Technology and business both have the golden touch; they just don’t change into gold whatever they touch but something more valuable than gold. They are revolutionizing each and every element of our lives. The latest technological and business achievements have triggered unexpected trends with broader impact on very human aspect. And in 2019, we expect drastic exponential changes in every possible direction. Advanced tech like AI will transform the entire industries, making way for infinite business opportunities. In this latest edition, we will focus on such future thinking companies and their revolutionizing services that are changing the face of business sector. The Silicon Review “Super 30 Companies of the Year 2019.” These companies are not only distinctly ahead among the peers, but are helping other companies to gain momentum along with them. The companies that are enlisted provide most innovative solutions to solve IT industry’s toughest challenges and distinguish themselves by their ability to forecast future business and technology trends. In simple words, these companies are helping the people better understand the world.

1. Asia Special August 2019
Technology CEOs Business FeaturesLeadership CIOs
www.thesiliconreview.com
Leveraging Robotics and Artificial
Intelligence for Well Being
Partnering Robotics
Super 30Companies of the Year
SR 2019
Ramesh Caussy, CEO & Founder

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Success recognized to the fullest!
T
echnology and business both have the golden touch;they just don’t change into gold
whatever they touch but something more valuable than gold. They are revolutionizing
each and every element of our lives. The latest technological and business achievements
have triggered unexpected trends with broader impact on very human aspect. And in 2019,
we expect drastic exponential changes in every possible direction. Advanced tech like AI will
transform the entire industries, making way for infinite business opportunities.
In this latest edition, we will focus on such future thinking companies and their revolutionizing
services that are changing the face of business sector.
The Silicon Review “Super 30 Companies of the Year 2019.” These companies are not only
distinctly ahead among the peers, but are helping other companies to gain momentum along
with them. The companies that are enlisted provide most innovative solutions to solve IT
industry’s toughest challenges and distinguish themselves by their ability to forecast future
business and technology trends. In simple words, these companies are helping the people better
understand the world.
Let us change the world together!

6. 8
10
12
14
32
36
38
40
42
44
46
48
50
52
16
18
20
22
24
26
CONTENTSASIA SPECIAL | AUGUST 2019
The Supply Chain Engineers – Miebach
Jurgen Hess, CEO & MD
The critical network infrastructure
specialists: Kordia
Hamish Guild, CEO
“We make life easier, safer and greener”:
Infineon Technologies
Dr. Reinhard Ploss, CEO
Engineering the chemistry of success:
Atotech
Geoff Wild, CEO
Empowering growth and innovation:
Computaris
Raluca Rusu, CEO
Driving Digital Transformation across
Medium to Large Organizations - Elcom
John Anstey, CEO
Advancing Cambodia into a 5G world:
Cellcard
Ian Watson, CEO
Developers and Consultants of Custom
Software and Information Technology -
Virgosys
Rajiv Saran Sharma, CEO
A specialist provider of Strategic,
Operational and M&A talent both on a
permanent and independent consulting
basis: The Barton Partnership
Nicholas Barton, Founder & CEO
San-Mateo-based BuildingIQ, an Energy
Management Software Platform, Forecasts
Energy Demand and Adjusts Buildings’
HVAC Settings to Optimize Energy Use
Michael J. Nark, CEO
An Interview with Girish Arora,
Alniche Life Sciences Pvt Ltd Founder
and MD: ‘We Formed Business Verticals
to Expand Coverage to New Markets and
Therapy Areas in Line With Our Growth
Expectation, this Brings Focus to Key Brands
and Support Global Licensing Portfolio’
Girish Arora, Founder & MD
The Growth Strategy Consulting Firm -
SriSattva Group
Uviraj – India’s Most Trusted PPE
Manufacturer: ‘We Constantly Strive to Create
Products that Will Stimulate the Customer’s
Senses to Bring about Trust and Belief Each
Time the Product is Used’
Aparna RamMohan, MD
Viraj Kohli, CMO
‘Made to Last’: HMG, a Queensland-based
Company, Designs, Manufactures, and
Refurbishes Components and Assemblies
Used in Heavy Equipment and Fixed Plants
Across a Wide Range of Industries
Lincoln Gibbons, CEO
The Global Standards For Excellence:
Test and Verification Solutions
Mike Bartley, Founder & CEO
Tomizone, a North Sydney-based WiFi
Software Company, Powers In-Venue
Digital Experiences that Drive Consumer
Engagement and Revenue
John Seton, Chairman
Creators of PCoIP Remoting Protocol
Technology and Cloud Access Software -
Teradici
David Smith, CEO
Success as a Service: 3GC Group
Henry Park, CEO
Powering the Restaurant of the Future:
Dragontail Systems
Ido Levanon, MD
Revolutionizing poultry farming one egg
at a time: eggXYt
Yehuda Elram, Co-founder & CEO

7. COVER STORY
54
56
58
60
62
64
66
68
70
72
PG - 28
Leveraging Robotics
and Artificial
Intelligence for Well-
Being
Partnering robotics
Ramesh Caussy, CEO & Founder
A Revolutionary New Way to Build On
Blockchain: Finterra
Powering the Project Economy -
Expert360
Hamid Rashid, Founder
Consolidating Data for Ease of Operations:
Congruity360
Brian Davidson, Co-founder, CEO, &
Managing Partner
Creating Shared Credit System and
Financial Services Platforms to the World:
Ant Financial
Eric Jing, Chairman & CEO
Creating a World where Data is Safe for
Every Organization, Every Individual,
Every Day - Dathena
Christopher Muffat, Founder & CEO
Committed to a new era of secure software
excellence: Secure Code Warrior
Pieter Danhieux, CEO, Director, & Co-founder
Leveraging 3D printing to democratize
manufacturing: 3DCompare
Alexander Ziff, CEO
Creating the Largest Real-World
Evidence Platform for Patients and
Fuels Innovation: Holmusk
Creating engaging digital experiences
to enhance your digital transformation
journey: Facile Consulting
Nawal Roy, Founder & CEO
Nasim Ahmad, Founder & Director
Bridget Loudon, CEO & Co-founder
Human at Scale: Voca’s virtual Call
center Agent
Einav Itamar, CEO & Co-founder

8. The Supply Chain Engineers – Miebach
Consulting Meets Engineering
F
rom Indianapolis to Shanghai
and beyond, Miebach provides
supply chain solutions based
on integrating consulting and
engineering. For over 40 years the
firm has built a proven international
record of nearly 10,000 successful
supply chain projects and solutions.
Its strategies and Implementations
support clients in gaining and
maintaining leading market
positions while enhancing their ROI.
Client driven services
The global Miebach Consulting
network offers diverse solutions
and client-driven services. The
company’s reputation stems from
its expert team’s proven capability
to deliver thought leadership
within complex projects.
The company’s objective is
to deliver the most-effective
strategies and solutions that lead to
benchmark supply chains.
Sound Strategies and
Solutions for the Supply
Chain
Global supply chain consulting
meets engineering: The firm
designs and implement state-of-
the-art supply chains and are one
of the world’s largest consulting and
engineering enterprises in this field.
The firm develops sound strategies
and execute successful solutions
for network structures, processes
and facilities along the complete
supply chain and ensure supply
of the world.
Due to dynamic market
developments and highly
competitive environments, supply
chains continually face adaptive
challenges. Companies need
to design and apply individual
strategies. Therefore, it develops
solutions in response to its clients’
specific business cases. Over 350
consultants in 21 countries around
the world provide the knowledge
and experience to aid clients in
local, regional, and global projects.
“We provide supply chain
consulting and engineering
services in logistics and
production for large and
medium-sized companies
on a global scale.”
Jurgen Hess
CEO & Managing Director
AUGUST 20198

9. Setting standards
As a holistic consultancy
and engineering enterprise,
Miebach Consulting sets the
standard in the combination
of strategic knowledge and
implementation capabilities.
The firm experiences in
research, development and
best practice make it a natural
partner for companies that
need to respond dynamically
to change and the firm ensures
that all objectives can be
achieved in the implementation
of their projects.
Across all regions
The know-how of its experts
encompasses global industries
and regional requirements.
24 locations in 21 countries
enable it to offer precise global
solutions based on a deep local
business understanding. When
working with Miebach, clients
benefit from an integrated
approach to logistics, having
one partner support them with
a seamless transition from
strategy to execution.
Result Driven Culture
Three main steps determine
its plan of action: Miebach
takes the time to understand
the client’s long-term business
and logistic objectives. The
company translates these
objectives into the future
requirements of the client’s
supply chain. From there, it
develops the best strategy to
achieve its client’s goals and
maximize their customer’s
experience.
This plan of action is utilized
to facilitate the client’s
development and growth,
lower costs and maximize
service. All Miebach Consulting
solutions are tailor-made.
The firm covers the seamless
transition from strategy to
execution. Its proof of concept
is in every result.
Having always maintained
a model of an independent
advisor, the firm only
recommends solutions,
systems, or software that will
maximize the return of the
client’s investment.
Within budget;
On-time; Full
performance
The teams bridge the gap
between consulting and
engineering. It has experience
in implementing what it
recommends. Every solution
is developed in response
to its client’s needs and
requirements: the budget, the
schedule, and the objectives.
Often the firm supports its
clients by collaborating in
detail planning, tendering
for the solution, and project
implementation to go-live.
Because of its supply chain
focus, it has developed a range
of services from strategic
engagements to more tactical
services. Whether it is the
design of a new warehouse, the
introduction of lean initiatives
in manufacturing facilities, the
optimization of supply chain
networks, the development
of new inventory deployment
strategies or the re-engineering
of an entire supply chain:
Whatever the challenge – its
work is always implementation
driven.
Meet the Company’s
Leader
JÜRGEN HESS | CEO Miebach
Consulting Group - Managing
Director (Head) Miebach
Consulting Germany
Shortly after starting his career
at Miebach Consulting in 1992,
Mr. Hess became Head of Supply
Chain Structures and developed in
this business area’s international
activities. He then successfully
led the Logistics Service Provider
market segment. In 2001 Mr. Hess
was appointed Chairman of the
Management of Miebach Consulting
Germany, and in 2003 he became
CEO of the Miebach Consulting
Group. Mr. Hess studied at Technical
University Darmstadt and has
international project experience
in Australia, China, India, UK, and
the USA. He is an Advisory Board
member of the LogiMAT trade
fair and a Member of German
Association Materials Management
Purchasing and Logistics e.V. (BME).
AUGUST 2019 9
SR

