Creating Enduring Value

DUBAI - A conversation with R. Shankar, Vice-President for Middle East and Africa Operations of Ramco Systems:

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Published: Mon 16 Mar 2009, 1:02 AM

Last updated: Sun 5 Apr 2015, 10:40 PM

Can you provide some background on Ramco in the Middle East?

Ramco formally commenced its Middle East operations in 2005 with an office in Dubai. We invested our initial efforts into understanding the market, customer needs, creating a solid, referenceable customer base and building partnerships in the region.

Having achieved excellent traction in all these areas, we are now accelerating our growth.

Currently, our solutions are deployed across 13 countries in the MENA region, and accessed by over 1200 users in UAE, Oman, Saudi Arabia, Qatar, Bahrain, Jordan and Kuwait.

Ramco’s HRMS and payroll solution generates the monthly payslips for over 48,000 employees of our customers in the Middle East.

We have established a strong presence in vertical segments such as manufacturing (process and discrete) and Aviation MRO, as well as horizontal offerings like HRMS across industries. Our customer profile includes Commercial Bank International, United Nations Relief and Works Agency Schlumberger, Alsalam Aircraft Company, Gulf Helicopters, Al Ghurair Iron & Steel, Centre of Excellence for Applied Research and Training, Mulk Holdings, UNEECO, Emirates Aluminium, Dana Gas, National Bank of Ras Al Khaimah (RAK) Bank, National Life and General Insurance Company, National Bank of Oman, Group 4 Securicor, Dubai Cables, Citibank, Jazeera Airways, Sharjah Teaching Hospital and several others.

Despite being a newer entrant into the market, you have done well. What has been the secret?

As an emerging player in the Middle East region, we offer significantly more value to customers than our competitors, both with respect to quality products, and our approach to professional services, implementation and support.

We believe in leading the way with our innovative approach to create enduring value for our customers.

Our unwavering focus is to deliver best-in-class solutions with end-to-end functionality on time and within budget.

Two important facets are the flexibility of our system and its readiness to quickly and painlessly adapt to change at all times. We dive deep into every engagement and ensure that all our customers derive true value from our implementations.

What is your business strategy and how does Ramco differentiate itself from its competitors?

Customers have pain points that impact their entire business. Through its well-integrated solutions, Ramco addresses these pain points very uniquely and emphatically.

This is achieved through a combination of deep functionality, a distinct implementation methodology with quality consulting, and flexible solutions.

We nurture an ecosystem that delivers very high customer satisfaction through superior products and services. This level of customer satisfaction pays off handsomely in the long term, particularly since enterprise solutions is a reference-driven business.

We invest in people, processes, partnerships and products that ensure sustained and profitable growth.

While we bring in global best practices, we believe in partnering with local firms that enable us to deliver localised global solutions.

From a technology perspective, our strategy is to remain evergreen by continuously investing in R&D and partnering with leading technology vendors.

This helps us stay ahead of the curve, and enables our customers to derive a distinct competitive advantage.

How much does Ramco invest in the Middle East and Africa and what is the importance of this region to your global operations?

ME and Africa form an integral and important part of Ramco’s global operations, contributing almost 30 per cent of global revenues.

Although we entered this region later than other providers, we are growing well. We are strengthening our presence in MEA and plan to add more resources in the coming quarters. The region has also witnessed several breakthrough deals for Ramco.

What are Ramco’s growth plans for the Middle East and Africa?

Our efforts in the region are yielding positive results. Our recent BPO services for HR Payroll processing is gaining fast traction.

Already, our new and exciting website has attracted many visitors in a very short span of time.

To accelerate our growth, we will enhance our field sales teams, roll out an integrated marketing programme and also strengthen partnerships.

We strongly believe that business partnerships/strategic tie-ups are the best way forward to leverage emerging markets in the region.

We already have some strategic partners across the region such as CERT, Lindenberg, Eurosoft, CEM Business Solutions, Al Kalima Emitac, Intercol, Mabas and Intertech.

Ramco will invest into strengthening these relationships.

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