bdit_2.4_poddar

BUSINESS DEVELOPMENT FOR INFORMATION TECHNOLOGY

Dr RAJNEESH CHAUHAN & VINEETA KUMAR SEPTEMBER – DECEMBER 2015

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 non-

conformances, 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.

Poddar’s 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



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. Consulting

2. GIS services

3. Data warehousing & Business Intelligence

4. Engineering Services

5. ERP Implementation

6. Security & Surveillance

7. IT Outsourcing

8. E-governance

9. 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. Package Implementation

2. Software Development

3. Infra support

4. KPO

5. BPO

6. Hardware supply

All the verticals were supported by:

1. Finance



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.

OFF SITE PERSONNEL (100)

ON SITE PERSONNEL (200)

SOFTWARE (50)

HARDWARE & INFRASTRUCTURE

(50)

BUSINESS DEVELOPMENT DELIVERY

President

CMD

FINANCE (5)

HR (15)

IT CONSULTING (20)

TECH

SUPPORT (5) ENG SERVICES (25)

DW & BI (25) ADMIN (5)

GIS (25 +)

ENTERPRISE SOLUTIONS (10)

SECURITY SERVICES (10)

SERVICES (10)

E-GOV (10)

SOLUTIONING TEAM (15)

ENVIRONMENT SCANNING &

SUPPORT STAFF (5)



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



PARTIAL CLIENT LIST

Defense

Indian Army…………cyber 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



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



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



• 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



• 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-administration—the use of ICTs to modernize the state; the creation of data

repositories for MIS, computerization of records.

• E-services—the emphasis here is to bring the state closer to the citizens.

Examples include provision of online services.

• E-Governance—the 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-democracy—the 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 e-

referendums.



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 application’s 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.



� 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

b. Oracle – 9i



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 operator’s premises.

The four applications are:

• Inventory Manager (Inventory Management)

• Bookings Manager (Front/Mid Office)

• Finance Manager (Finance)



• 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 box-

girders 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

RSO’s - 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

Poddar’s Role

� Project Management



� 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 client’s 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



� 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.

Poddar’s 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



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.

Poddar’s 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.



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.

Poddar’s 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

bdit_2.4_poddar

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