Research

Named, with the sentence that answers them, because a vendor raised on a call with nothing to say back is a subject a consultant will quietly avoid. The estate is SAP and somebody manages it, so anybody selling into it is arriving in a room that already has an incumbent in it. The answer is the same one that runs through the whole pitch: nothing here replaces them. Everything lands as configuration and process inside the estate they already hold, which makes this an addition to their footprint rather than a threat to it. Say that first, before it is asked.

The parts of the operation somebody already sells them, and what the findings sitting on those parts are worth. These are the harder conversations, not because the findings are weaker but because there is a relationship in the way and a renewal date somebody is thinking about. Worth knowing before the call rather than during it: a finding raised on a process with a vendor behind it is a finding that vendor will be asked about afterwards.

₹6.2 Cr of the total sits on parts of the operation nobody sells them anything for. That is the majority of the findings and the majority of the money, and it is the cleanest ground in the deal: a process nobody supplies is a process nobody defends, there is no renewal to work around and no incumbent to displace. It is also the weakest evidence on the page, and for the same reason. Nothing is measuring these processes, because the systems that would measure them were never bought.