Business Development For Information Technology: Poddar Technologies Limited

BUSINESS DEVELOPMENT FOR INFORMATION TECHNOLOGY
PODDAR TECHNOLOGIES LIMITED

Banwari Poddar had inherited and grown a vast empire of companies. He wanted his son, Akhil, to
work with something he perceived to be new age. Banwari bought over a struggling IT company for
his son to head. Banwari felt that it would be easier for Akhil to establish himself with something to
work with rather than start from scratch or try and make a place for himself in existing businesses.
The company he bought was ten years old, had a turn over of 520 crores with a slim order book. The
reason they sold was an acute lack of working capital, which were resulting in all deliveries slipping
and a growing burden of debt and delays. The previous owners wanted to capitalise on the goodwill
they had (which was fast slipping) and exit from this downward spiral. Banwari saw the assets he
could leverage and got the company at a very reasonable price.
Akhil renamed the company Poddar Technologies limited. The company he walked into provided
end-to-end IT services and solutions to corporate and government clients worldwide. It had its main
office in Delhi, with a staff strength of 600. Poddar has a data centre in their premises in Delhi. They
have over 200 engagements some successful, some in process and some in litigation. On paper
they operate out of 30 major cities in India and 4 international capitals.
Poddar had service offerings across the IT spectrum, from consulting to post implementation
support. Poddar has extensive experience in working with government clients.
For overseas clients, they leverage the development centre and resources to deliver projects at
competitive costs.
Poddar had quality certifications; the ISO 9001:200 Quality Management System with zero nonconformances, delivering services and solutions combined with SEI CMMi Level 5 assessed
methodologies - big assets to do business other than assuring a level of professional commitment
standards in business process services & customer satisfaction. Poddar has also acquired ISO
27001:2005 certification for Information Security Management System (ISMS) to provide complete
confidentiality & secrecy of information while executing the projects for clients.
Poddars data centre is equipped with the latest hardware and software. They have agreements and
experience with a majority of manufactures so are well placed to work as systems integrators.
Akhil was now faced with the challenging task of taking the reins and steering the company out of
the woods and into healthier pastures. The fact that PTL was part of the Poddar group of companies
Dr RAJNEESH CHAUHAN & VINEETA KUMAR
SEPTEMBER DECEMBER 2015
Page 1

gave Akhil access to banking limits, which temporarily took care of working capital. Akhil had to take
a hard look at the organisation and build the order book.
Poddar had 9 verticals. The verticals were:
1.
2.
3.
4.
5.
6.
7.
8.
9.
Consulting
GIS services
Data warehousing & Business Intelligence
Engineering Services
ERP Implementation
Security & Surveillance
IT Outsourcing
E-governance
Systems Integration
Each of these verticals brought in their own business and executed the projects. They were headed
by a manager who in turn reported to a Senior Manager (Business development). The SM also had
under him:
1. Solutioning /Pre-sales / systems architecture (designed solutions)
2. Sales support (a unit of 4 persons who scanned the environment for opportunities)
The orders for e-governance and systems Integration were executed by project managers and
project teams taken from:
1. Software development
2. Infrastructure Services
3. Testing
These functions reported to the Senior Manager (Delivery).
This was the hierarchy for business acquisition and delivery for domestic business.
International business was headed by another Senior Manager, who had under him a manager
international BD and a Manager international delivery. The Manager IBD had 2 teams on shore
and off shore. The delivery manager had cross functional teams with varied skill sets working with
him. The services they offered were:
1.
2.
3.
4.
5.
6.
Package Implementation
Software Development
Infra support
KPO
BPO
Hardware supply
All the verticals were supported by:

1. Finance
Page 2

2. Procurement
3. Human Resources
4. Administration
Each of these departments was headed by a Manager who reported to a senior manager
(administration). The senior managers reported to the Managing Director of the company.
CMD
President
FINANCE (5)
HR (15)
BUSINESS DEVELOPMENT
DELIVERY
IT CONSULTING (20)
TECH
SUPPORT (5)
HARDWARE & INFRASTRUCTURE