10. AUGUST 201910
K
ordia Solutions is an end to
end telecommunications,
communications, broadcast,
and infrastructure service provider.
Kordia’s engineers, technicians,
riggers, and project specialists have
the experience and skills required
to design, deploy and maintain
critical networks and infrastructure.
Kordia Solutions is an Australasian
company with more than 600 staff.
Innovative design, advanced
performance tools, and the latest
technologies; these are what
Kordia uses to evaluate and analyze
your telecommunications network
needs to find the right solution for
your business. Reducing the total
cost of ownership, Kordia builds
the whole telecommunications
network around a cutting-edge
fault and task management
platform. This means the whole
network gets Kordia’s full attention.
No job is too large or too small, too
remote or too obscure. Kordia has
coverage right across Australasia
and is on call 24/7 to respond to
network faults.
Kordia has been in the business of
providing mission-critical solutions
for over 60 years. It has proven that
it has the ability to adapt and evolve
to ensure that the firm stays ahead
in what is an ever-evolving industry.
It has achieved this through the
dedication, passion, expertise and
natural curiosity of its people.
What makes Kordia
different from its
competitors?
Kordia delivers solutions and
services across a diverse range
of customer markets and
technologies, its employees have a
unique opportunity to widen their
knowledge base and experience in
what is an exciting and fast-moving
industry.
The majority of what the firm
delivers to its customers performed
by its in-house team of experts. In
order to deliver these end-to-end
solutions, its ‘people profile’ is quite
varied and its employees often have
the opportunity to move to different
roles – or change career paths –
without having to leave Kordia.
Kordia also actively encourages
and promotes internal career
growth. It has countless examples
of employees who joined us as
graduates and trainees who,
with some nurturing, training
and development, have since
transitioned across into commercial,
business, engineering or project
roles. It’s not unusual to find a
Project Manager who started with
We believe that every employee has a role to play in the overall success of the business, and
our vision is not just to be an employer of choice but also to become the leading Australasian
provider of mission-critical technology.
The critical network infrastructure
specialists
Kordia

11. AUGUST 2019 11
Kordia as a Rigger or a Bid Manager that
started out in-office support.
Kordia openly acknowledge and express
appreciation for the contribution its
people make to its organization through
recognition, reward, promotion, and
development.
Kordia‘know-how’spans
many areas
Kordia has the ‘know-how’, capability,
systems, technologies and people to handle
a wide range of project requirements –
across many sectors.
Kordia specializes in the long-term
operation, maintenance and management
of critical public and private assets and
infrastructure – from water, power,
transport, schools, and hospitals, to major
telecommunications carriers and ISPs.
With a customer-oriented culture, the
company is small enough to care and large
enough to deliver. It develops strong yet
flexible working relationships based on
openness, honesty, and integrity. And, Kordia
delivers on its promises with quality results.
Services and solutions offered
Kordia has solid relationships with a wide
range of equipment suppliers, yet remains
completely independent. This gives us
greater flexibility and agility to meet project
requirements and deadlines.
The firm has a genuine ‘turnkey’ capability,
delivered by an in-house team of specialists
with the tools and technical ability to
deliver large-scale complex infrastructure
projects. In addition, its unique network
engineering capability includes Australia-
wide radio frequency (RF) planning,
design, optimization and operational
skills necessary to design, build and
operate a telecommunications network.
The leading man
Hamish Guild, CEO: Hamish has extensive
experience running large scale national project, service,
and engineering organizations. A passionate leader,
he loves driving people development, great customer
service and shareholder value.
“Our experts work on both
sides of the Tasman (and
beyond) and are highly
skilled in the design,
deployment, maintenance,
and operation of
telecommunications
networks and solutions.”
Hamish Guild, CEO
SR

12. AUGUST 201912
T
he world’s swelling
population, more and more
megacities and the rising
demand for energy is prompting
us to rethink many aspects of our
modern lifestyle. Semiconductor
and system solutions from Infineon
contribute to a better future –
making our world easier, safer and
greener. These tiny, barely visible
electronic components have become
an indispensable part of our daily
lives. They help to feed regenerative
energy into power grids with almost
zero losses, tame power-hungry
computers, safeguard the data flying
through cyberspace and make our
cars more energy-efficient.
Infineon Technologies AG is a world
leader in semiconductor solutions
that make life easier, safer and
greener. Microelectronics from
Infineon is the key to a better future.
In the 2018 fiscal year (ending 30
September), the Company reported
sales of around €7.6 billion with
about 40,100 employees worldwide.
Infineon is listed on the Frankfurt
Stock Exchange (ticker symbol: IFX)
and in the USA on the over-the-
counter market OTCQX International
Premier (ticker symbol: IFNNY).
Infineon’s Divisions
Automotive: Driving the
Future of Automotive
Electronics
Infineon is one of the few
semiconductor manufacturers for
automotive applications that covers
the most important applications
in vehicles. With a broad product
portfolio of microcontrollers,
intelligent sensors, transmit and
receive ICs for radio-frequency
applications and radar as well as
both discrete and integrated power
semiconductors: powertrain,
chassis and comfort electronics as
well as driving safety applications.
Coupled with a highlevel of quality,
this comprehensive range of
products has made the company
a preferred partner for its
customers for over 40 years.
Infineon’s development strategy
focuses on the integration
of functionality and thus on
semiconductor solutions with
an excellent price-performance
ratio. Thereby its technologies are
contributing to a greener future
by reducing fuel consumption,
emissions, and costs. And that’s
not all – the firm is also helping to
improve safety and performance.
Industrial Power Control:
High Power Semiconductors
for Industrial Applications
Industrial Power Control products
are crucial for generating and
transmitting electric power
efficiently and with virtually no
losses – as well as for reducing
energy consumption. Infineon’s
leading market position is based
on technological leadership and on
being an innovative, reliable partner
for its customers.
Power semiconductors are often
the determining factor, not only in
terms of function but also when it
comes to the efficiency, size, weight,
and cost of its customers’ products
and systems. Infineon’s many
years of industrial experience
and innovative strength helpsit
develop the right components
for the relevant applications.
Power Management &
Multimarket: Shaping Power
Management – Infineon lives
Energy Efficiency
The number of electronic devices
we use in our everyday lives is
constantly growing. The significance
of the power supply for these
devices is not always obvious, yet it
is crucial for their reliability, power
consumption, and size.
Efficiency, powerful batteries and
chargers, and high effectiveness:
These customer requirements place
new demands on the efficiency and
size of our power supply solutions.
The power density thus becomes a
decisive factor. Infineon’s concepts
for “Digital Power Management”
– the transition from analog to
Part of your life. Part of tomorrow.
“We make life easier, safer
and greener”
Infineon Technologies

13. AUGUST 2019 13
digital control of the power supply
– address this trend directly. With
technology that achieves more,
consumes less and is accessible to
everyone.
Digital Security Solutions:
Over 15 years of world-
leading security expertise
for increasingly demanding
security requirements
Digital communication calls for
robust protection against the misuse
of personal data – whether it be
stored on an electronic passport
or transmitted over the Internet.
Based on its core competences in
the fields of security, contactless
communication and integrated
microcontroller solutions
(embedded control), Infineon
offers an extensive portfolio of
semiconductor-based security
products for many chip card and
security applications.
With this expertise, Infineon is
helping to increase security in an
increasingly networked world,
for example for mobile payment,
for system security and secure
electronic ID documents.
How does Infineon
contribute to a better future?
Entrepreneurial spirit: Through
creativity and commitment Infineon
creates value for its customers,
employees, and investors. The
company understands how
semiconductors increase the
performance of modern technology
and enable solutions that will
shape its lives today and tomorrow.
Developed with passion and
manufactured with precision, every
single product proves Infineon’s will
to succeed. This is what makes the
firm a reliable partner and helps
its customers to become even more
successful.
By accepting responsibility
for society: Infineon combines
entrepreneurial success with
responsible behavior. Efficient use
of energy, environmentally-friendly
mobility, and security in a connected
world –it solves some of the most
critical challenges that its society
faces while taking a conscientious
approach to the use of natural
resources.
With a unique team: Men and
women from more than 90
countries make Infineon a successful
international company – with their
skills, their enthusiasm and the
courage to challenge the status quo
and open up new horizons. Since
the semiconductor was invented,
Infineon has helped shape the future
– every single day.
CEO corner
Dr. Reinhard Ploss, CEO: Reinhard
has been a member of the Management
Board of Infineon Technologies AG since
2007. He has been CEO since 1 October
2012. Reinhard Ploss was born on December
8, 1955, in Bamberg. He studied process
engineering at the Technical University of
Munich and in 1986 received his doctorate.
He began his career at Infineon (Siemens AG
until 1999) in the same year.
“We make life easier, safer and greener – with technology that achieves more, consumes less and is
accessible to everyone. Microelectronics from Infineon is the key to a better future.”
Dr. Reinhard Ploss, CEO
SR

14. AUGUST 201914
A
totech is a company
driven by an endless
technical curiosity
and passion: if Atotech is
not creating, innovating, or
engineering, the team is not
happy. Fortunately, there is
always something to dream
about and find a solution for.
Atotech is a leading global
provider of specialty surface-
finishing solutions. The
company’s comprehensive
systems-and-solutions
approach leverages its
unique offering of chemistry,
equipment, and service. Like
many international brands,
Atotech started small. Today
its products can be found
everywhere in daily life.
Whether used within
the automotive and
communications industry,
or in countless other
applications, their quality
and character help to
optimize the performance
and value of everything
they are incorporated into.
This is what makes Atotech
unique. An international
team of experts is dedicated
to making the Atotech
experience like no other.
The company’s goal is
simple: to make a positive
difference in all the lives
that we touch. It is all part
of a commitment to building
on a leading position as a
surface-finishing solutions
provider and becoming
one of the world’s most
respected specialty chemicals
companies.
Here are some of
Atotech’s products
Electronics
Atotech develops produces
and sells plating chemicals
and equipment for
manufacturing printed
circuit boards, package
substrates, semiconductors,
lead frames and connectors
and is recognized as the
leading innovator within the
electronics plating industry.
The trends towards better
connectivity, greater device
functionality, performance,
and miniaturization, are
leading to higher complexity
in Atotech’s customers’
products, which require
advanced technology
solutions more than ever
before.
Electrolytic plating
High volume conformal
plating production in
Uniplate® InPulse 2
equipment: Inpulse®
2HFU is masking drilling
defects and provides
reliable coverage of wedge
voids thanks to its superior
throwing power in BMVs.
The process is the ideal
solution for reliable mSAP
flash plating. Inpulse®
2HT assures best plating
uniformity in through holes
with significantly improved
Our
comprehensive
systems-and-
solutions
approach
leverages our
unique offering
of chemistry,
equipment, and
service.”
Engineering the chemistry
“
Geoff Wild, CEO

