1. Your Journey from
“Potential to Pinnacle”

2. Path of Least Resistance
Imagination is more In physics, the path of least resistance is always taken by
important than knowledge objects moving through a system. For example, water flowing
downhill follows the path of least resistance as it is pulled
downward by gravity. Electricity flowing through
a circuit behaves similarly; while every available path has some
current through it, the amount of current through each path is
inversely proportional to its electrical
resistance. Atmospheric disturbances (storms) flow on the path
of least resistance by flowing toward zones of low barometric
pressure, where lower air density offers less impedance to the
storm system than higher pressure zones.
The entire world functions on this fundamental principle – how
can human behaviour be any different. So businesses are also
guided by the same principles.
In business, maturity models are ever evolving towards finding
the ―Path of Least Resistance-POLR‖. We believe that
successful organizations are able to move to their respective
POLR, earlier.
"I have no special talent. I
am only passionately Most businesses struggle because they try to flow against the
POLR, albeit unknowingly. At Croissance we realize this and our
curious." - Albert Einstein aim is to continually strive with our offerings which help seeking
businesses, discover this path.

3. Our Journey
―Croissance‖ is a French word
meaning Growth
Our Business: Assist IT companies to
traverse the journey from their 2012: A year of innovation
―Potential to Pinnacle‖ through high Added IT Consulting to
quality yet simple, business skills and the Service Portfolio in 2011
innovation
Turned profitable in 2011
1000% YOY growth in 2010
Formed in 2009
“The First 25 Million Dollar Business For Us in the making”

4. The Leadership at Croissance
Ashish Bhatnagar Chaitanya Kagal
Skills Skills
Dynamics result oriented leader with a strong track record of performance in Chaitanya is a result oriented leader with a strong track record of performance
new ventures and high paced organizations. Utilizes keen analysis and in high paced organizations. He utilizes keen analysis and insights to drive
insights and team approach to drive organizational improvements and organizational improvements and implementation of best practices. Chaitanya
implementation of best practices. Superior interpersonal skills, collaborative possesses superior interpersonal skills, collaborative style of working, and is
style of working, capable of resolving multiple and complex issues and capable of resolving multiple complex issues. Additional areas of expertise
motivating staff to peak performance. Additional areas of expertise include: include:
• Strategy, vision & mission planning • Strategic planning
• Sales & marketing leadership • New Product Launch in new markets.
• Negotiations & strategic alliances • Strategizing large and complex sales opportunities
• IT & Business Application consulting • P&L management
• Software Development, Delivery & Support • Channel development & management
• Policy & procedure development • Field management
• Team building & performance improvement
Education Education
• MBA – Finance & Marketing: XLRI Jamshedpur • Post Graduate Degree - Management in Sales & Marketing: Prin.
• B. Tech , Indian Institute of Technology Delhi Welingkar‟s Institute of Management, Mumbai, India
• Bachelor in Commerce with Honours (University of Mumbai)
Relevant Experience Relevant Experience
• Croissance Consulting: Founder Director • Croissance Consulting: President – Global Sales
• Microsoft Corporation: Director – Microsoft Dynamics ERP & CRM • Jamcracker Inc.: Director Sales – APAC Region
• Navision India: Director – Large Accounts & Technology • Infor Global: Director – Sales Direct Accounts
• Ernst & Young EMEA: Principal consultant – IT & Process Improvement • SAS Institute: Industry Manager – Retail & Manufacturing
• Ramco Systems: Program Manager and Sales & Distribution consultant • IS3C Consulting (now called Quinnox Consulting): Various roles
• The BaaN Company: Regional Manager – Strategic Accounts & Channel
Development
• Mastek Limited: Various roles