(50)
ENG SERVICES (25)
ADMIN (5)
SOFTWARE (50)
DW & BI (25)
GIS (25 +)
ON SITE PERSONNEL (200)

ENTERPRISE SOLUTIONS (10)
OFF SITE PERSONNEL (100)
SECURITY SERVICES (10)

SERVICES (10)
E-GOV (10)
SOLUTIONING TEAM (15)
ENVIRONMENT SCANNING &
SUPPORT STAFF (5)
Page 3
Technological Capabilities
To provide quality solutions to clients and keep them updated in a constantly changing IT
environment, Poddar works extensively on the latest technologies. Some of the prominent
ones are enumerated below.
Technologies
ASP, CGI, Active X, XML, COM & DCOM, Microsoft

.NET. J2EE
Operating Systems
Windows, Unix, Linux, Solaris, AIX, HP-UX
Development Tools
Visual Studio .NET, Visual Cafe, Visual Source Safe,

Cold Fusion, Power Builder, Developer 2000, Delphi,
JBuilder, Eclipse, Net Beans
Databases
Oracle, DB2, MS SQL Server, MySQL, Sybase,

PostgreSQL
Application Servers & EAI
WebLogic, IBM Websphere, ATG Dynamo, Oracle

App Server, iPlanet, BizTalk Server, Orbix E2A, JBoss,
Tomcat
Content Management
MS Sharepoint, Broadvision, FileNet, Documentum,

DB2 CM, Alfresco
Design Tools
ER Win, Rational Rose, Visual Modeler, SSADM, Visio
E-Commerce Engines
Oracle Application Server, Weblogic, Websphere,

ATG, MS Site Server, MS Commerce Server,
Net.commerce
ERP
SAP, Oracle, Optivision, Navision, IFS
DW & BI
SAS, Oracle, Cognos, Business Objects
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PARTIAL CLIENT LIST
Defense
Indian Armycyber forensic lab
Indian Navy
Indian Air force
Indian Ordinance Factory Jabalpur
IAF BRD (Base Repair Depot) Nasik
Energy & Utilities
GAIL
PNGRB
Ministry of Power
CAIRN Energy
Reliance Power
Health Care
Ministry of Health
NACO
RCH, Jharkhand
Shankar Netralya
Education
IIT Delhi/Roorkee/Kanpur
Sikkim Manipal University
Nagaland University
Telecommunication
BSNL
ZTE
Huwaie
TCIL- wi-max
MTNL
Reliance
Escotel
Infrastructure
Gammon
Rites
L&T
Manufacturing
Bilt
Hero Cycles
BEML
Sesa Goa (Vedanta)
JK Tyres
Jindal Steel (Vasind and Tarapore Plants)
Daimler
Firmenich (Perfumes)
Rio Tinto (Mining)
Modipon Fibres
Maruti
Moser Baer
Page 5

JCT Mills
Trident
Transport & Logistics
Delhi Metro Rail Corporation
NHAI
Airport Authority of India
Indian Railways
Bombardier
E-Governance
e-district, Bihar
Indian Patent Office
ESIC
Delhi Government
MCA Ministry of Corporate Affairs
Page 6

SERVICE OFFERINGS
Service offerings by companies like Poddar are typically as follows:

1. Consulting Services
Business Consultancy
Process Consultancy
Technology Consultancy
Quality Consultancy
2. Enterprise Application Services
Application Development
Migration & Re-Engineering
Enterprise application integration
Testing
Package Implementation
Package Experiences includes:
Business Intelligence and Data Warehousing
Customer Relationship Management (CRM)
e-Business Solution
Enterprise Resource Planning (ERP)
Supply Chain Management (SCM)
Web Security
3. System Integration
Architect, Integrate and Manage custom application and information

infrastructures
Integration of software and hardware components
Network integration
Enterprise application integration
Legacy to web migration
4. GIS, Remote Sensing & GPS
Geospatial Consultancy
Geo Database Generation
Satellite Image analysis
Google Earth Integration
Customized Geospatial Application development
OGC compliance application development
Enterprise GIS
Web Map publishing
GPS based Tracking system
5. Data Warehousing and Business Intelligence