15. AUGUST 2019 15
surface plated copper distribution,
comparing high and low hole
density areas.
The latest version of Atotech’s
Cupracid® TP series: Cupracid®
TP3. This is an electrolytic copper
plating process for conventional
hoist type DC equipment using
soluble anodes. It provides
outstanding throwing power at high
current densities and low surface
tension for the comprehensive
wetting of BMVs and through holes.
Cupracid® TP3 offers excellent
reliability results. It is a very
robust process with stable plating
performance after idle time.
Cupracid® AC is for conformal
copper plating with soluble anodes.
It provides excellent throwing
power in both BMVs and Through
Holes at high current densities.
Cupracid® AC is compatible with a
wide range of vertical conveyorized
systems with sparger electrolyte
agitation as well as hoist
type equipment with air agitation.
Final Finishing
Aurotech® Plus: An Atotech
optimized ENIG process that is
designed specifically with high-
end HDI manufacturing in mind.
Dramatically reduced in nickel
corrosion, minimized extraneous
nickel plating and outstanding
soldermask mask and base material
compatibility, are all primary
benefits. Whilst technically assured;
Aurotech® Plus offers cost saving
through extended lifetimes,
excellent distribution and process
control.
Aurotech® HP: An ENIG process
developed especially for the high
corrosion resistance requirements
of mobile handset manufacturers.
Its nickel layer with high
phosphorous content provides
significantly better protection
versus an aggressive environment
than conventional nickel layers with
mid or low P-content. The process is
qualified and in mass production for
the world’s leading cellular phone
fabricators.
AuNic®: A drop-in process for
existing standard ENIG lines. It
consists of five main steps: cleaning,
micro-etch, activation, electroless
nickel, and immersion Gold. The
most distinguishable feature of
AuNic® is the introduction of the
additive AuNic® EN C, which is
added for bath make-up and after
idle times instead of performing
dummy plating.
Desmear and Metallization
Atotech’s advanced desmear
process series Securiganth® MV
enables outstanding cleaning and
roughening performance, and
provides the industry standard
desmear process for bare laminates
utilized in high-end IC Substrates
based on Semi-Additive Process
(SAP) technologies.
Securiganth® E is perfectly suited
for horizontal and vertical desmear
for HDI, MLB and Flex-Rigid
production and positions Atotech
as the leading supplier of horizontal
desmear-systems (chemistry and
equipment) for state of the art HDI
production.
Oxamat: Atotech’s production-
proven regeneration system
Oxamat significantly reduces
the sludge of manganate dioxide
(MnO2) that is formed during the
desmear process. The Oxamat
system regenerates manganate to
permanganate, thereby preventing
the accumulation of sludge and
related additional chemical dosing.
Additionally, the Oxamat cuts
maintenance time in half as less
extensive cleaning cycles and make-
ups are needed.
of success: Atotech
About the CEO of
Atotech, Geoff Wild
Geoff Wild has headed
Atotech’s worldwide operations
as Chief Executive Officer (CEO)
since 2017. He is a seasoned
global chemicals industry
executive with extensive
experience in specialty
chemicals and materials for
the semiconductor and high
technology industries, including
PCBs, flat-panel displays,
and electronic components.
He also draws from his
global experience with high-
performance teams involved
in lithography, semiconductor
equipment, strategic marketing,
growth management, product
development, and mergers &
acquisitions.
SR

16. D
igital transformation is one
of the most important phases
in the life of a business. Going
digital saves significant amounts
of time, money and resources for
a business, thereby maximizing
its revenues. Moreover, there is
better accretion of data that enables
the management to consolidate
operations and make better
informed decisions. Computaris,
member of the R Systems Group, is a
digital transformation and strategy
consulting company with more than
25 years of experience in technology
and telecom.
As a digital strategic partner
Computaris has successfully
delivered more than 1,000 projects
enabling business growth and
innovation for over 100 global
enterprises across industries.
Founded in 1992 in the UK, the
company has global delivery
capabilities through 6 elite
technology centers and 11 corporate
offices on 3 continents. It is reputed
for solving complex, high stake
projects, through a good blend
of technical savviness and deep
client understanding. Computaris
challenges the status quo, explores
alternatives and acts as business
consultants with a strong delivery
arm.
It is dedicated to long-term
partnerships with industry leading
players to combine world-class
capabilities and deliver innovation
in its clients’ digital journeys.
Here are some of
Computairs’s services:
End-to-end software
development services
Computaris provides end-to-end
software development services
including: custom solutions and
products, supplementing of in-
house teams, technical consultancy,
and integration of new technology
with existing infrastructure, legacy
application transformation, testing,
maintenance and support.
Technology expertise
The company’s outsourcing
software development services are
based on the latest technologies,
proven methods and processes, and
the expertise of its teams in:
• Development languages: C/
C++, Java, PHP, Shell scripting,
Ruby
• Development frameworks:
Java Enterprise Edition, Spring,
JMX, JMS, JPA, Hibernate, REST,
WebServices (CXF), Apache
Camel
• Testing frameworks: JMeter,
SoapUI, Computaris TOP Testing
Tool, Jython, Seagull
• Cloud software development:
OpenStack, Amazon Web
Services (AWS), Microsoft Azure
• Front-end development
technologies: ReactiveX,
Angular, Vue, React, Material
Design
• Graphical application
frameworks: Vaadin, GWT,
AngularJS
• Databases: Oracle, MySQL,
Informix, Sybase, PostgreSQL,
Cassandra, MongoDB, Redis
• Application servers: JBoss,
Weblogic, OpenCloudRhino,
Mobicents, Tomcat, TeleStax,
Computaris framework
• Configuration management:
CVS, Subversion, Maven,
Jenkins, Chef
• Mobile, web and desktop app
technologies
• Operating systems: Linux,
Solaris, Windows for GUI
• Telecom specific
technologies: SS7, SIGTRAN,
CAP, MAP, INAP, SIP, Diameter
(Gx, Gy, SLh, SCAP), RADIUS,
various proprietary protocols
• Proprietary technologies:
SS7 stacks (Dialogic, HP,
Newnet, Ulticom, Huawei,
ENEA, Excel) and platforms
(Nokia, OpenCloud, Mobicents,
DigitalRoute, Sandvine)
Cloud computing
Are you looking to migrate your
legacy services into the cloud or
to build cloud-native applications
for your enterprise or your clients?
Computaris cloud computing
services can help you enjoy the
benefits of the cloud in terms of
business agility, flexibility and cost
savings.
CLOUD CONSULTING
Get ready for cloud transformation
with strategic consulting, planning,
delivery and support. Computaris’s
experts can assess the cloud
readiness of your application
portfolio; define the cloud reference
architecture and the needed
capabilities matrix.
CLOUD COMPUTING
With bring the hands-on experience
of high complexity projects to build
cloud-native software, using micro
services, DevOps methodology,
Agile coding, building, testing and
deploying software.
Empowering growth and innovation: Computaris
“We are reputed for
solving complex, high
stake projects, through
a good blend of technical
savviness and deep client
understanding.”

17. AUGUST 2019 17
CLOUD MIGRATION
To migrate your legacy apps or
current on-premise workload
to the cloud, Computaris ports
existing solutions closer to micro
services architecture principles,
or replace existing systems with
cloud-ready solutions while
keeping the same external
interfaces.
CLOUD APP INTEGRATION
The company helps you integrate
your cloud applications with
on-premise or other cloud
applications: cloud, hybrid, multi-
cloud environments, network
function virtualization (NFV)
onboarding for your cloud (e.g:
HEAT/TOSCA template migration).
CONTINUOUS DEPLOYMENT
Leverage your cloud environments
as part of a continuous
deployment model. Computaris
provides expertise to “Dockerize”
applications and prepare an
elastic/auto-scalable cloud
deployment with Swarm/
Kubernetes replication controllers
and services, develop new micro
services solutions, help establish
good practices for a successful
continuous integration setup,
and establish the full continuous
deployment pipeline.
DevOps consultancy
Computaris helps clients with
their DevOps transformation
and automation projects. It has
worked with mobile telecom
operators and global software
vendors, providing integrated
Agile coding, building, testing and
deploying software development.
Its DevOps consultancy specialists
help accelerate DevOps processes,
scale up when additional expertise
is needed and provide ongoing
support.
Meet the brains behind Computaris’s
success, Raluca Rusu
Raluca Rusu is Computaris CEO since 2014, responsible
for the worldwide business development and operations of
Computaris in USA, Europe and Asia. In 2019 she also took
over the role of Country Manager for Computaris Romania.
She joined Computaris in 2002 as Software Engineer and
since then held various technical and managerial positions,
from engineering to Head of Development and Chief
Operating Officer.
She has been responsible in growing business with various
customers and setting up teams and new offices for service
delivery.
Raluca holds a Bachelor’s degree in Computer Science
from the Politehnica University of Bucharest and a diploma
in Company Direction from the UK Institute of Directors.
Currently she is doing an executive MBA at the ESSEC &
Mannheim Business School.
Raluca Rusu, CEO
SR

18. AUGUST 201918
T
he firm designs with
its customers in mind;
developing, customizing and
extending the digital platform,
Elcom, based on your specific use
and design needs. Elcom is the
backbone of over 1,000 successful
global intranets, website, portal and
learning management deployments
and the company is proud to call
it's own. Elcom helps you build
or rebuild better sites for your
organization. Using its platform,
you have the power to control every
aspect of your site.
Elcom is trusted by well-known
brands including Hyundai,
Kia, WWF, Kaiser Permanente,
and Fairfax Media, as well as
several governments, health
and educational institutions
including Austrade, The Fair Work
Ombudsman, Cabrini, Benjamin
Franklin Institute of Technology,
Ascham School, Ivanhoe Grammar
and much more.
IT & DevOps
How ElcomCan Transform Your
Organisation: Imagine a single
digital platform connecting your
entire organization. Elcom supports
your need for secure, scalable
and customizable technology - no
matter what your requirements are.
Connect Your Entire
Community
Bring people and information
together into one central digital
location, accessible securely from
any location and any device.
• A connected hub:
Build a repository of projects,
documents, images, forms,
policies, procedures, FAQs and
more - all with version control.
• Personalized interface:
Provide personalized views of
information based on locations
or groups, with different levels
of security permissions.
• Easily find information:
Search based on taxonomy,
keywords or pre-defined search
queries. Bring in results from
other databases if needed.
Communications
Consistent and open communication
fuels productive and engaged
workplaces – but are your existing
processes slowing your people
down? Let Elcom transform your
workplace so you can focus on what
matters: supporting and engaging
your people.
Connect People with Productivity
without information and
communication, everything stops.
• A central hub:Help your
people find what they need in
seconds with real-time access
to the latest information and
resources from one place –
regardless of where they are or
what device they’re using
• Single, trusted source: Let
your intranet or portal become
the single trusted source so
your people know where they
can go to get what they need
fast
• Comprehensive feature list:
With personalized homepages,
advanced search, easy to access
forms, instructional videos,
policies and procedures,
documents and knowledge
bases, delivering consistent
communication and improving
productivity is a breeze.
People & Culture
Let Elcom do the heavy lifting
for you – Elcom takes care of the
processes, so you can take care of
your people. Focus on People, Not
Processes.
Driving Digital Transformation across Medium to
A Content Management System that makes building a world-class website, intranet, portal or digital workplace simple
“We are a team
of developers,
designers,
and pioneers
in content
management
and digital
workplaces. We
are dedicated
to delivering
the best
solutions for
our clients.”

