2. Definition of SAAS, CRM and the Indian ecosystem
• CRM is a generic name given to software that
manages a company’s customers end-to-end
• These customers could be businesses (b2b
model) or end consumers (b2c model)
• CRM’s are generic or specific to an industry
• SFA, Field Automation are synonymous terms
• Using SaaS, customer need not buy, maintain
hardware or develop, upgrade software
• You just need an Internet connection and a
screen (desktop, laptop, mobile phones)
• SAAS provider takes care of product
enhancements as per a defined roadmap.
And at least 2 dozen more….
3. Company Background
• Peri CRM is a wholly owned
product of Peri Technologies
Private limited
• Founded in May’2019 by Harsh and
Ravi, childhood friends and tech
buddies
• The company is bootstrapped with
presence in India and Canada.
• Vision of founders is to create a
nation-wide technology, consulting
and training organization.
4. Company Portfolio
FMCG Healthcare OTC Consumer Durables
Biscuits – 400+ users Ghee – 100+ users
Beverages – 50+ users Namkeens – 50+ users
Poultry – 10+ users Masalas, Pastas – 50+ users
Health OTC – 25+ users Electrical – 10+ users
And growing by venturing into newer
product categories and industries……….
Ready-to-Eat
Frozen Food – 25+ users
5. Interesting Facts About Peri
Mobile First
Android Market Share
Design First
Adoption First
300K
Active
Retailers
125K
Touched
Monthly
90K
Order
Monthly
85
190
287
177
3
0
50
100
150
200
250
300
350
>=50 years 40-50 years 30-40 years 20-30 years <20 years
Count of Employees by Age-Groups
400k cartons
Stock Consolidation
Across 1000+ dealers, 15+
Indian states, 200+ SKU’s
INR 50M
Order Value
Avg order value per retailer being
INR 1400, across SKU’s classified as
mass, value, premium
Avg txn time per workflow
Typical handholding period per implementation
6. • HARSH
Co-founder, CEO
10+ years as business
consultant, subject matter
expert and enterprise app
implementer.
• BINEET
CA, GST Expert
Chartered Accountant and
member of All India
Federation of Tax
practitioners
• RAVI
Co-founder, CTO
13+ years as software
architect, IT project
manager, interface
between business and
development teams.
• Rakesh
Account Manager
5+ years experience in
enterprise SAAS sales with
great focus on customer
satisfaction
• DEEPAK
Development Lead
8+ years as application
developer, have created
mini-ERP’s, billing systems
for multiple Indian
companies.
• Namrata
UI, UX Expert
5+ years as graphics
designer, & branding
expert, a NIFT graduate
with passion for UI, UX.
Core Team
7. Enterprise SAAS Market Size - Worldwide
*Source: Cloud-Based Enterprise IT Market 2021 and Beyond (Apps Run The World)
SAAS BY FUNCTION 2020*
Customer Relationship
Management (CRM)
23.80%
Human Capital Management
(HCM)
13.90%
Enterprise Resource Planning
(ERP)
11.80%
Collaboration 7.90%
SVM + Procurement 9.80%
Analytics and BI 6.90%
Product LifeCycle Management 6.80%
eComm, CMS 9.60%
Others 9.50%
SAAS is projected to cross $100B alone SAAS BY VERTICALS
Automotive
BFSI
Communication
Construction & Real Estate
CPG & Distribution
Education
Pharma & Healthcare
Leisure & Hospitality
Professional Services
Retail
Transportation
8. Enterprise SAAS Market Size – FMCG, India
Sales
1k+ organised,
10k+ unorganised
companies
500k+ Sales Reps,
approx 50% on
*automation
Logistics &
Distribution
100+ organised,
many
unorganised
100k+ Support
Staff
Marketing
(BTL only)
1k+ organised,
many
unorganised
10k
supermarkets,
minimum 1
promoter/store
*Includes spreadsheets, Google forms, basic apps and comprehensive SFA apps
About 600k SAAS users,
at base ARPU of
INR 250/month
the annualised market is
INR 200 crores or
USD 25 Mn
Enterprises
(any proprietorship
or private limited co.
having a
branded/packaged
product)
Users
(anyone who
handles a part of
sales and
distribution
workflow outside
office premise)
9. Peri By Segments
FMCG
Manufacturers
General Trade (GT) Modern Trade (MT)
Dealer
management
Institutional/
HORECA
*Running since Oct’18 ,super
strong, 100% covered
*80% there, few
enhancements,
launched in Dec’19
*50% there, growing
steadily, launched
promoter
management in
April’20
*Conducting pilots,
looking for early
adopters
*Peri’s coverage
Ready Stock/
Van Sales
*90% there, launched in
Mar’20
10. Peri’s Target Organisations
At this stage, Peri is targeting three broad categories:
1. No automation: FMCG companies with 25+ frontliners,
working on excels and Google forms targeting sales
growth. Have adopted accounting softwares post GST.
