The ElectraCard Services story
The challenge
ElectraCard Services (ECS), headquartered in India, is a major player in the global card payment marketplace. ECS offer a complete portfolio of card payment solutions and deliver them either as licensed software for those customers who run their own payment processing, or as outsourced card payment services. Recently MasterCard took a 12.5% stake in ECS that allows them to offer card payment processing services.
A partnership agreement with HP led to the core elements of the ECS software portfolio being ported to HP NonStop systems, and new joint selling activities targeted globally. From the outset ECS recognised that enabling the HPsales teams to sell these new solutions against robust competition, was going to be a significant challenge.
Action
Solutions for Sales (SfS) was engaged to flesh out the value proposition and develop selling materials that would get the attention of the HP salespeople, making sure they got up to speed fast. The Sales Workshop in Mumbai built agreement around the value propositions and selling strategies. Sharad Somani, Marketing and Alliances Manager, was impressed by the creativity of the Solutions for Sales workshop process: “During the workshop we examined and agreed the complete solution concept that was appropriate for HP”. Also, other vendors’ offerings were examined, their strengths and weaknesses identified, and winning competitive sales strategies were devised.
Results
The Sales Guide and Solution Brief allowed the HP partnership in Asia to start fast. In 2010 Opus Software Solutions (the parent of ECS) announced a $10 million deal with the State Bank of India to replace their existing ATM platform with electraSWITCH running on an HP NonStop system platform. The deal with State Bank Of India will power 25,000 ATMs, 500,000 POS devices and Kiosks, and authorize 80 million debit cards by end 2011. These numbers are expected to double by 2014, making this the largest installation of its type in the world. ECS are now selling in the Middle East, Africa, USA, Latin America and soon Europe. The HP teams across the globe use the selling information developed by Solutions for Sales as their starting point.
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