19. AUGUST 2019 19
Are existing processes slowing you
down? Focus less on administration and
more on inspiring your people.
• Automation:Save countless hours
and automate manual tasks through
forms and workflows, document
and policy manager, and events
manager
• A single resource:Bring all your
resources together into an intranet
or portal for your people to access
anywhere, on any device
• Self-service:Empower individuals
with self-service tools to manage
their information
• Marketing
Let Elcom do the heavy lifting for you
so you can focus on what matters -
delighting your audience. Delivers
Exceptional Website Experiences
when it comes to your audience,
every impression counts.
Everything you need. Build enterprise
content management solutions with a
platform that comes with over 90+ out-
of-the-box features, as well as 50+ add
on modules and integrations, you have
access to the building blocks to deliver
exceptional website experiences that
continually engage your audience.
Flexible partnership. Whether you want
to build it in-house or hand the reigns
to the Elcom team, our expert designers,
developers and project managers will
be with you every step of the way.
The Executive Team
Elcom has teams in research and
development, sales, marketing,
product development, financial,
design, project management, support,
system administration, and general
administration to support and grow
the business. These teams are led
by a group of friendly and reputable
business and technology experts.
Large Organizations - Elcom
The Leader of this Team
John Anstey | Chief Executive
Officer
John founded Elcom in Australia, in
1996 on the belief that a great content
management system should be the starting
point for creating digital workplaces and
digital transformations. During his six
years at Corporate Express (now Staples)
in the roles of CFO and then CIO, John
implemented the technology that assisted
Corporate Express to dominate its industry
and list on the Australian Stock Exchange.
He has advised the Australian Tax Office
on the strategies for e-tax the online tax
return system, which was regarded as the
most successful e-government initiative
in Australia. He regularly advises business
executives on strategies to take advantage
of the internet.
SR

20. AUGUST 201920
Advancing Cambodia into a 5G world
Cellcard
Proudly Khmer
C
ellcard is Cambodia’s
longest-serving mobile
telecommunications company
with more than 20 years of
operation and a customer base in
excess of three million. The firm
offers a full and comprehensive
range of services covering: voice,
data plans, tourist and roaming
packages and a full range of
enterprise and business solutions.
Cellcard has led the Cambodian
market through 2G, 3G, and 4G
offering the widest and most
affordable mobile data offers tied
with the biggest and most reliable
network. The company is now
leading the introduction of digital
services around the introduction
of 5G with a range of new and
exciting products and services in
key locations in Q4, 2019. As one
of Cambodia’s top three brands,
Cellcard has built its reputation on
trust and reliability. That is why it
is known as the steadfast operator
with Cambodian family values at its
core.
Recent Success of the
Firm
Cellcard has built Cambodia’s fastest
and most reliable 4G data network
and has attracted local, regional and
global recognition and accolades
as a result. Despite being late to
launch 4G, Cellcard has very quickly
surpassed its two main competitors
in terms of network reliability,
quality, coverage and speed. This
is evident in the awards that have
been achieved in a very short space
of time including predominantly
the Ookla Speed test Awards for
Cambodia for four consecutive test
periods, as well as being awarded
multiple categories in the Open
Signal awards in Cambodia for the
past three years in a row.
Factors that Make the
Company Special
Cellcard has been in operation for
21 years, it was the late entrant to
4G commencing roll-out in January
2017, reaching 3000 sites and more
than 80% nation-wide coverage
in just 18 months. But now it has
become the leader in terms of
network quality, reliability, coverage
and speed and is now driving
the market as it enters the 4th
industrial revolution. To time with
the introduction of its data network
Cellcard launched two major data
offers, Osja Exchange and Big
Love, which were the catalyst for
making mobile data affordability the
vehicle to accelerating mobile data
penetration and usage.
The challenging aspect of being
bold enough to lead the market
on these types of data offers is the
slow reaction of the market itself
in Cambodia. But with continued
investment in marketing, the
company is bringing true data
connectivity to all of Cambodia,
bridging the digital divide and
allowing Cambodians full access to
best-in-class data services.
Future Projects and
Plans
Cellcard leads the market in terms
of innovation and that is why it is
preparing a huge number of new
innovative products and services
ready to complement its digital 5G
platform launch. New and exciting
AR/VR platforms are ready; it will
be the first to launch full Augmented
Reality and Virtual Reality/VR
education modules, allowing school
children to access the latest digital
technology even in the most remote
areas to assist with education
and learning. The company will
introduce remote health monitoring
programs for rural areas further
helping people to live healthier lives
“Our Vision is to build one of the most
advanced data networks, tied with affordable
data offers.”

21. AUGUST 2019 21
and give them affordable health
care and monitoring. Also enhanced
mobile broadband will be launched
on its 5G platform allowing people
in even the remote areas access to
affordable mobile broadband, again
bridging the digital divide. Water
monitoring and flood prevention
sensors will be introduced to
vulnerable areas to give early
warning of rising water levels
which can have a disastrous effect
on people’s livelihoods. An exciting
range of entertainment services
too will be launched. Cambodia’s
first digital TV platform will be
introduced in the 3rd Quarter of
2019, in conjunction with a range
of tailored content services i.e.
gaming and music platforms. Many
of these new services will feature
speeds of up to 1.5GBPS as well
as 5G technology for far greater
bandwidth and speed with zero
latency. Cellcard is collaborating
closely with the Cambodian
government and large enterprise
customers to deploy technologies
that will rely on 5G.
Cellcard very much sees itself as
leading the Digitalization process
of Cambodia and working across
all segments including Consumer,
Enterprise and Government to build
the bridge to 5G. The company
is one of the first big Cambodian
corporates to drive a mindset
of the culture of innovation in
its workforce and value cross-
functional collaboration across
departments. The firm will continue
to lead the country into the era
of digitization, allowing people
to communicate to whomever,
whenever and wherever they are. It
will continue to introduce a range of
digital services to help its customers
with affordable prices, creating
real and tangible benefits for its
customers to build their businesses.
The firm further plans on creating
new revenue streams from
digital services and partnerships
that will bring excitement,
rich content, as well as safety
and security for its customers.
Taking the Company to the Next Level
Ian Watson | CEO
Ian joined the company in 2012 as the CEO. He is recognized
within the telecommunications community as one of the leading
figures in relation to 5G and digital transformation and has built a
30-year career in the industry across global markets.
His most recent industry recognition was the 5G Asia People’s
Choice Award for Operator CXO of the Year. He has also gained
significant exposure in the past year as the driving force behind
one of the most aggressive 4G roll-outs in the SE Asian region,
achieving for three years running both the Ookla and Open signal
Awards. His focus now is firmly set on driving the digitalisation
of Cambodia with early adoption of pre5G and the introduction of 5G across the key segments of Consumer,
Government and Corporate.
In addition to his role as CEO of Cellcard (CamGSM) he also holds a number of key Executive positions within
the Royal Group of Companies, the largest conglomerate in the Kingdom of Cambodia, reporting directly to the
Chairman.
He is Group Chief Executive for the cluster of companies within the communications and Technology
Division with responsibility for the business’s units covering mobile network operations, mobile commerce,
broadcasting, broadband and internet services and satellite cable network.
Ian Watson, CEO
SR

22. AUGUST 201922
V
irgosys Software Pvt Ltd has
its offshore development
center, a custom software
development firm in Bangalore.
It started operations in 1994 and
has been serving clients globally.
The company provides creative
solutions that not only cater to
clients' current but future needs
as well. The global delivery
model being its forte, Virgosys
ranks amongst the best of breed
solution partners. Highly talented
engineers who competently
understand the clients’ long-term
requirements are the driving
force behind Virgosys. The firm
provides services in the field of
custom software development and
information technology consulting.
At Virgosys the foremost priority
is to make IT work wonders for
your company and allow you to
focus on your core business. Your
success is reflected in the Virgosys
success story! The firm faith that
the offered solutions give you the
defined return on investment is
based on complete commitment
and concentrated efforts.
Virgosys has 24 years of
experience in software
product development. Virgosys
Software Consulting service and
information technology consulting
service provide skilled personnel
to work with your employees to
assist you to expand, uphold and
test your software applications
while building your Information
Technology staff. Information
technology consulting is playing
an important role in IT companies.
The constant human endeavor
is to set higher standards and
achieve higher goals. The world
today is harnessing the cyberspace
as a major medium to expand
business horizons. This firm
is your partner in utilizing the
benefits of that technology.
The Vision of the Firm
• Be a leader offering innovative
business application
• One of the most admiring
Indian companies
• Strong commitment to
customer satisfaction
• The leader in education
management solutions
• Increase its revenues multi-
fold by forging the right
partnerships
• A driven culture focused on
Engineering and Technology
excellence
• Merit, energy and strong will
can make a difference
Solutions Offered by
the Company
Open Source Development
Open Source development
normally refers to any
development framework whose
underlying source code is
Developers and Consultants of Custom Software
and Information Technology- Virgosys
Technology Business Solutions
The Leading Man
Mr. Rajiv Saran Sharma, CEO:
Rajiv is the main architect of "Schookee", the key to Management, a web-based multi-language support
Management Software product that can be modified to suit the requirements of any institution in the world.
Virgosys setup a channel associate network throughout the globe to sell and promote Schookee.
Now Rajiv has taken the lead to establish a forum for small and medium scale software firms to achieve
excellence certification with the CEOs of other software developing firms. The forum has been named as SME-
SIG (Small and Medium Enterprises - Special Interest Group). He is known for his friendly nature who guides
all his employees and encourages them to move forward in this vertical. In the past he was the CTO for RAZ
INFO SYSTEM FZC, Sharjah. He holds a Bachelor of Engineering degree in Electronics & Communications from
Bangalore University.