5. Our Strategic Alliances
Activation and Growth
Readiness Delivery Other Business Lines
Programs
• Dynamics Partner Academy • Packaged training + coaching • Marketing Services Bureau
curriculum program
• Partner Business Consulting
• Business, sales, presales, • 24-month engagement
marketing, project management • Project management support
• Offered to selected
• Offered to all partners New/Inactive and Existing • Presales support
Partners • Localization and distribution of
• Scheduled class delivery
• Based on Dynamics Partner ISV solutions
• Basis for Sales and Presales Academy
accreditation
Croissance is the India office for 2win Global (www.2winglobal.com) addressing the APAC, India
and Middle East & Africa markets. We help companies that sell complex solutions win more
business through a series of customized workshops focused on skills and strategies to improve
their value positioning, discovery and demonstration skills in customer facing events.
Our services target everyone in your organization who touches a customer or prospect, including
your salespeople, pre-sales people, and services teams.
Croissance partnered with AIM International to provide international channel expansion capability
for the US & Canada markets.
AIM provides ISVs and SIs with the essential services to realize their business growth potential by
utilizing the market knowledge and insights gained over 25 years in business development at
Microsoft, HP, Intel, Compaq and DEC.

6. Our Consulting Portfolio
Information Technology (IT) Strategy
Business Case Justification for IT Investments
IT Business Solution Evaluation
Consulting
Pre-implementation readiness
Services
Program Management
Post Implementation Assessment
Application Re-engineering
Business Skills Enhancement Workshops
Solution Demonstration best practices – Demo2Win series
Consulting Building your Cloud Strategy
Services to IT Applications/Services Portfolio Planning
IT Industry Selecting your off-shore partner in India
HR Services – Recruitment for IT Leadership positions

7. Low Adoption
Rates
In a typical ERP
implementation on average
46% of licensed seats
are unused.
Failed
Implementations
28% of CRM
Long, Costly implementations
fail to go live.
Training Periods
Up to 60% of
implementation costs are
spent on
user training.
Low
Penetration
15% of employees have
licensed seats.
IT Consulting Services

8. Draft Your IT Strategy
Business Scenario Our Approach Business Value
• You consider IT as a Understand business • Clear identification of
drivers, needs and
cost issues critical IT investments
over next 5 years
• Do not perceive any
value out of your IT Define level desired
• Alignment of IT
investments to deliver investments to business
needs & issues
• Previous experience
with IT not too • Better cash flow
Assess Current IT
positive capabilities management through
staggered IT
• Makes you think – investments
Why to invest into IT? Gap analysis of
current vs desired • Improved ROI &
• You have limited delivery
payback from IT
awareness of IT tools investments
for your business Roadmap short &
long term capabilities • Improved customer &
& deliveries
vendor & employee
satisfaction levels

9. Business Case for IT Investment
Business Scenario Our Approach Business Value
• Are you clear of your Understand the business, • Ensure that any IT investment
business needs and
growth levers and pains you make is capable of
supporting your business and
issues to be addressed its operations in the longer
by IT? Perform a PAIN CHAIN
Analysis term
• Limited knowledge of • Gain Higher ROI on your IT
who all are impacted Quantify business benefits if investments
within your organization pains are addressed
• Justify your spend through
with business issues gaining insight on the payback
• Low confidence level in Assess and create Buying period, cash flow, internal rate
Vision
of return etc.
Investing into IT due to
various factors such as • Improved employee, supplier
adoption, cost, time, lack Forecast cost budget for the
solution
and buyer satisfaction rate
of knowledge etc. • In terms of bridging the gap,
understanding the current
• Unawareness of the Run relevant metrics through
business drivers and
our ROI calculation tool
potential benefits of challenges will improve the
introducing/enhancing IT quality of the remaining steps
infrastructure to support Draft a business case for the
specific IT investment
and probability of overall
your business processes success

10. Evaluate Business Solutions (ERP/CRM/HRM/SCM)
Business Scenario Our Approach Business Value
• You have clearly stated the Understand the
• Expertise to shortlist solutions
business needs that should Business Case
for Solution
Prioritize Your
Requirements for ―your‖ industry
be addressed by the IT • Customized evaluation criteria
solution, have the based on your
forecasted ROI and have a industry, budget, maturity &
vision for a solution Issue RFP to
Shortlisted
Define
Evaluation culture
Vendors Criteria & RFP
• You are now at a very • Get the real total cost of
important stage where you ownership through our ability
need to select the right IT to unearth hidden costs of
Solution & the right vendor Evaluate & Rank Tabulate & solutions
to implement the solution Live
Demonstrations
Compare the
quoted costs
• Get to know what sales people
• You are unclear of the do not state about their
available options and their strengths & weaknesses
relative strengths & Review license Verify
weaknesses & services references & • Optimization of business risk
agreement vendor viability
• You are unable to select the • Mitigate critical
appropriate vendor – the implementation risks through a
most successful is mostly structured evaluation of
THE RIGHT IT
not the best for you since to SOLUTION + service delivery capabilities
cultural differences VENDOR