Page 7

Business Intelligence Consulting Services
Customized Business Intelligence Development
Application Management
24x7 Production Support
Monitoring
Enhancements.
6. Smart Access and Surveillance
Identity and Access Management (I&AM)

Biometric and Smart Card Technologies
Integrate the following biometric tools:

Face recognition-Measuring facial characteristics
Fingerprinting -Analyzing fingertip patterns
Retina scanning -Analyzing blood vessels in the eye
Vascular- Analyzing vein patterns
Voice recognition -Analyzing vocal behavior
Video Surveillance
Machine intelligence today allows development of machine vision algorithms
capable of handling complex visual data acquired by surveillance cameras and
networks. Poddar can provide both Public and private CCTV schemes that can be
deployed for a number of reasons:
Monitoring public areas
Recording events
Directed surveillance
Deterrence
Vehicle tracking
7. IT Infrastructure Services
Professional Services
Server Management
Database Management
Enterprise Messaging Management
Storage Management
Network Management
Security Management
End User Computing Support
Vendor Management
Data Center Management
Facility and Environment Management
Application Management
Page 8
Email Messaging Systems Management

Help Desk Support
Telephony Management
8. Engineering Solution Practice

Mechanical Engineering
2D to 3D
Reverse Engineering
Mold creation
Product design and development
Finite Element Analysis
Civil Structural Engineering
Project Services
Road/Rail Bridge structures
Road/Rail Underground structures
Geometric design of Alignment/Profiles
Pavements & Embankments designs
Traffic Studies and designs
Hydropower
Miscellaneous
Training & Technical Support
9. IT Outsourcing
Staff Augmentation Services
IT Outsourcing Services
Offshore Application Development
Offshore Application Maintenance
Offshore Engagement Model
Offshore Delivery Model
10. E-governance
E-administrationthe use of ICTs to modernize the state; the creation of data

repositories for MIS, computerization of records.
E-servicesthe emphasis here is to bring the state closer to the citizens.
Examples include provision of online services.
E-Governancethe use of IT to improve the ability of government to address the
needs of society. It includes the publishing of policy and programme related
information to transact with citizens. It extends beyond provision of on-line
services and covers the use of IT for strategic planning and reaching development
goals of the government.
E-democracythe use of IT to facilitate the ability of all sections of society to
participate in the governance of the state. The remit is much broader here with a
stated emphasis on transparency, accountability and participation. Examples
could include online disclosure policies, online grievance redress forums and ereferendums.
Page 9

PROJECT EXPERIENCE
Poddar selects projects strategically, with an eye on future trends. It started off as an IT
solutions provider and has come a long way since its inception. Set out below are some
assignments that Poddar has successfully completed
1.
Information Management System (IMS) for an Electricity Authority
Project Objectives
The broad objectives of the system are:
To centralize the information received from various stakeholders
To establish an electronic repository
To achieve a near paper less office
To improve the efficiency in handling the day to day management of records
available
To make the information available to a greater number of stakeholders in the
power sector
To disseminate the information electronically at a lesser time period
To remove the redundancy in availability of information
Provide a secure means for information transfer
Backup and archival of important data
Project Size: 400 MM
Project Duration: 1.5 Years
The Solution
Poddar technologies developed an Information Management System (IMS) for
capturing and maintaining the various information that are uploaded from the
generating, transmitting and distribution centers. Poddar also implemented a
Document Management Solution for maintaining the electronic documents that are
present with XEA and automated some of the functions like Finance, Accounts,
Procurement, HR & Admin. Poddar also updated the website of XEA to allow the
stakeholders to transfer the information through the internet. To make the
application more scalable and interoperable, Poddar implemented the application
on n tier architecture. To make the smooth deployment of the IMS application,
Poddar has setup a Data Center at XEA, New Delhi and provided the Hardware and
Networking.
The Technology
Poddar proposed the following technologies for the development of various modules
of the IMS application software. Following components/tools were used to develop
and deploy the system.
Browser-based, thin client application
n-tier Architecture: The n-tier architecture will help to scale the
application software without affecting the applications performance. The
application tier contains application business logic and provides access to
databases and files. The data tier contains persistent information storage
in databases.
The system runs on centralized architecture. The nodes are able to access
the application through browser via LAN/ Intranet.
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The application is built primarily using J2EE Technology
Client Side Script: HTML / JavaScript
Server Side Script: JSP/Servlet
RDBMS: Oracle 10g
CASE Tool: Rational Rose
Client Operating System: Windows XP Professional
Server Operating System: Red Hat Linux AS
2.
Automation of Director General XXX