23. AUGUST 2019 23
available in the public domain.
Such frameworks constantly keep
improving as lots of developers
contribute to the same. A lot
of programming task becomes
simpler and the client can be sure
that he or doesn’t need to pay for
the license costs of the software
being used for development.
Virgosys offers you custom
software solutions on open source
platforms like Java and PHP.
Dedicated Resources
One of the biggest fears of any
project manager is the lack of
resources. If you don’t have the
resources you need for the project
you won't be able to deliver things
on time. Virgosys offers you the
best of breed resources on a project
basis so that you can comfortably
make commitments to clients.
Dedicated resources are provided
for the full time of the project
and meet your Job Description/
Requirements. We shall work in
fulfilling this requirement as and
when your projects need to scale or
require sudden manpower as time
is less to deliver the project. iPhone,
BlackBerry and Nokia platforms.
Virgosys develops mobile solutions
and provides mobile application
development services.
Custom Software
Development
Virgosys was started with the
firm faith that there is a huge
demand for custom software and
the premise that one shirt doesn't
fit all. All organizations have their
nuances and to operate at top levels
need something that is built for
their specific needs. Virgosys forte
has been custom software and has
catered to Fortune 10 to small and
medium-sized industries. Being in
the industry for over 24 years and
have an elite satisfied client list
makes it the best service providers.
The company firmly believes in
quality and has a very rigorous
QA process before the release of
any application to the client. It
has catered to various industries
and verticals from Manufacturing,
healthcare, education, etc to name
a few. The advantage of custom
software is the application grows
with your business and processes.
It offers you the flexibility to
work anywhere and monitor your
company more efficiently. The
company’s solutions are reliable,
scalable and highly customized for
your needs.
“We aim to deliver high quality, creative,
technologically advanced services to our
customers, by endeavoring to keep abreast
with the latest technology and the best of
breed manpower and a friendly environment
is our company mission.”
Rajiv Saran Sharma, CEO
SR

24. AUGUST 201924
T
he Barton Partnership was
established in 2007 as a niche,
executive recruitment firm
providing permanent recruitment
and independent consulting
supporting Strategy, Transformation
and M&A in London, New York,
Europe, and Asia.
The company’s clients include FTSE
listed and Fortune 500 companies
across all sectors/industries;
SME’s, Strategic, Innovation &
Management Consulting firms (large
and boutique), Global Financial
Services, Private Equity, and Venture
Capital organizations. Its network
represents talent from Analyst
to Partner/MD level across all
disciplines and sectors associated
with Strategy, Transformation &
Change, and M&A.
The key to its success lies in the
experienced talent it has acquired.
The Barton Partnership’s team
consists of former tier-one Strategy
Consultants working alongside
recruiters that have operated in
this market for nearly 20 years
which gives it a clear and distinct
advantage in understanding the
needs of the people it works with,
whether you are an employer
seeking new talent or an individual
looking for a career change.
The services offered
Independent Consulting
The firm provides consultants for
projects suited to individuals (often
smaller projects big consulting
firms wouldn’t get out of bed for)
through its curated network of
2200 independents across Europe.
Its consultants have a combination
of consulting and real-world
experience to offer pragmatic advice
on Strategy, Transformation, and
M&A.
Since starting in 2014 The Barton
Partnership has completed over
500 projects for over 250 clients
across Europe from junior analytical
strategy support through managing
transactions to leading major
transformation programs. Over
75% of its clients have already
returned for further support and
98% say they met or exceeded their
expectations.
The firm takes the time to define
the project requirements with its
clients and suggests two or three
consultants from The Barton
Partnership’s network it believes
could deliver the work but leave the
choice to the client to find the best
cultural fit. It then keeps in close
touch with the consultant and client
throughout the project to ensure
deliverables are met on time to the
satisfaction of stakeholders.
The Barton Partnership’s leadership
are themselves former independent
consultants with experience from
consultancies like Bain and Boston
Consulting Group combined with
real-world experience in running
$100M P&Ls and operational
leadership.
Permanent Recruiting
The specific goal of The Barton
Partnership is to establish key long-
term working partnerships with
organizations, giving them access
to the best talent available in the
Our Independent Consulting business offers rapid response and deployment of
strategy professionals across all sectors with project duration ranging from one
week to twelve months.
A specialist provider of Strategic, Operational
independent consulting basis
The Barton Partnership

25. AUGUST 2019 25
market. The company strives to fully
understand the market in which
you operate, your business, the
challenges you are facing and your
requirements in order for them to
deliver the right individuals at the
right time. The secret to its success
isn’t just in the identification of the
right individuals but ensuring the
‘fit’ is right. “When the firm works
on any assignment our ethos has
always been that we would rather
send three profile CVs for individuals
that have been met with by one of
our consultants and fully qualified to
ensure their interest in the position
and company, rather than 5-6 profiles
of people that could be relevant,” says
Nicholas Barton, Founder and CEO.
A testament to this approach is
reflected in the fact that in the last
3 years 84% of the individuals it
has placed are at the same company
with 50% at the same company but
in a different role - only 16% are
at a different company and different
position!
The Barton Partnership commits
to only undertake a select number
of assignments at any one time
thus guaranteeing that it is not
diluting its service level offering.
The firm’s business has been
built on this principle, which is
reflected in the repeat business
that it receives from its clients.
and M&A talent both on a permanent and
Nicholas Barton, Founder and CEO: Nicholas founded The
Barton Partnership in late 2007 and has succeeded in building a niche
executive recruitment firm with an enviable reputation within the
Strategy, Transformation and M&A arena. From a standing start, he
has built a team of professionals renowned not only for their talent
acquisition skills but also their subject matter expertise with offices in
London, Europe, New York, and Asia.
Throughout his career, he has specialized in, and successfully executed,
on over 250 senior retained and contingent assignments across
Commerce, Financial Services and Professional Services both in the UK
and Internationally.
In his spare time (when such a thing exists) Nicholas likes to spend
time with his family, renovating his house (which will be a never-
ending project), is an avid film watcher and keeps fit by playing tennis
and going to the gym.
Belaud the brilliance
“We provide a one-stop shop by possessing the capability to build an entire team or
orchestrate a team move for our clients by working across all levels, from Analyst to
Partner. This integrated approach saves clients from using more than one search firm and
helps us to provide candidates who we know to be well matched culturally and technically.”
Nicholas Barton, Founder & CEO
SR

26. San-Mateo-based BuildingIQ, an Energy Management Software Platform, Forecasts
Energy Demand and Adjusts Buildings’ HVAC Settings to Optimize Energy Use
“BuildingIQ’s technology platform is built on the five pillars of data capture analysis, advanced modeling,
measurement & verification, closed-loop predictive control, and expert human analysis.”
W
ith property managers
increasingly being asked
to do more with less, new
technologies are lightening the
workload by helping to streamline
operations, increase efficiency, and
boost tenant satisfaction. Over the past
few years, the industry has benefitted
greatly from the rapid advancements
in smartphone technology, monitoring
systems, and data analytics, in
particular. New products are making
basic property management tasks,
from procurement to tenant relations,
faster, easier and more efficient.
In light of the foregoing, we’re thrilled
to present BuildingIQ.
BuildingIQ engages in the design,
development, engineering, sale, and
installation of integrated software
projects in the United States, Canada,
and Australia. Its software solutions
are used for the reduction of energy,
operations, and maintenance costs
of various building systems, such
as heating, ventilation, and air
conditioning systems.
The company was incorporated in
2012 and is headquartered in San
Mateo, California.
BuildingIQ: Synopsis
5i Intelligent Energy Platform–
The platform offers greater operational
efficiency and improved occupant
comfort.
The BuildingIQ 5i Platform of
technology-enabled services learns
and evolves with the needs of your
building or portfolio of buildings.
Deployment occurs once, when you
engage with BuildingIQ, giving you —
building owners and operators— the
ability to select the services that best
solve today’s problems, and then easily
add new ones to tackle tomorrow’s
demands.
The company’s services can be
deployed selectively to meet the needs
of any building across any size portfolio
or geography. Services that power
BuildingIQsolutions range from ticket
management to retro-commissioning,
to closed-loop control to tune your
building to optimal performance 24/7.
Visualization–
Energy metering is the first step in
understanding how you use energy.
BuildingIQ provides cloud-based
deep metering to enable energy
management solutions.
Energy Worksite: Baselining,
Measuring, and Managing Facilities-
Led Energy Initiatives
Energy Worksite is a SaaS analytics tool
powered by an advanced algorithm
that monitors the energy consumption
of a building on an hourly basis. The
service uses whole building energy
interval data and/or sub-meter data to
detect and provide alerts for anomalies
in energy consumption, as well as
supporting savings impacts. Energy
Worksite models energy use to predict
and alert building operations staff of
variances between actual measured
consumption and the expected energy
calculation. Energy Worksite delivers
clear and straightforward reporting, on
demand or on a customized schedule,
and user-customized dashboards. With
Energy Worksite, a building manager/
operator get a quick overview of the
energy consumption of their buildings,
instant outlier identification, and
rapid knowledge about over-
consuming, under-consuming, or on
target buildings and metered systems.
Building Operations –
BuildingIQ’s take on the Building
Internet of Things brings an array
of products and services to help you
manage, tune, and operate buildings
through big data, re-commissioning,
and monitored commissioning.
Facility Worksite: Fast Work Order
Ticketing and Intuitive Task Scheduling
Busy facilities management personnel
are constantly juggling lots of tasks and
priorities to keep their sites running
well and occupants happy. At times,
it’s chaotic, a constant balancing act
between the predictable —preventive
maintenance, scheduled events— and
the unpredictable —occupant service
requests, ad hoc events. BuildingIQ’s
answer to these needs is Facility
Worksite: a service request and work
order management system (aka,
ticketing system) that is quick and easy
to use and is very cost effective.
Facility Worksite makes it easier
to manage the predictable and
unpredictable demands that facilities
teams face daily and helps them get
things done quickly and efficiently.
It’s quick to deploy and securely
accessible from any web browser. It
can be deployed standalone or as an
integral part of the broader BuildingIQ
5i platform, which helps manage
and optimize HVAC operations and
occupant comfort.
Smart Tune: Data Analytics-Driven
HVAC Re-Commissioning for Smarter,
Better System Tune Ups
BuildingIQ’s data-driven retro-
commissioning services ensure the
optimal configuration of the HVAC
control system. Smart Tune projects
range from system overhauls to
specific, tactical improvements to