11. Pre-implementation Readiness
Business Scenario Our Approach Business Value
• Your organization has justified We shall conduct a two day Higher probability of project
an IT spend and presented to workshop at your office premises completion on budget and on-time
its leadership, and the same covering the following aspects of
implementation: Internal expectation management
has been approved by the
leadership team • Implementation methodology Improved adoption due to effective
change management
• Your company has limited • Your risks in implementation
experience on how to Better control on implementation
implement a business • Project organization partner tasks
application
• Your role & responsibility Improved expectation mismatch from a
• How will the application be process perspective
implemented? • Project controls
• What are the risks? • How to manage internal change
• What are my responsibilities? • Project plan
• What are the implementation • How to manage scope creep
partner responsibilities? • Go live strategies
• Who is required when and for • Data migration strategy
what?
• Project documentation
• How do I manage internal
resistance?

12. Program Management of IT Deployment
Business Scenario Our Approach Business Value
The sheer size and complexity of Our project management experts bring
ERP implementations makes in the knowledge and experience to
managing these projects difficult. ensure a realistic project timelines,
There are really two basic sides to effective monitoring of tasks & costs,
ERP management, people and
technology. identification & mitigation of project
risks, adherence to the implementation
According to the Eden Prairie, methodology of the solution vendor
Minnesota Gartner Institute (a spin-
off of the Gartner Group), the gap and effective communication to ensure
between the promise of a system project success.
and the business value actually
delivered once the project has  Achieve the project goals and
been deployed is great. objectives as decided earlier
Robbins Gioia Survey  Optimize your Resource Utilization
51% viewed their ERP  Integration of inputs necessary to
implementation was unsuccessful meet pre-defined objectives
Conference Board Survey  Avoid any unexpected costs and
Implementation costs were found to time to ensure highest possible
average 25% over budget ROI
KPMG Survey
More than 75% blew their
schedules by more than 30%

13. Post Implementation Audit
Business Scenario Our Approach Business Value
• Has your IT deployment lived Review Actual v/s • Know the actual cost & ROI from
up to the expectations laid out Plan the project
• Functional scope
in the business case • Geographical • Could further training or coaching
justification? scope Assimilate the actual
costs of the project improve the degree of benefit
• Project objectives
• Is the required functionality • Documentation – being generated?
project & technical
available? • User training • Are there further functional
• Are the procedures properly improvements or changes that
documented, published and would deliver greater benefit?
known about? • Are specific improvements
• Have users received adequate required in
training and coaching to take procedures, documentation, suppo
advantage of the new facilities? Assess the ROI
rt, etc.?
Assess User level forecast and evaluate
• Is data integrity being satisfaction the actual ROI for the • What learning points are there for
maintained within the system solution future projects?
and in relation to other
integrated or interfaced
systems?
• Does the system have the Identify areas of
improvement for an
capacity to deal with the actual enhanced ROI
peak loadings as encountered
and foreseen?

14. Re-engineer Your IT Deployment
Business Scenario Our Approach Business Value
A few years back, you decided and • Turning IT project failure - or
started off an implementation potential failure - into a powerful
project of a new IT business developmental catalyst, because
application. the failure of an IT project reveals
Well that's it then, you went live, internal weaknesses reaching
temporary staff and vendor always beyond IT
representatives left and the old • Capitalizing on the
system was switched off.
financial, professional, relational
However, the stakeholders do not and emotional investment
perceive their objectives delivered, • Addressing the organization's
the users are not comfortable with
the new system and sigh wistfully weaknesses that have ultimately
for how things used to be, the new brought the IT project "in difficulty"
system does not support working so as to achieve true synergy
practices and there are errors or between IT and
issues outstanding. organization, because IT project
failure is but a revealer of
weaknesses calling for a holistic
therapy encompassing
IT, organization and business
strategy.