Project objectives
a) Automation of the Project Processes
b) Setting up of the complete IT infrastructure
c) Creation of centralized information database
d) Flow of information across all the stations, levels of hierarchy of OWNER
e) Building up OWNER MIS
Project Size: 300 MM
Project Duration: 3 Years
The Solution
a) Design, development, testing and implementation of software
applications to cater to the needs of OWNER.
b) Procurement, installation and commissioning of Hardware, System
Software and Network equipment to create the desired infrastructure.
c) Training: Training imparted during implementation to the application
users, and management people for administration and using the
application software.
d) Facility management. It covers the following:i)
Application software: Bug fixing, minor enhancements and
performance tuning.
ii)
System Software: Version upgrades, updates, fixes/patches
and service packs to be provided/released by the vendor.
iii)
Hardware and Networking: Trouble shooting and maintenance
of hardware and network infrastructure.
iv)
Technical support and handholding: Provide manpower on-site
and off site for supporting the usability of the new IT
infrastructure.
v)
OWNER HQ and OWNER stations data are uploaded to central
server through dialup connectivity.
vi)
Each station of OWNER has a standalone computer and LAN
connectivity to be provided at central location of OWNER.
The Technology
The application part of the entire project is built on IBM Lotus Notes/Domino
Technology. Oracle is used as a backend database for generating analytical
reports.
a.
IBM Lotus Notes Version 6.5
Oracle 9i
b.
Page 11

3.
Financial Management System for a Telecom provider at DELHI

Project objective
TELECON had 24 accounting units in Delhi and 8 sites each having its own
independent IT infrastructure and the databases. The need was there to
consolidate all these databases into one to have a centralized database at
one unit.
Team Size: 9 Persons
The Solution
Poddar supplied 2 x IBM P-series servers with a SAN storage and an LTO,
connected all the sites to the central site using Cisco Routers & switches.
Besides the redundancy in the systems, the whole network was made
redundant by using leased line, PRI-BRI combinations etc. The setup is
running perfectly fine for the last 4 years adding to the productivity of the
client. Subsequently, when the GUI application came into being two more
servers have been added.
4.
Offshore development centre for a UK based client

The Client
The client provides products and services to travel and tourism
companies in the United Kingdom.
Project objective
The client faced a lot of competition in the UK market and there was a
need to reduce costs while updating the software application. Poddar
established an offshore development facility for the client at the
premises of Poddar in New Delhi, India.
Project Size: 80 MM
Project Duration: 1.5 Years
The Solution
Sell-It Suite has been designed for the modern tour operator who will
be selling product offers combining product inventory from a variety of
sources through a variety of online channels. Inventory may be sourced
from allocation and pricing held within the Sell-It Reservator database.
However, it may also be sourced in real-time via 3rd party online
interfaces.
The Sell-It Suite architecture and the data model within the Sell-It
Reservator database have been designed to specifically accommodate
these, giving Sell-It a distinct competitive advantage over older solutions
that have not been designed with these capabilities in mind, and
therefore find it much harder to accommodate these requirements.
Sell-It Reservator consists of four applications in the Sell-It Suite of
Products. These are designed to work in the Tour operators premises.
The four applications are:
Inventory Manager (Inventory Management)
Bookings Manager (Front/Mid Office)
Finance Manager (Finance)
Page 12