2. Dissatisfied automation: Who attempted automation
sometime back but failed in user adoption or real
business benefits.
3. Mature Automation: Who have successful automation,
haven’t maximised potential of big data & AI.
11. Top Differentiation of Peri
•Peri is not a BLACK-HOLE like other CRM’s
•Peri is flexible, agile not “one size fits all”
•Peri is extremely easy to adopt (our success rate is
close to 100%)
•Peri has inbuilt “top-tier” data analytics capability to
help senior management in decision making
12. Expectations of SAAS Users
Field Force
• Minimal data entry
• Easy to learn and use
• Least drain on battery
• Offline working in areas of low
internet connectivity
• Optimal policing (app shouldn’t
track every movement)
• Their work gets highlighted (TC,
PC, targets, market expansion
etc)
Managers
• Live view of their downlines
• Tracking of top KPI’s (TC, PC,
Order value, target v/s
achievement)
• Their contribution gets
highlighted (joint working,
distributor meetings)
• Numbers with fancy graphs
to highlight during monthly
meetings
13. Peri’s Geo Understanding
• Peri covers 381 towns
across 18 states (and
expanding)
• Covering tier-1 till tier-6,
rural to metropolitan
• We have embedded
population and household
data from Census of India
2011 to support business
potential and coverage
analysis
14. What all Peri Can Do?
Employee Management
• HR master data (connectors
with top HRMS)
• Weekly off management
• Base/HQ location
management
Attendance
• Day-start, day-end alarms
• Easy swipe based
interactions
• Attendance regularisation by
managers to account for all
working days
Organisation Hierarchy
• Direct line reporting
• Indirect line reporting
• Frontliner till CEO
15. What all Peri Can Do?
Outlet Management
• Nielsen categorisation
• Strict Outlet KYC
• Welcome SMS to outlets
• Distributor and super
stockist from company’s ERP
Product Management
• SKU’s from company’s ERP
• Multiple pack sizes and
conversions
• Comprehensive product
pricing and schemes
Expense Policy
• Allowance policy based
on employee grade
• Daily, travel and
miscellaneous allowance
• Access to accounts team
16. What all Peri Can Do?
Order Management
• Primary & secondary
• 30 seconds order taking
• Offline order taking
• Copy previous orders
• Order charts for quick
analysis
• Order pdf (unique feature)
Stock Management
• Monthly stock taking at
distribution points
• Weekly stock taking
(consolidated without SKU)
• Daily stock taking by
promoters
• Stock pdfs
Market Feedback
• Marketing surveys
• Consumer surveys
• Distributor and retailer
surveys
• Available in vernaculars
17. What all Peri Can Do?
Target Setting
• Target by month
• Target by sale type i.e.
primary or secondary
• Daily achievement from
primary and secondary
fulfilment
Promoter Management
• Every day reporting
• Sampling
• Daily stock taking
• Customer feedback
collection
Reports with KPI’s
• Top reports on mobile
• Infinite reports on web
with ZOHO analytics
• 30 minutes TAT
18. Peri’s Commercial Benefit
Tangible - Pricing
• Peri believes in making sales
automation available to all
companies
• Peri’s monthly pricing is
about 30-40% lower than
competition
• Peri’s features are next-gen
(2019) whereas competition
is old school (2015)
Intangible – Training,Consulting
• Peri’s team has sales training
and technology consulting
background
• We support our software
with best practices, advisory
and field support
• Peri owns a customer
problem and will not rest
until it is solved through
technology.
19. Thank You
•We join hands with FMCG co’s as business partners
•We are trainers, advisors and consultants
•Our motto is improving the lives of salespeople
•We serve the sales hero on the street to the CEO
•We innovate and improve continuously
•We strive towards gaining tangible business benefits
•Get in touch to know more.