15. Consulting Services to IT
Industry

16. Business Skills Enhancement
Business Scenario Our Approach Business Value
• A large, untapped market exists Marketing
• Improved forecast accuracy
for integrated IT business • Improved ROE on business
solutions investments
Sales
• Horizontal solutions have Management • Improved customer satisfaction
become a commodity
• Improved profitability
• Prospects value vertically
specific solutions provided by Pre-Sales • Enhanced Employee morale
trusted, capable experts
• Reduced employee turnover
• You need training, guidance,
and systems in order to achieve Delivery • Reduced customer churn
growth
• Your company need an ability to
differentiate their capabilities to
customers
• Are you doing the right things?
– Mission, Vision & Strategy
• Are you doing them the right
way? – People, Processes &
Technology
Workshop Delivery Model

17. Solution Demonstration – Demo2win
Business Scenario Our Approach Business Value
• Your offer IT solutions and / or • Our Demo2win workshops help
Understand your Solution and its
services in your market business value to your customers you gain the 2% advantage over
your competition (In any judged
• Your solution and/or service are event, the difference between the
high value and experience gold & silver medal is just 2%)
longer sales cycles Get your best presales expert to
demonstrate the solution to us & • This helps you win more orders
• You face stiff competition from video record it with the same headcount of sales
other solutions and service & presales
providers that offer similar or
same solution or service • This implies an improved return on
Review the demonstration for
• Presentations & solutions structure, value & demo crimes your sales & presales investment
demonstrations are key to • Success leads of an enhanced
success morale of the sales & presales
• Our presales experts emphasize Impart skills to your presales expert team
& get him/her to Re-demonstrate the
a lot of features & functionality of same solution with video recording • This also implies the need for a
the solution and technical lesser number of qualified
aspects of your service opportunities for the target
• Your win ratio from solution Prepare the content for the customer acquisition # due to the
demonstration stage to order is workshop & develop role play improved conversion rate
content
below the industry average
• Your cost of sales till the
demonstration stage is more
than 35% of the total cost of Conduct the Demo2Win workshop
sales

18. Build Your Cloud Strategy
Business Scenario Our Approach Business Value
The Cloud is here and it is real. The cloud transformation demands that a The workshop will cover real-time decision
According to a study recently completed CXO-level decision-maker envision their where you can expect to leave with an action
by Everything Channel‟s IPED Research organization in a new way and commits to plan on critical changes required in your
division, by 2012, at least 50% of all proactively embrace this change, as well as business to take advantage of the booming
customers will have some form of a cloud guide the entire organization through it.
solution underway. Cloud market. You would get valuable
insights on:
The Cloud is the most disruptive shift you We have designed Business Model
have ever experienced because it is not Transformation workshops to provide
only about a technology shift, which guidance on the required business model  Realize the Pros and Cons of venturing
many of you are accustomed to, but a evolution to be successful in the cloud. The into the Cloud business
fundamental change in your business objective of the business model  Understand the readiness of your business
model. transformation workshops are: to enter the Cloud world:
• How do you market effectively to • Provide thorough understanding of the  Investments
new/and or existing customers in fundamental business drivers that your  Human Resource
terms of cloud services? organization must be aware of when  Infrastructure
• What are the deal economics of cloud planning their evolution to the cloud.
 Support
services and how does it impact your • Model and help you to clearly understand
 Sales & Marketing
business? the cause and effect of the business
• How do you make money selling cloud drivers on your P&L.
• Provide an understanding of the changes  Create the right cloud product/solutions
services?
to the services delivery model, and how portfolio that aligns to your business and
• How do you compensate my sales
your organization will need to adapt. its goals – Maximize ROI
staff?
• Learn what has to change in marketing
• What metrics should you measure?
and sales for your organization to drive a
• How do you make my services profitable and sustainable cloud based
offerings around cloud competitive? business.

