Understanding the importance of industry clusters, Ramco is also trying to accelerate demand by targeting specific regions which are known for their industry clusters. This was seen recently when the company announced the Ramco OnDemand ERP Partner Program, which was initiated to target the industrial sector in Maharashtra.

“The SMB sector is underserved from an ERP perspective. Most of the companies in the SMB sector have grown quickly but use IT systems that do not have the capability to support their business growth,” says R Sukumar, Head Sales, OnDemand Solutions, Ramco Systems. Through its partners, Sukumar wants to target companies led by second-level entrepreneurs who are technology savvy, understand the critical importance of investing in an ERP, but do not want to make huge capital investments in buying technology solutions.

The company is so bullish on its Saas opportunity that it has now decided to double its partner base from 25 to 50 by the end of this fiscal year. Sunderaraj  believes that the maturity of the model coupled with customer references—which are extremely crucial in the small and medium segment—will help his company add more than 100 customers by the end of this fiscal year.