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Connectiva has been awarded a multi-million dollar contract by Celtel International. What was the consideration for this selection?
The key considerations for the contract was the ability of the product to support “Distributed Revenue Management”, ie, supporting multiple geographies, and monitoring not only the activities of the local operating entity but also feeding corporate headquarters with revenue impacting activities across 14 countries.

The second consideration was the ability of the vendor to implement this solution across fourteen countries innovatively, and in a very compressed time frame. Given that this is a complex project, Connectiva's 100% success record made a big difference. Over the past seven years, all implementations of Connectiva's solutions have been on time and within budget. This enviable track record helped in the selection of Connectiva as the vendor of choice.

What challenges have you faced in taking the company to the next level?
The biggest hurdle that we overcame initially was to demonstrate was how tangible our value proposition is. Once we proved the compelling business case associated with deploying our solution, we started to get a lot of interest from telecom operators globally.

What kind of engagement do you have with operators?
The executive sponsor of revenue management projects at telecom operators is usually the CEO or the CFO's office. We work closely with the executive sponsor to make sure that there is alignment with their corporate objectives.

What are your growth plans for the current fiscal?
The growth that we are expecting will translate into substantial investments both in and outside India. Unlike ITeS players, we are not looking to hire thousands of people. We are in the business of creating IP, and are recruiting the best in our field. Our Global Innovation Center (GIC) in Kolkata has several PhDs from reputed institutions, and we will continue to be very selective when recruiting people.

Today, we have offices in New York, Mexico City, London, Kuwait, New Delhi, Kolkata and Singapore. We expect to triple our sales this financial year, and will add to our network of global offices.

Jatinder Singh
jatinders@cybermedia.co.in