Financial Daily from THE HINDU group of publications
Monday, Jan 28, 2002
Financial Daily from THE HINDU group of publications Monday, Jan 28, 2002 |
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Info-Tech
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Software Corporate - Outlook Trivium plans to focus less on direct sales Rukmini Priyadarshini
BANGALORE, Jan. 27 TRIVIUM is offering its solution in a hosted environment in a bid to decrease its dependence on direct sales, which should enable it to clock 200 per cent growth in revenues in 2002-03, according to Mr Arun Kumar Maheshwari, Managing Director. Trivium has entered into a $10-million deal with a $500-million Canadian customer to offer its product in a hosted environment. Speaking to Business Line, Mr Maheshwari said: "Our application will run on the Canadian partner's environment and customer log into that access the services on a monthly fee basis.'' The model is unlike that of an ASP, Mr Maheshwari added "Our product can be customised; customer databases are not shared and are secure.'' The Canadian customer, which has been offering hosted customer relationship management services to the enterprise market, is foraying into the SME segment. "Trivium's solution will be hosted as part of a suite of products and solutions,'' Mr Maheshwari said. Trivium is also entering the managed hosting market in the US with the Canadian partner, while direct sales will account for growth in the Asia-Pacific market - Singapore, Hong Kong, Malaysia, Australia and New Zealand. Mr Maheshwari also said that in Europe and the Asia-Pacific region, the focus would be on developing relationships with value-added resellers. Opportunities are opening in up in several new sectors in India, he said, adding that Trivium was going after the hospitality industry and expects to see traction in telecom companies in the second half of 2002. "Finance will continue to drive the industry and revenues," he said.The company is also seeking venture funding of $8 million. "We are focused on achieving the right mix of direct and indirect sales, platform and software channels before we seek valuations.'' The aim would be to achieve a 75:25 dependence on indirect and direct sales. The company is also working on the next generation of products, to be launched in mid-2002. "Businesses are looking for functional integration between various customer interfaces, among internal functional departments and for better channel management,'' Mr Maheshwari said. "We are looking to increase reporting and analyses capability with our new product and faster implementation for our customers.''
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