Tell us about your partnership with Microsoft
| Chetan Pathak |
Tectura has global partnership with Microsoft. It offers business consulting services providing sustainable value through consulting, software, and, IT implementation. With its presence in more than 20 countries and 60 offices, Tectura is one of the largest Microsoft Dynamics partners having experience in over 5,000 engagements across industry verticals.
Tectura has been recently awarded the Inner Circle Recognition at the Microsoft’s 2012 World Partner Conference in Toronto. In fact, this is the 12th consecutive year that Tectura has been awarded Inner Circle recognition and this recognition truly highlights the relationship we have with Microsoft. Inner Circle is an elite group of the most strategic Microsoft Dynamics partners from across the globe with achievements that rank them in the highest echelon of the Microsoft Dynamics global network of partners.
How are the responsibilities divided/ shared between Tectura and Microsoft in this partnership?
Tectura and Microsoft have a symbiotic relationship. Microsoft is responsible for product development, product support, and product enhancement/upgrades. The intellectual property and all rights related to the products belong to Microsoft. Microsoft is also responsible for creating and managing a partner eco system.
Tectura is responsible for client acquisition. It provides consulting and product implementation services to the clients. Tectura is also responsible for post-implementation support to the clients.
Do you need to upgrade/ change CRM services depending on the market conditions that you are working in?
The external environment for the life sciences industry is constantly changing. We help the life sciences industry to adapt and take advantage of the emerging opportunities by enhancing the product portfolio and personalising our services. There are now different deployment options – on-premise and cloud-based – available to the life sciences industry to optimally use the investment resources available for CRM.
What are the major challenges facing the Indian life sciences industry?
The Indian life sciences industry is increasingly facing intense competition and a volatile business environment. The industry is facing challenges in terms of maintaining growth rates and complying with ever increasing compliance requirements. The costs related to sales and marketing are increasing as a percentage of revenue. The costs of new product introduction are increasing. The management of sales force is also becoming difficult due to increase in attrition rate.
What is the feedback of your clients in India?
We have been getting favourable response from the Indian market in India for our new life science CRM solution. There has been a dearth of customer relation solutions specific to life science industry in the market and with the availability of life science CRM solution from Tectura, pharma companies are aiming to overcome some of the most common challenges they face with regards to maintaining relationships with their channel members and physicians.
Who are your clients in India and abroad?
We have over more than 100 CRM customers across the globe. This shows that Tectura is easily the leading partner for Microsoft.
We have experienced high growth rates in revenue from CRM solutions. We have customers across various segments of life sciences industry like generics, formulations and APIs.
Our clientele include mid-sized companies and larger enterprises throughout the US, Europe, the Middle East, Africa, and Asia Pacific.
Tell us about the cost effectiveness of Microsoft Dynamics CRM services.
This particular solution is rich in features and is fully suitable for the life sciences industry. It caters to life sciences firms of all sizes – from a small size pharma company to a large enterprise. All these features come at a very market competitive price. Further, there are options to either go with an On-Premise solution or a cloud-based solution thus providing investment alternatives to clients.
Besides life sciences, which are the other industries where this solution can be applied?
This solution is suitable for various sub-segments of the life sciences industry. Besides life sciences, this solution can be applied to clinical trial companies.
What percentage of your revenue comes from the life sciences industry?
Some time back, we decided to focus on the life sciences industry. We have been strengthening our offerings and services for the life sciences industry since then. As a result of this, the life sciences industry accounts for a significant percentage of our revenue from new clients.
What are your future plans for the next three years as far as Microsoft Dynamics CRM services are concerned?
We will continue to acquire more customers and provide value-adding CRM solutions to them. We will provide inputs to Microsoft on product enhancements, based on our deep understanding of customer usage experience. We would like Tectura to be number one consulting partner for Dynamics CRM, with a best of breed solutions on Tectura Focus Verticals.