27. the existing BMS. Smart Tune service
projects are founded on data and data
analysis that augment the human
expertise driven elements of site
assessment, diagnosis, adjustment and
on-site validation of HVAC and BMS
controls in a building.
HVAC control retro-commissioning is
a natural step on the journey toward
building efficiency. Smart Tune project
make that step more meaningful by
ensuring that the commissioning work
is done correctly, and with an eye
toward a potential future that includes
fully autonomous, predictive control.
Outcome-based Fault Detection:
Industry Standard Rules. Cloud-based
Intelligence. Human Expertise
Outcome-based Fault Detection (OFD)
addresses the shortcomings common to
all fault detection and diagnostic (FDD)
services. With OFD, BuildingIQ not only
remedies these shortcomings, but it
also extends the category by building
prioritization of faults and issues,
ticketing work for prioritized faults
with full client override capabilities,
and data-based validation of the
effectiveness of work performed into
one comprehensive service.
As is an integral part of the BuildingIQ
5i journey, OFD can be even further
enhanced by adding closed-loop control
to autonomously take corrective
actions defined by predictive energy
optimization algorithms. Clients may
also transition into OFD from earlier
steps in the journey such as energy
visualization or work ticketing.
Predictive Control –
24/7 optimized control, in-built
measurement and verification, and
demand response uniquely tailored
to your building. With the addition of
forward-looking models, buildings can
be continually, intelligently optimized to
stay onestep ahead of high costs while
keeping tenants comfortable.
Demand Response: For Automated
Managed Energy Curtailment Programs
BuildingIQ’s automated demand
response service enables owner/
operators to participate, and take full
benefit from, utility-driven demand
response programs simply, easily,
repeatedly, and measurably. Demand
Response is akin to a specialized form
of Predictive Energy Optimization™
(PEO), but instead of an energy
cost driven optimization paradigm,
Demand Response achieves event goals
through a more aggressive time-based
curtailment strategy that still seeks
to optimize comfort. Unlike other
DR solutions, BuildingIQ’s Demand
Response automatically controls the
BMS down to the zone- leveraging
learning models for the building’s
thermal behavior, BMS capabilities,
and tenant comfort.
Automated Measurement & Verification:
For repeatable, utility-grade M&V of
Initiatives at a Lower Cost and Higher
Accuracy
BuildingIQ has shifted the paradigm
of Measurement & Verification (M&V)
to the cloud. Its solution automates
much of the M&V process while
providing the necessary transparency
for verification and compliance
with the International Performance
Measurement & Verification Protocol
(IPMVP). By leveraging its real-time
data collection, data science expertise,
and powerful cloud computing,
BuildingIQ’s Automated M&V (AM&V)
is the first true software-only solution
that provides utility-grade reliability,
repeatability, and scalability.
The company’s AM&V supports both
Retrofit Isolation (Option B) and Whole
Facility (Option C). AM&V deploys once–
for any number of energy management
programs - avoiding cost and
complexity in addition to accelerating
program velocity. BuildingIQ AM&V
greatly enhances savings resolution
while dramatically lowering the
margin of error with automatic hourly
calculation capabilities.
Predictive Energy Optimization™:
For Continual, Learning, Closed-Loop
Optimized Control of any HVAC System
Predictive Energy Optimization™
(PEO) is BuildingIQ’s premier service.
PEO leverages a responsive and well-
maintained HVAC system - so is often
the service provided after Smart Tune
re-commissioning has been completed.
PEO improves the energy efficiency
of commercial, public, or academic
buildings regardless of BMS. Running
as a software-as-service (SaaS), PEO
optimizes around system efficiency,
occupancy comfort, and lowest cost.
The service utilizes the full capabilities
of the 5i platform, learning from and
adapting to the building and BMS
over time as it automatically fine-
tunes temperature and pressure set
points at the air handler or zone. PEO
automatically and continuously obtains
data on the local weather forecast, the
occupancy for the building, energy
prices, and tariffs. Based on those
inputs, it runs thousands of simulations
to arrive at the most efficient HVAC
operating strategy for the next 12 hours.
BuildingIQ’s network operations center
maintains oversight of the data for 24/7
anomaly detection, data analysis, and
diagnosis to assist on-site facility teams.
“BuildingIQ’s take on the Building
Internet of Things brings an array of
products and services to help you
manage, tune, and operate buildings
through big data, re-commissioning,
and monitored commissioning.”
Michael J. Nark, CEO
SR

28. C
limate change is a global
problem that is bound to affect
every single person on the
planet. It is a common enemy
that does not differentiate
between social status, ethnicity or race.
Rising sea levels and frequent hurricanes
present a real threat. However, increasing
respiratory disorders are more of
an unseen effect of climate change.
Industrialized nations release millions
of tons of carbon and other gases into
the atmosphere, increasing the chances
of asthma, bronchitis, lung cancer and a
host of other diseases. In light of this, it is
paramount that people maintain a clean
environment indoors, if not outdoors.
That is precisely what Partnering
Robotics aims to do. Maintain a clean
indoor working environment inside
people’s homes as well as offices with
its unique state-of-the-art robot.
Leveraging Robotics and Artificial Intelligence
Partnering Robotics
“Partnering Robotics
designed the mobile,
intelligent and
autonomous Diya
One X, which is the
first robot in the
world dedicated to
the well-being of the
occupants of a place.”
COVER STORY
Ramesh Caussy
CEO & Founder

29. AUGUST 2019 29
Robots are used by numerous
sectors such as manufacturing,
automobiles, supply chains,
construction, and so on. Owing to its
vast applications, robotics has come
a long way from assembly robots
in automobile assembly plants.
Advances in artificial intelligence
and machine learning coupled
with innovations in robotics have
stimulated interest in designing
robots that are able to carry out
wide-ranging tasks. However,
Partnering Robotics is the first
company to pioneer a way to clean
the air indoors and keep it that
way through innovative use of
sensory data compiled through a
plethora of instruments powered
by an artificial intelligence
algorithm. Its robot, christened
the Diya One X is the world’s very
first robot dedicated to wellness.
In conversation with the
brains behind Partnering
Robotics, Ramesh Caussy
Can you talk about your
company’s flagship offering?
Partnering Robotics created Diya
One X (autonomous mobile robot)
that is dedicated to the well-being
of buildings or open space
occupants by continuously making
indoor atmosphere analyses (air
quality, temperature, relative
humidity, level of sound, and
luminosity) and cleaning the
air. This best-in-class robot can
charge its battery and perform its
service all day in highly dynamic
environments where people work
and live. Besides these services, Diya
one X generates granular indoor
mass data square meter by square
meter. This data enables the team at
Partnering Robotics to propose an
excellent suite of service data such
as indoor air maps or Live Dynamic
Dash Board that gives weekly
relevant KPI about the indoor
atmosphere. My robot makes the
invisible air pollution visible in real-
time and takes care of people; this is
why we call it the well-being robot.
In recent years, there has been a
distinct shift in the way companies
are taking care of employee
wellness. As a result, many
organizations are starting to invest
more in comprehensive employee
programmes to improve the well-
being of employees. By employing
Partnering Robotics’ Diya One X
in place, employers can take care
of their employees’ air quality and
thereby increase their productivity
and reduce the rate of absenteeism.
How was your company’s
first project received?
Partnering Robotics was awarded
the “Key R&D” success in 2013
for its “neuro-inspired approach”
by the European Commission.
Our advanced prototype was
demonstrated in 2014 and we
started the sales process in
2017. The European Commission
classified Partnering Robotics
as a “Future Unicorn” in 2018.
Meanwhile, we received more
than 25 awards in various regions
across the world. When you are
in the field of disruptive innovation,
everything is complex and takes
time: from prototypes to the actual
product to marketing. We are
making some progress and this
is keeping us happy. We are in
the process of scaling.
Would you describe your
company as a leader or a
follower?
Just imagine you are in the field
of disruptive innovation and
you are following. This would
obviously suggest that something
is going wrong! We are definitely
in a leader’s mindset. When I
started with bio-inspired AI, an
autonomous service robot for air
quality and wellness in a position
against humanoid robots in 2007,
people were looking at me as
though I was crazy. It is still the
case today, by the way!
Today, Partnering Robotics has
an amazing team of 35 talented
researchers, engineers, and business
developers. Rich in their experience
in large international teams and
task forces in highly competitive
fields such as IT, these 35 employees
including 9 women, are centered
on the dynamic city of Paris for a
technology in the service of well-
being and energy efficiency.
What were the challenges
that you faced in your early
years?
One of the most challenging things
in a technological project is to keep
the belief of a team in a potential
success alive when everything is
taking time and you have limited
cash. Surviving is a skill! It is not
about “Improvised innovation”, it
is about what I would call “YOGA
for Well-Being

30. AUGUST 201930
innovation” when you diminish your
breath frequency to keep things
alive. On emerging trends, there is
a huge need to create awareness.
This cannot be done alone, so you
need to stimulate the ecosystem
by creating innovative content and
ideas for people to share them while
growing people’s sensitivity to your
goals. Of course, all this was done
without a budget by leveraging
social media and conferences.
Another point is how to move
when a product component is not
available? The answer is simple:
just make the component specs and
build it by yourself!
Do you have any new
products ready to be
launched?
Of course, we do. We love to
innovate. There are so many things
I would like to do in this changing
world. We are in a transition
period. The players that will have
a substantial position are those
who will take some measured risks.
There are so many leaders that still
don’t realize that they won’t catch
up if they don’t move radically. We
are open to speaking with them and
exchange information and ideas
about new and existing projects that
we have in the pipeline. In 5 years,
every company will have a service
robot: it’s time to move!
Where do you see your
company after a few years
from now?
Our goal is to be on the stock
market or collaborate with an
COVER STORY

