‘We Thrive on Client’s Trust’: Brijesh Nigam

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Brijesh Nigam,  Managing Director, Iterate India Pvt Ltd

We ‘earn money’ by winning over the trust of our clients and keeping them satisfied; we do not ‘make money’ through shortcuts, says Brijesh Nigam, Managing Director, Iterate India Pvt Ltd, talking to Nirmal Anshu Ranjan of ENN

You are operating since 1982. Tell us something about the company and its operations?
The company Iterate India Pvt. Ltd was formed in 1986. However, we had been planning to form it since 1982. We started it as Technocrat Business Data Center, TBDC, in 1982. There were 4 people in the beginning and now it is more than 100 people who are managing this show. Starting from very small jobs, we gradually started foraying into different segments in order to get business. We got our first major assignment from State Bank of India and then an order from LIC also. Those were small orders, but the contract duration stretched over four-five years and. Plus, getting it from SBI was also a great boost. Initially our efforts were to get bulky orders only. Starting from LICs and Bank, we continue to do business with them. After that, we began targeting universities and offered software solutions as computerisation of entrance examinations and end- to-end solutions for educational institutes and universities.

What did you exactly do at these places?
As for Maruti, we have developed a workshop management system and are still providing support to 850 workshops. We have done around 2000 installations for Maruti Dealers. They have transferred their DMS (Dealer Management System) to us. At MASS (Maruti Authorized Service Stations), where you get your car repaired, the software update is done by us. The data consolidation and reports to sales department of Maruti are being sent by us through the online systems developed by us. We provide software support to Maruti for their 3S (Service, Sales and Spare Parts). Similar to Maruti, we also developed software solutions for 350 dealerships of General Motors. All the dealership locations of GM are connected to its central server.

How do you think that Iterate has an edge over its rivals?
We neither give out-of-box solutions or software, nor offer out-of-the-world services. We focus on the lowest level people, the actual users, and how they would like to see the system and what is the perception of top level people. If, you are catering to the delivery needs, be sure you offer dedicated, personalised and committed services. In our client list, you may not find thousands of clients; but whatever clients we have, they are large and satisfied clients. I want to tell a fact here: no matter whether I have a large client or small client, we give due importance to both and ensure that the client is satisfied to the hilt. The reputation built over 32 years should not be spoilt. I also tell to my team as well that if you can do it the right way, do it, or else leave it. I insist that they work according to the company’s policy. My policy is whether you make profit or incur loss, you need to make clients satisfied. There is always a difference between earning money and making money. My policy is to earn money rather than making money.

Naredra Modi has embarked on Digital India mission, wherein most of the IT players have a role to play. Do you look forward to a share in the cake?
Yes, we look forward opportunities… We have already started participating in government tendering processes, interacting with ministries, opening those channels and trying to seize upon the opportunity. We are contributing to the Digital India campaign by offering our cutting-edge expertise, so as to make it a huge success. This, in turn, will get us business and earn money. We are also tying up with the IT companies in the government sector.

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