This article is reproduced from The Australian dated February, 2016
Indian enterprise software provider Ramco is looking carve out a share of the human capital management market in Australia, hoping that its emphasis on ease of use and responsive design helps it steal market share from the likes of SAP and Oracle.
Ramco, which has been operating for almost 20 years, has found a nifty way to drive its enterprise cloud offering forward at a time when businesses globally are investing their energies in breaking the stranglehold of legacy systems.
The key differentiator for Ramco, according to company CEO Virender Aggarwal, is that its technology is built in the cloud, for the cloud and sits on a single platform.
“Our first ERP product was totally browser-based and born on the cloud, the challenge was to build ease of use and drive simplification,” Mr Agarwal said.
The single fully integrated platform-as-a-service solution offers customers an opportunity to avoid the headache of managing multiple systems and reduce costs, with a strong focus on mobility. While Ramco’s platform delivers most of the bells and whistles that SAP or Oracle can deliver it’s significantly quicker to deploy and significantly cheaper.
Ramco set up shop in Australia in 2012 and has since then notched up a string of client wins, including newsprint producer Norske Skog Australasia, coffee manufacturer Freshfood and Adelaide-based chartered airline Cobham Aviation.
According to Mr Aggarwal, the Australia IT services’ market is mature and a tough nut to crack without the right references or notable successes to showcase. Fortunately for Ramco, the successful implementation of its technology by Norske Skog, completed in eight months, proved to be a handy jumping point.
Since then Ramco has grown from strength to strength, with year-on-year revenue growth in the ANZ market for a 12 month period between September 2014 to September 2015 jumping from $US793000 to $US4.5 million.
It added 20 new customers during the period and Mr Aggarwal said the company is aiming to be aggressive in the human resource management space and go toe to toe with the industry heavyweights.
Ramco’s early success has relied on the company targeting sectors, such as the aviation sector, that have traditionally been underserviced by the bigger players.
“The aviation market has always been a tough one and it’s very specific with its compliance, regulatory and liability needs,” Mr Aggarwal said.
It’s a sector that Ramco has been able to tap into quite successfully. Five of its customers in Australia are aviation companies and, according to Mr Aggarwal, the key to its success has been to understand the needs of its customers, particularly operators that are looking for an end-to-end maintenance, repair and overhaul (MRO) solution that’s user friendly and mobile.
The next sector in Ramco’s sight is human capital management, where the company is hoping to leverage the strength of its comprehensive platform and a suite of features geared towards mobility.
Ramco’s Mail It feature allows users to transact with the application by just sending an email. Meanwhile, the Prompt It feature harnesses machine learning to observe user behaviour and subsequently auto prompt the user with options for easier workflow management.
With breaking the stranglehold of legacy systems critical to Ramco’s mission, Mr Aggarwal said the company is targeting the companies who normally spend over $5 million-plus on ERP solutions.
This middle ground, where a company with sufficient complexity is looking for robust solutions without being tied down by the prospect of a major build and long implementation time, is Ramco’s sweet spot.
“We sit comfortably somewhere between a NetSuite and an SAP or Oracle,” Mr Aggarwal said.