31. AUGUST 2019 31
Meet the visionary
behind the idea for
Partnering Robotics,
Ramesh Caussy
Dr. Ramesh Caussy, Ecole
Polytechnique – France, created
Partnering Robotics in 2007.
He is the proud inventor of Diya
One, the first neuro-inspired
(artificial neural networks)
service robot that takes care of
indoor environments. He holds
the industrial chair Roboethics,
ethics in robotic service, by
Grenoble INP Ensimag. He has
worked for various Fortune
500 companies (Intel, Alcatel,
3Com contributing greatly to
technological breakthroughs
such as the release of XDSL,
connected Palm and the Intel
Connected TV platform. Dr.
Ramesh Caussy has been
introduced in the “disruption
speakers” during the Global
Wellness Summit 2017, Florida,
USA. He heads the Well-Being
group at Hub France IA
and has been appointed a
member of the Mauritius
Artificial Intelligence Council.
ambitious company that is on track
to become a worldwide leader in
the service robotics market for
indoor environments or buildings.
People and workers will spend
more time interacting with smart
mobile devices within 5 years from
now. All industries are invited
to reinvent their interaction and
service modalities.
Do you foster a culture of
feedback in your company?
Everything we are doing tends to
stick to real-time feedback in the
organization. Our technologies
generate in real-time indoor data
to sustain our analytical platform.
This helps to perform immediate
action by our support team. On
the internal daily activities, we
are also very reactive to feedback.
For example, anytime we felt
there is a potential issue or delay,
we communicate with the team
and form an action team. Above
the “Scrum or Sprint process,” we
cultivate the “guys, 2 minutes of
your attention please” mechanism.
This permits us to share
collectively, the information, the
issue, the options, quick action
and sometimes a solution. But at
least, the point is on our radar!
How do you manage to
serve the needs of an
evolving market?
We have a plan, a roadmap, and
we do not change until someone
is paying for it! The customer
cannot make your strategy, nor
can an anxious sales & marketing
team. When you have limited
cash, “keeping focus” is the only
acceptable rule.
Moreover, Partnering Robotics
embodies diversity in business.
I worked in large groups, in very
promising sectors in terms of
innovation. To realize my dream
- to create a robot - I wanted to
surround myself with talents
from different horizons, men and
women. Since 2007, every year,
new employees join us. It’s an
adventure - and so far - a collective
success.
“Earning trust and respect
of consumers all around the
world is through consistent
focus on delivering high
quality in all actions,”
how do you interpret this
statement?
It is very well said and clear. I fully
agree in general. But one thing I
would like to say to nurture the
idea when applying it to the new
invention is the need to share
constant information whatever the
state of the project or the delivery
process is. Sometimes you cannot
deliver, but this doesn’t mean that
you are not making a breakthrough.
What do you feel are
the reasons behind your
company’s growth?
We address a global problem that
is valuable to everyone and every
organization.
If you have to list five
factors that are the biggest
asset to your organization,
what would they be?
“Belief in the project and the
managing team”: we can rely on
our team. We want to become a
reference, now that the competition
is becoming active, but the team
remains loyal to the project. “Agile”
because we are doing a lot with a
team of only 35 people from R&D
to Innovation to production to data
services to product support, etc.
“Resilient” because we had to deal
with situations of the team and
cash tensions, but we were able to
talk to each other and start again
without losing course. “Optimist”
because it allows us to remain
positive in front of all the problems
that we encounter, and to bring to
the rhythm our effective solutions,
without looking backwards.
“Focused”, this point is probably
the most important even if it
comes at the end of the list:
everyone knows what he or
she must do without wasting
time and without being
distracted by external noises.
Can you share some
customer testimonials?
We have recently opened
Partnering Robotics in Mauritius
with the support of the Mauritian
Government, the country
Investment fund and one of
the largest banks of the country
the MCB Group. They are all
supportive to make this unit a
success for the African Region.
SR

32. AUGUST 201932
H
ealthcare industry in India
comprises of hospitals,
medical devices, clinical
trials, outsourcing, telemedicine,
medical tourism, health insurance
and medical equipment. The
industry is growing at a tremendous
pace owing to its strengthening
coverage, services and increasing
expenditure by public as well
private players. India’s healthcare
market is expected to see a threefold
jump in value to reach $372 bn by
2022. The healthcare industry in
India stood as the fourth largest
employer.
Key components of the healthcare
market in India are hospitals
(Government and Private),
pharmaceuticals, diagnostics
(imaging and pathology), medical
equipment and supplies, medical
insurance and telemedicine.
Growing incidence of lifestyle
diseases, rising demand for
affordable healthcare delivery
systems due to the increasing
healthcare costs, technological
advancements, the emergence of
telemedicine, rapid health insurance
penetration and government
initiatives like e-health together
with tax benefits and incentives are
driving healthcare market in India.
• The hospital industry in India,
accounting for 80% of the total
healthcare market, is witnessing
a huge investor demand from
both global as well as domestic
investors. The hospital industry
is expected to reach $ 132 bn by
2023 from $ 61.8 bn in 2017;
growing at a CAGR of 16-17%
• The medical tourism industry
in India is expected to double
its value to become a $ 6 bn
industry by 2018 from $ 3 bn in
2017. Medical tourist arrivals in
India increased by over 50% to
200,000 in 2016 from 130,000
in 2015
• The diagnostics industry in
India is currently valued at $
4 bn. The share of organized
sector is almost 25% in this
“We at Alniche Life Sciences are envisioned to bring novel global products across various therapies
and establish deep engagement with the medical fraternity.”
An Interview with Girish Arora, Alniche Life Sciences Pvt Ltd
Founder and MD: ‘We Formed Business Verticals to Expand
Coverage to New Markets and Therapy Areas in Line With
Our Growth Expectation, this Brings Focus to Key Brands and
Support Global Licensing Portfolio’
Sitting: Mr. Girish Arora, Founder & MD
Standing (R-L) - Ms. Ritu Hasija- Director-Corporate Affairs
Mr. Sumit Arora- Director-Sales and Logistics
Mr. Karan Arora- Director-International Business
Ms. Mehak Arora- Director-Procurement and Planning

33. AUGUST 2019 33
segment (15% in labs and 10%
in radiology)
• The primary care industry is
currently valued at $ 13 bn. The
share of organized sector is
practically negligible in this case
• 100% FDI is allowed under the
automatic route for greenfield
projects. For investments in
brownfield projects, up to 100%
FDI is permitted under the
government route
In light of the foregoing, we present
Alniche Life Sciences Pvt Ltd – a
specialty healthcare firm.
Alniche serves patients and the
medical fraternity by offering
specialized, high-quality, effective
and affordable drugs and wellness
products from all around the world.
A strong portfolio with products
licensed from global partners fulfils
the unmet needs of patients in the
areas of nephrology, critical care,
gastroenterology, dermatology, and
advanced wound care.
The firm was incorporated in 2007
and is headquartered in New Delhi,
India. Alniche’s efforts have been
recognised and received following
awards
• Business man of the year – by
Business Sphere
• Healthcare Elite – by Business
APAC
• Fastest growing brands &
leadership – by Asia one
Girish Arora, Alniche
Life Sciences Pvt. Ltd
Founder/Managing
Director, spoke
exclusively to
The Silicon Review.
Below is an excerpt.
What makes Alniche stand
out from the competition?
Being very strong in niche therapies,
Alniche has a focus on Nephrology,
Critical care, Gastroenterology,
Skinceuticals and Advanced wound
care products. It is dedicated
to making available innovative
pharmaceutical products in the
Indian market and support medical
fraternity in making patients’ lives
healthier. The firm is ready to mark
its existence in the complementary
market of medical devices and
consumables in the selected
therapy areas that align well with
their pharma range and one such
initiative of the firm is an entry in
the advanced wound care segment.
Alniche provides specialized, high
quality, effective, and affordable
medicine and wellness products.
Alniche continuously looks for
opportunities to partner with global
pharma companies and promotes
deep engagement with medical
experts. Strategic focus and a
differentiated approach empower
the company to strengthen new
speciality divisions by addressing
the therapy gaps. In-licensing of
novel products in future growth
areas is a critical piece of the overall
strategy of the company.
The consolidation of strategic focus
with a differentiated approach
empowers the firm to follow the
new speciality divisions where
therapy gaps are significant. There
are various factors focused by
the firm regarding in-licencing
addressing future growth areas,
acquiring an existing base to
build upon including technology,
manufacturing, marketing, etc.
Cost and time advantages are also
considered along with enhanced
expertise and global accessibility.
Alniche has partnered with global
pharma organizations to bring
novel global brands in India from
various organizations including
J.W. Life Sciences (Korea), Adhezion
Biomedical Inc. (USA), FzioMed
(USA), Advancis Medical (UK), PT
Dermozone Pratama (Indonesia),
Biovite (Australia), and Mastix
(USA). In addition, the firm is also
collaborating with various global
companies that focus on therapy
differentiation and ground-breaking
product concepts.
Recently, Alniche has formed
an R&D alliance with Delhi
Pharmaceutical Sciences & Research
University (DPSRU) – India’s first
Pharmacy University. This affiliation
of industry and academia promises
to augment further development of
We travelled from a sales-and-marketing structure to a business
unit one to ensure more accountability, manage evolving
business needs, and use the equity of organization for reaching
out to a different set of prescribers.”
“

34. new products enabling innovations
to meet the medical needs of Indian
population. Additionally, Alniche
has instituted awards to encourage
the young researchers for the new
research and innovative products
and ideas.
Alniche is achieving these
milestones because of its strong
and proficient senior leadership
team. This expert team comprises of
cohesive and capable professionals
with an exceptional combination
of talent, skills, knowledge, and
business acumen.
What challenges did you face
in your initial years? What
can your peers learn from it?
In India, the pharmaceutical sector
is known as a stable and predictable
sector with steady yet sustainable
10 to 12 percent YoY growth.
The challenges in the last decade
were mostly about:
• Adopting and practising
compliance
• Strengthening specialty
presence
• Building in-licensing skills and
acquiring projects in niche
segments
• Internal capability building
• Improving operational
efficiencies
Many MNCs in India through
improvisation in their current
strong systems already travelled
a significant distance in all these
parameters. The noticeable
move was major Indian pharma
companies – initiating their
defined and conscious journey
in this direction. In fact, the
status of this journey in various
companies is yet to complete
and every company is at a
different milestone.
The question remains whether
these changes are in line with
forthcoming challenges or it’s just
part of compulsive actions to sustain
in the current competitive business
scenario.
The answer is partly yes. These
were mandatory changes but surely
this experience will help them to sail
smoothly through challenges of the
next decade.
What exactly are the
anticipated challenges in
the next decade?
1. NLEM (New List of Essential
Medicines) impact on profits –
NLEM is not new or even a surprise.
This decade we have seen many
long built ‘cash cow’ brands included
in NLEM, impacting the net profits
of organisations. We don’t see this
ending, it’s expected that every year
of the next decade will possibly keep
on including a new set of drugs as
essential drugs and hence undergo a
price capping.
When a ‘cash cow’ brand is unable to
pump the revenues for experiments
and expansions then the challenge
remains in ‘reverse engineering’
and optimising the COGs through
manufacturing and supply chain
excellence. This diverts the next
decade skills to manufacturing and
supply chain from current extreme
focus on marketing.
2. Generic medicines – There is a
difference between generic drugs
concept in India and in the US. India
has branded generic model and
in India, not all generics are low
priced, unlike the US where generics
are more of ‘non-promoted’ and
more of chemist push dependent,