Systems Manager (Systems Maintenance)
The Technology
Microsoft (.Net), Database Server: Redhat Enterprise Linux ES Version 3,
Client: Windows 2000 Professional; VB 6.0, VB.NET 2003, Post GRE SQL 7.3.4.
5.
Elevated road corridor in Punjab

Project Size: 70 MM
Project Description
This Civil Engineering project comprises of two elevated corridors, a) 3.5 Km
long four lane elevated corridor along GT road and b) 1.0 Km long two lane
corridor joining Golden temple to GT Road. Gammon has awarded the work
of complete detail engineering consultancy to Poddar Technologies Ltd. This
is a time bound design-built project, thus timely delivery with quality of
designs and drawing has to be provided with proper emphasis on economy,
time and aesthetics with workable solutions. PSC precast segmental boxgirders superstructure and RCC substructures are provided with pile
foundations. Strong team of experienced Bridge Engineers at Poddar is
providing a package of consultancy services to GAMMON India Ltd. by
producing detailed designs and drawings of complete project including
geometrics, structure, illumination, traffic, drainage, junctions, signboards,
overhead gantries etc.
6.
ERP Implementation at a Paper Company

Includes ERP implementation, data migration, integration of enterprise
applications, data interfaces generation.
Project Size: 60 MM
Project Objective and Solution
This is an ERP and MES implementation project with multiple geographically
distributed sites across the country. The total solution takes care of the
Materials, Manufacturing, Sales, Financials & costing functions of the client.
ERP Oracle Application 11i
MES Honeywell OptiVISION 440
Manufacturing sites 8
Corporate Office
-1
RSOs
-8
Depots
-7
Oracle Apps 11i
Implementation of Procurement, Discrete and OPM inventory, Financial
Accounting, Manufacturing Accounting, Costing, Fixed Assets
Optivision
Implementation of Optivision (Paper Specific ERP)
Pilot Sites:
HO, BPU and Seven Regional offices
Roll-out:
Other Seven manufacturing facilities
Poddars Role
Project Management
Page 13

Business Process
Technical Infrastructure
Database Administration
Security and Control
Data Migration
Generation of Data Interfaces
Customization
Enterprise Risk Management
Single point of contact between all vendors and the client
The Technology
OptiVISION
Oracle11i Applications Server
Windows2000, Novell Netware 4, AIX, Sun Solaris, Linux
7.
Consulting assignment for an Integrated Utility

Project Objective
Consultancy work for on line computerization of the clients plants
Value Proposition
The proposed on line computerization of activities of the thermal plants
envisaged the computerization and ERP solutions for three coal fired thermal
plants, thermal design office, and member generation office of the client.
The Project involved the following:
Detailed business process study
Identification of areas for Business Process Re-engineering (BPR)
Basic study report
Bid process management
Preparation of Request For proposal (RFP)
Bid evaluation
Supervision of erection works
Technical advise to PSEB
Final completion report
8.
Crew Management System

