The Hindu Business Line : An impressive = Tally

From: Subject: The Hindu Business Line : An impressive Tally Date: Thu, 13 Jul 2006 10:06:57 +0530 MIME-Version: 1.0 Content-Type: multipart/related; type="text/html"; boundary="----=_NextPart_000_0000_01C6A664.132A2F70" X-MimeOLE: Produced By Microsoft MimeOLE V6.00.2900.2180 This is a multi-part message in MIME format. ------=_NextPart_000_0000_01C6A664.132A2F70 Content-Type: text/html; charset="Windows-1252" Content-Transfer-Encoding: quoted-printable Content-Location: http://www.thehindubusinessline.com/ew/2005/01/10/stories/2005011000180300.htm The Hindu Business Line : An impressive = Tally

Financial Daily from=20 THE HINDU group of publications Monday, Jan 10, 2005

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e= World=20 - Interview

An impressive Tally =

Bharat Kumar

Ninety per cent of small businesses use Tally software = for=20 their accounting, says the company. What's the road ahead?=20

Bharat=20 Goenka

THE brand has been built over 18 years. And predominantly = through word=20 of mouth and through advertisements on metal sheets nailed to the = back of=20 buses and auto-rickshaws. And if 90 per cent of small businesses = use Tally=20 software for their accounting, then the company must have done = something=20 right. Ask Bharat Goenka, CEO, Tally Solutions, what else he did = to make=20 `Tally' so widespread among India's educated masses, he is = dismissive.=20 With a shrug, he says, "You guys helped us".=20

But during the course of the conversation, it becomes clear = that the=20 casual exterior is just that... the exterior. Tally intends to do = things=20 it hasn't done in the past. And that too, aggressively...

Does piracy bother you as much as it does some international = brands in=20 software?=20

Piracy is an issue. The assumption that piracy helps a = particular brand=20 of software become popular is a myth. People obtain pirated = versions=20 because the software is popular. But, having said that, I believe = in the=20 goodness of human nature. A prospective buyer does not buy pirated = software (at a much lesser cost compared to market prices) because = he=20 wants to hurt a company or an individual. It is obtained easily. = It is=20 difficult to get to a place that sells the software he wants. And = if he=20 does get there, it turns out to be too costly.=20

The problem here is mine, not the buyer's. My job is to ensure = that my=20 software is easily available and is inexpensive enough.=20

Have you lowered prices in the recent past?=20

From Rs 22,500 a few years ago, it is now available for less = than Rs=20 5,000. This is where the strength of the brand helped me. It = helped reduce=20 selling costs. Now, I want to make Tally available at about 50,000 = outlets=20 across India in the next year or so. In two years, we will be = present in=20 at least six major geographies outside India.=20

How do you manage your manpower? Given that you are = different=20 from typical Indian software biggies, in that you sell to the = domestic=20 market and you sell a finished product... ?=20

People in the team tend to have a sense of belonging. The work = they do=20 appears in a product that is branded and which has become well = known over=20 the past few years. Now, Tally is entering a completely new = business.=20

We have been targeting small and medium sized enterprises in = India. We=20 want to sell to large companies. Our product development team will = grow=20 from 240 to 700-800 in the next year. This is significant since it = stood=20 at 90 for about four years till last year.=20

Since you have been well entrenched in selling a software = product=20 to mid-sized clients, will you look at other areas?=20

We already have a presence in training. Now, we want to expand = our=20 scope of operations there. We want to see at least one million = students=20 graduating from our 350-hour course. So far, only 70,000 students = have=20 completed it in 3 years.=20

Popular opinion has it that transparency brought in = through the=20 value-added tax (VAT) regime could send small vendors of personal=20 computers out of business. The assumption is that grey-market = vendors=20 depend on tax evasion for margins... Will this affect your = business?=20

The small vendor of computers will continue to sell his = wares.=20 If the price differential, between a branded PC and an unbranded = one is=20 too low, he will switch to selling branded PCs. Businesses won't=20 disappear.=20

On the other side, there is also debate on whether = corporate=20 India will buy a significantly bigger number of PCs because of VAT = and the=20 need for transparency in their operations.=20

There is always buyer inertia when it comes to adoption of = technology.=20 However, when a whole regime changes (as is the case with VAT), = then the=20 businessman would want a total revamp of his infrastructure. This = could=20 mean that more PCs would be bought.=20

Tally has been actively pushing the case for VAT, = sponsoring=20 Assocham meets on the issue, and all that. How do you benefit from = direct=20 involvement?=20

Other than the altruistic motive, we feel it is = important for=20 us to work with chartered accountants' bodies.=20

bharatk@thehindu.co.in=20

Article E-Mail :: Comment :: Syndication :: Printer Friendly Page=20

Stories in=20 this Section
Thumbs-up=20

The=20 year ahead...=20

Command=20 HQ=20

Keep=20 `em out=20

Teacher's=20 pet=20

Whose=20 fault is it anyway?=20

Search!=20 Is your job in the lexicon?=20

Dual=20 booting problems=20

An=20 impressive Tally=20

No=20 to the mobile?=20

More=20 heads are better...=20

Quiz=20

Find=20 your way in the Badlands=20

Copyright =A9 2005, The Hindu Business Line.=20 Republication or redissemination of the contents of this screen = are=20 expressly prohibited without the written consent of The Hindu = Business=20 Line=20

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