35. AUGUST 2019 35
extending significant component
of benefit to the retailer. In a true
generic model, the drug costs are
lower and the end consumer is
extended the cost benefit.
In India, next decade will migrate
towards the US generic model
and this will compel many Indian
companies to adopt ‘true generic’
model from their current one.
The trading influenced current
generic business model hence is
expected to have a better shape with
respect to policies, structure and
capabilities in the next decade.
3. Government policies on mass
medical insurance – ‘Modicare’
though in its very early stage is
making all strategy heads to sit and
proactively anticipate its impact
on healthcare and drugs market in
India.
A group of MNCs have already
responded with their interest to
manufacture a ‘low-cost alternate
brand’ exclusively for this scheme.
Managing profits through branded
formulations and balancing the
market shares and overall bottom
lines through a strategic approach
to mass medical insurance policy
will be a skill to look for in the next
decade.
4. UCPMP impact on organisation
behavior – For all non-pharma
readers…UCPMP is a voluntary
code of conduct in practice for
pharma companies to ensure an
‘ethical and compliant’ ecosystem
in the market. Currently, it has a
varying degree of execution across
different companies. All major
Indian pharma companies have
taken up this seriously and there is
a visible improvement in the ethical
and compliant ecosystem in recent
times.
However, it is still voluntary.
Conversion of UCPMP to law will
demand a stronger, complete and
accountable structure of Legal
and Compliance departments.
Processes, documentations, and
audits will supersede marketing
aggression. Marketers ought to
have compliance knowledge as
well as a legal team should be
compelled to have sensitivity
towards business priorities.
5. Corporate hospital dominance
in urban India – The top of the
pyramid will be major corporate
dominating the urban segment
and bottom of the pyramid will be
the mass insurance driven rural
segment.
It’s expected that more than
30 percent urban corporate
business will depend on the rates
that you offer rather than ‘orthodox
brand promotion to HCPs’. Corporate
hospitals routinely called key
accounts and its management
will hence be a new, independent,
and self-sufficient business lever
for pharma companies.
Individuals with key account
management capabilities,
negotiation skills will observe
sustainable growth opportunities
in the next decade.
Digital though not mentioned
above will be a compulsive
adoption along with other
forthcoming challenges.
Forthcoming challenges are
definitely different from what
Indian pharma sector has
experienced in past. Every challenge
will demand a separate and
exclusive skill set which
will be largely different from
existing marketing and sales
driven mindset. Proactive approach,
right capability building, not just
speed but the quality of the actions
and most important, segmentation
of business in right buckets
will be the key to successfully
face the challenges of next decade.
6. Expansion into Medical devices,
Diagnostics & OTC – Pharma
companies have better equity
among stakeholders across the
entire healthcare industry. This
includes Doctors, Paramedical
staff, Pharmacists and Purchase
head of all hospitals. With change
of healthcare practice, preference
of patients and the emergence of
structured hospital chains,
pharma companies are stretching
to reinvent their product portfolio
and sales models.
A survey shows that in a hospital,
a patient spends only 25% of
medicines, however 50% on
treatments involving medical
devices & diagnostics, apart from
rest 25% on hospital stay & fee.
This is a big opportunity for pharma
companies to go to next level and
include devices & diagnostics in
their portfolio and leverage their
years of equity with all stakeholders
in healthcare industry.
Additionally, masses in large
are moving from curative to
preventive attitude. This is
opening up “Wellness” market, that
allows population to make their
own decision to use these OTC
healthcare products. With India’s
large population, many pharma
companies are targeting this market
and introducing products for
Weight management, Cough & cold,
Pain management, Skinceuticals,
Nutritionals and Gastro health.
SR

36. AUGUST 201936
E
stablished in 2009, SriSattva
Group has been making a
difference to the Small and
Medium Businesses across the globe
through its expertise in Growth
Strategy of businesses with a key
focus on increasing revenues,
reducing costs and increasing cash
flows.
Over a decade, it has assisted
hundreds of companies in their
expansion and growth path in
India, the US, Singapore, Australia,
Europe, the Middle East, and South
Africa. SriSattva Group strives
towards placing itself as a one-
stop destination for all business
expansion and growth needs of
an organization including finance,
marketing, and legal aspects.
The Company has upgraded itself
to version 2.0 with the adoption
of AI and ML for providing growth
strategy consulting to SMEs and
Startups. This has revolutionized the
strategic planning of the companies
who are now assisted by their
strategist 24/7.
SriSattva’s global network and
research database have been
carefully built over several years
where it has let entrepreneurs
capitalize through its Smart India
Initiative. SriSattva Group’s diverse
thinking ability helps it to view the
situation with an entrepreneurial
mindset and discover solutions
as a stakeholder. The company
breaks the barriers of conservative
financial consultancy and works
with innovative solutions fixated on
continuous and long-term growth.
CA. Aparna Rammohan manages
the overall operations and
consulting of SriSattva Group and
Advocate K Ram Mohan, heads
the Legal, Risk and Compliance
division of the group.
A Q&A Session with
CA. Aparna Rammohan,
Managing Director,
SriSattva Group
What challenges did you face
in your initial years? What
can your peers learn from it?
Talking about challenges, the
primary challenge is building the
right team. As a growth strategist,
we need the entire team to work
in unison and share a similar
outlook towards clients’ success.
The second challenge we face is
to get our clients to focus on their
growth. Until we show them the first
success, most of them keep shying
away from their own growth. They
need to believe that they are here
for a larger goal as much as we work
towards helping them achieve it.
What makes you different
from others?
As financial consultants and
growth strategist, we provide
40+ services in the divisions of
corporate finance, taxation and
growth strategy. Often businesses
focus on fundraising rather than
fund generation. But, I differ in my
approach, I believe scaling up is the
only way to survive and as Darwin
said “Survival of the Fittest”. I steer
businesses towards the age-old and
proven concept of regeneration
of profit towards growth. That
is the basis of the Smart India
Initiative – Helping Bootstrapped
businesses scale up or companies
revive from deadlock situations
and arranging for external funds
along with strategic partnerships
towards growth. We not only
focus on creating awareness on
how to do, but we also practice
what we preach, by going one step
further and connecting businesses
to prospective clients, vendors,
professionals and investors,
handholding them towards growth
with our expertise and experience.
GST and other taxation expertise
are important to guide businesses
to grow in a compliant environment.
Smart India Initiative focuses on
The Growth Strategy Consulting Firm - SriSattva Group
“Our point of differentiation
has been to view the
situation as an entrepreneur
and look for solutions as its
stakeholder, not an external
advisor. We aim to provide
value to our clients through
our quality-focused services
towards their success.”
Aparna RamMohan, MD

37. AUGUST 2019 37
enabling business from Idea to
International Stage.
Growth is supported by many
areas and divisions with a
business, each of which requires
its own expertise to manage the
scaling up. While Entrepreneur
brings in a set of expertise often
in the core operations, we add
value in overall business growth
including finance and strategy.
I started SriSattva to provide
growth strategy consulting to
entrepreneurs and my gamut of
services found its own growth
path. Instead of limiting it to
management consulting, we
embraced process implementation
across the business division
and made sure compliance and
taxation are so well planned for,
that the entrepreneurs focus
to stay on operations. We start
with early-stage Company, plan
growth strategy of bootstrapped
ventures which ultimately leads
to successful funding or self-
sufficient revenue cycle and we
handhold post-investment fund
utilization which is essential
for propelling growth. Export
and Client Acquisition Strategy
is another area of our expertise
designed to assist ventures in
penetrating the market and
expand the business. When we
sign up with a business, we aim at
improving the revenue, optimizing
profits and improving the
enterprise value. Our clients can
expect an all-round growth and
scale themselves to the next level.
What are your key
strengths?
Our strengths are our global
presence, global network,
satisfied clients, ability to
provide customized solutions
and of course delivery of
solutions through technology.
We help our clients scale
their business plan through a
meticulously developed, executed
and monitored strategy over a
certain period. However, we do
try to deliver a positive output to
our clients from the very first step
of our growth strategy. That you
can call quick solutions but not
quick-fix solutions since we are
partners of our clients on their
growth path and not just advisors.
Is your company a ‘leader’
or a ‘follower’? Do you
formulate your core
values?
Rather than classifying ourselves
as leaders or followers, it gives
us pride to say that we create
leaders. We focus on revamping
dying or falling Companies and
put them back on the growth
path. We help stagnant and new
businesses identify their core
strengths toward growth. We
follow the industry best practices
and lead in innovative growth
strategies.
Our core values are to ensure
providing value through quality
strategy and delivering success
to our clients. Each of our
assignment is customized and
tailor-made for our clients.
Leading the Firm
Aparna RamMohan,
Managing Director
Aparna has serviced 850+
Companies as a part of a
professional career across
various countries and
Industries. She has founded
the Smart India Initiative
to create awareness and
inspire small and medium
businesses to scale-up and
to bridge a Global Network
of professionals. An expert in
Strategic Growth Consulting
which includes structured
funding, restructuring
businesses, valuation strategy,
risk management, start-up
structuring, revenue growth
strategy and taxation (direct
and indirect).
Aparna is also a Charter
Member and Governing
Council Committee Member
of TIE Chennai (Member
by Invitation), Institutional
Member of Madras
Management Association
(Member by Invitation), and
Member of CXO Club Chennai
(Member by Invitation).
SR