Project Objectives
The broad objectives of the system are:
To reliable, cost effective, comfortable, stress less and innovative
Crew Services for better productivity
Effective scheduling & optimum utilization of Railway Crews
Better monitoring of crew productivity, leave, learning and their
availability
Effective controlling of remuneration/payment of overtime and
kilometer allowance
IT As An Enabler Paradigm Shift
Web based Scheduling Information Anytime and Anywhere
Information To Stakeholders Key Component
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Secure , Scalable & Reliable Transactions
Project Size: 21 MM
Project Duration: 6 Months
The Solution
The software solution automates the day-to-day business functions of the
crew thereby providing information of their status, rostering their duty
allocations, providing information on the availability of crew at their home
station and assigning crew to the trains. All this leads to better crew
management.
CMS has been developed to bring in transparency and greater accuracy of
information so that decision makers can take effective business decisions to
control crew and optimize on crew utilization.
CMS enables its users to have instant access to information regarding the
current status of crew at all times and maintain their inventory at all times. It
is a system for management and control of crew movement that also assists
managers and supervisors to optimize asset utilization. It operates for freight,
shunting and coaching services and provides booking of drivers, guards,
assistant drivers and shunters.
The Technology
The application part of the entire project is built on Java using Rational and
WSAD application development tool and Oracle 10g Database. The
application development has been done using MVC software architecture.
9.
JK Tyres
JK Tyres is a major tyre manufacturer in Northern India. It make 2 wheelers, 4
wheelers, tractor and truck tyres. It caters to both OEM and Retail segment. They
make radials as well as non radials.
Project Description: To automate the business processes of JK Tyres at Banmore MP.
Current IT infrastructure is home grown , eclectic systems with low end technologies.
They want to implement ERP that caters to manufacturing, purchase, finance and HR
/ Payroll. Banmore factory is a full range factory that makes radials as well as non
radials.
Poddars Role. Ramco e Applications was implemented at Banmore factory by
Poddar Technologies. It was a 2 year project in which the average team size was 20
people. The entire team was stationed between Head Office are ITO, Delhi (JK
House) and JK Tyres Factory at Banmore. It is a 10 Crore project.
In Scope
Project Management
Business Requirements
Customizations
Implementations
Post Implementation Support
OCM
Out of Scope
Hardware
Page 15

System Software
Challenges Faced
OCM
MIsfit between ERP and the Business processes of the company.
10.
Sesa Goa
Sesa Goa is the largest Iron Ore exporter from the private sector. Operations
involve iron ore extraction from Goa and exports from Marmagoa port. It is
an extremely profitable company. They own their own ships, transhippers
and barges to complete the supply chain.
Project Description: To automate the business processes of Sesa Goa at 8
locations in Goa. Current IT infrastructure is patchy and they have
implemented Oracle Financials . They want to implement ERP that caters to
ore extraction / manufacturing, asset maintenance , purchase, sales finance
and HR / Payroll. Mining being a hinterland operation, workplace conditions
are difficult.
Poddars Role. Ramco e Applications was implemented at Sesa Goa by
Poddar Technologies. It was a 4 year project in which the average team size
was 50 people. The entire team was stationed out of Goa. Project Value 20
Crore.
In Scope
Project Management
Customizations
Implementations
Post Implementation Support
System Software
Hardware
Out of Scope
OCM
Challenges Faced:
Terrain Challenges (Mining is in remote locations)
Hardware Damages (Mining involved blasting etc.)
Specialized Mining Industry Knowledge
11.
Daimler
Daimler is one of the largest car manufacturer of luxury automobiles. They
have a Global presence and currently there is a huge focus on Asia.
Project Description: To implement SAP for Daimler in various countries in
Asia, Africa and Australia. The regional office of Daimler was in Singapore.
Page 16

SAP had to be implemented in China, Indonesia, Thailand, Malaysia, HK, S
Korea, Japan, Australia, S Korea and Singapore. It was a 50 million project.
Poddars Role. Poddar was the outsourcing partner for Daimler. SAP Services
had to be delivered in various countries. Average Team Size was 100
consultants.
In Scope
Project Management
Customizations
Implementations
Out of Scope
OCM
Hardware
System Software
Challenges Faced:
Visa Challenges
Cultural Challenges especially Japan
Language Challenges / Bilingual Consultants
Time Zone Support
Page 17

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BUSINESS DEVELOPMENT FOR INFORMATION TECHNOLOGY

PODDAR TECHNOLOGIES LIMITED

SEPTEMBER DECEMBER 2015