Page 48 - Banking Finance June 2021

INTERVIEW

Interview with

Mr. Nanda Kumar

Founder & CEO

SunTec Business Solutions

Q: You embarked on this tech-enabled end-to- financial services in 2000 with a whole new approach to
end value management almost three decades pricing by making it customer-centric. Our idea was to help
our clients maximise value for themselves and their
back and much has happened in the outside
customers by offering attractively priced and hyper-
world. Staying put on the growth path during
personalised products and solutions on one end, and
these disruptive times is a case-study. We would plugging any potential revenue leakage on the other.
like our audience to know your story on this
Customer centricity has therefore been the guiding light for
continued passion for delivering value. most of our journey and even today, we are singularly
A: Value management is in fact rooted in our organisational focused on helping our clients create more value for their
DNA. It is also captured in our vision statement, which is to customers as well as for themselves by becoming more
enable every value exchange in the digitally driven world. customer-centric than ever. We firmly believe that a
While the outside world has seen many disruptions over the customer-centric business is much better suited to sail
last thirty years, fundamentally, businesses are able to through disruptions and continue to deliver meaningful
survive and thrive only if they are consistently delivering value to its customers.
value to their customers. This applies as much to SunTec as
it does to our clients. Q: You have shaped the wave of customer-centric

30 years ago, we were fortunate to start our journey software platforms and solutions for pricing and
alongside the dawn of the Internet age with telecom clients. billing, particularly in transaction-intensive
Early on, we realised that if we were to succeed in a rapidly verticals. Having pioneered the concept of
changing world, we needed to shift from a product-centric relationship-based pricing, please share your
approach or strategy to a customer-centric one. Also,
fundamentally, this evolution had to happen from a thoughts and outlook on this critical aspect,
disjointed system to one where pricing had to be based on which is key to balanced pricing dynamics.
reliability of delivery and transparency. A: Pricing and billing together determine just how successful
When we applied this shift while working with our telecom
clients, we were able to generate more value for their We firmly believe that a customer-
customers with every single additional phone call they
made, by analyzing their monthly bills using our technology centric business is much better suited
space.
to sail through disruptions and
Once we saw the customer-centric approach work for our
telecom clients, the logical next step was to apply this continue to deliver meaningful value
approach to other industries and help them create more to its customers.
value for their end-customers. We ventured into banking and

48 | 2021 | JUNE | BANKING FINANCE