating and delivering disruptive sales solutions.

Denave was founded 18 years ago to fill the gap between strategy and execution by providing end-to-end sales enablement solutions. We have covered a lot of ground, and of course, there is a lot more to be done. We are leveraging latest technology trends to enhance our sales methodologies and ultimately bring in a measurable business impact to our customers.

How does Denave help customers achieve their sales goals?

90% sales strategies fail due to bad implementation or gaps in understanding of the plan. An accurate strategy needs a perfect execution for it to really qualify as a success story, which is where the sales process understanding fits in. Enterprises are increasingly becoming aware of the importance of adopting processes that will fill the gaps in their sales operations. With our sales enablement services, we provide competitive edge to our customers by:
l Bridging the gap between sales automation and deployment by bringing in sales & ROI orientation in all our technology platforms
l Focusing on revenue maximization and incremental market share
l Providing an enhanced customer experience by creating an effective sales ecosystem and driving partner readiness engines
l Providing quicker realization on ROI, therefore driving profitability
l Increasing the size of the pie by providing access to untapped potential customer database (SMB segment especially in emerging markets).

What are the industry verticals you are targeting? What solutions do you provide them to successfully execute their objectives?

Our clientele is a rich mix of Fortune 500 and industry leading companies. We are strongly present in the IT, ITES, Telecom, E-commerce, FMCG, Consumer Durables and Oil & Natural Gas verticals. However, given that sales is a horizontal function and is core to any business irrespective of the size and industry, we have a large play field. Our next target industries in India are Automobile and BFSI.

We create tools and processes for establishing selling practices through the entire value chain which drive incremental and optimal returns for organizations. With competencies such as Cloud Sales and Adoption, Geo-expansion, SMB Penetration, Revenue Maximisation, Customer Retention and more, we cater tailor-made solutions to companies across the industries, globally.

You have increased your presence in the cloud-selling space. What are the dynamics of cloud selling arena?

Increased global connectivity, changing market dynamics along with greater awareness levels, etc. have accelerated the rate of cloud adoption around the globe. As per some industrial reports, the global public cloud market will top $146 billion in 2017, up from just $87 billion in 2015 at a 22% compounded annual growth rate. Cloud adoption has revamped the industry in totality and the new-age sales enablement practices have been instrumental in driving this trend.
With time, the cloud-selling dynamics have undergone a transformation and are focused on improving the ecosystem preparedness. In the cloud ecosystem, the buyer’s awareness is more evolved and therefore it is imperative to identify partners who are progressive and ready to adopt a consultative approach with customers. Enablement programs including communication engine, readiness engine and engagement engine are therefore important. Customer experience of course needs constant nurturing, even in the post-sales stage since consumption will drive continuity. The sales conversation therefore will need to be more experience-based, than pure pitch-based. The knowledge and experience in driving consumption in this market is an absolute key to target incremental and consistently growing revenues.

How do you see the SMB landscape evolving?

The SMB segment is undoubtedly the largest source of potential revenue in any geography. Even if we restrict our view only to India, the SMB sector has the potential to revolutionize the country’s economic growth trajectory by growing at a rate of 23% per annum and outpacing the industrial sector’s growth rate by 7%. Having said that, it is also a segment that remains largely untapped.

Over the years, we have developed SMB market penetration strategies leveraging latest technology trends, to help companies drive incremental revenue generation from untapped SMB markets. Our methodologies are built around cracking the SMB code by building an effective database strategy, identifying their purchase probability, strengthening the propensity model, enabling the partner ecosystem, driving the purchase motion and of course closed looping the entire process.