19. Your Solution & Services Portfolio Optimization
Business Scenario Our Approach Business Value
You have experienced growth over • Better understanding of your
the years, and have invested
Analyze &
Understand the
Develop “to be” current business portfolio: Identify
direction, the Drivers and the Speed-bumps
time, resources and money into current state of
the Business and
objectives &
expanding your offerings to the Portfolio
goals
• Reduce costs and improve
market efficiency by aligning the right
Diverse portfolio of IT solutions & Define the criteria
Categorize the number of resources for the right
current solutions
services that you offer to the for portfolio
and services into offering
selection such as
market: grow, stretch,
revenue and / or
profit margins
maintain and • Identify the offerings that are giving
divest category
• Trained technical/non-technical you the desired ROI, and the ones
resources that have the potential to further
Identify new
solutions, service
Align the new improve your P&L
• Infrastructure s and
solutions and
technologies to
services to
business • Restructure or eliminate the
• Support staff add to the
portfolio
objectives stagnant or dead offerings to
Some offerings have grown along improve your ROI and reduce
with the market, while some have costs
Maximize the Prioritize the
remained stagnant, or have slowly value of the portfolio based on • Accurate insights into the current
phased out portfolio constraints market trends and demand
The stagnant offerings are patterns creates a basket of
hampering the growth of the more potential new offerings that you
promising ones, and are impacting Finalize the
can offer with minimal incremental
your P&L portfolio of costs
solutions and
services

20. HR Services – IT Leadership Recruitment
Business Scenario Our Approach Business Value
• Information Technology function has Understand client’s
strategy and goals
• The right leader to take your IT
grown to be a critical business support to define desired Identification of infrastructure to the next level
function within your organization Roles and Candidates
respective • Align IT to the business growth
• Your current IT is just a technology tool candidate profiles
drivers and address the business
management organization
pains
• The role demands a visionary leader to
head the IT function Presentation of
Interview,
Evaluation &
• Improved ROI on your IT
Client & Position to investments
Selection of
• Does the IT team have an appropriate Candidates
Candidates
structure and governance model? • Get ability to forecast IT
• Does the IT team have a culture that investments to support your vision
is aligned with the corporate vision,
mission and goals, brings out the best Presentation of Client’s meeting of
in individual leaders, and enables Short List to short listed
Clients Candidates
effective decision-making?
• How can the IT team know its
strengths and weaknesses and how
can it can develop as individuals and
as a team? Employment terms
Reference Checks
negotiation
• Does the IT leadership team have the
right people, competencies, and
experiences to achieve the business
mission, vision, and strategy?
• Does the IT leadership team have Post-Employment
disciplined and meaningful processes follow up
to find and groom the next generation
of executives for the top team?

21. Select Your Right Offshore Partner in India
Business Scenario Our Approach Business Value
Offshoring to India offers many benefits. • Specialization and vendor • Speed your time to market
size
But you'll get those benefits only if you • Expertise • Lower development costs
choose the right outsourcing partner—the • Business Models
wrong choice can leave you worse off • Methodologies • Spare your own personnel to
Preliminary • Industry Knowledge focus on core competencies
than before. Survey • General Company
Background
• Gain access to high-level talent
without hiring hassles.
But that key phrase, ―the right offshore
partner,‖ covers a wealth of details, any • Transparency With our in-depth expertise of the
• Employees
one of which, if overlooked, can doom an • Communication
Indian IT industry, we make sure we
outsourced project and put a business • Facilities AVOID :
behind the eight ball at a critical point in Create the • Security
its go-to-market strategy. Shortlist • References • over-promising
• under-staffing
While choosing the right offshore • security breaches
• High-level descriptions of the
partner, one needs to ensure that no business need and how the • culture shock
important factor is overlooked, that the vendor's solution meets it
• Clearly-defined acceptance and many other factors that can turn
vendor chosen matches your needs and criteria and procedures
Project a dream of profits into a nightmare of
can deliver on time and in budget. Overview
• Project timeline and
CCPL’s methodology comprises of three Document
milestones cost overruns and deliverables that
• Price
simple steps that help you quickly focus (POD) • Legal and contractual issues fall far short of what's needed to
your efforts on the vendors most likely to deliver the competitive edge desired
succeed, and select the one that's right
for you.

22. Our Select Customers

23. The information herein is for informational purposes only and represents the current view of Croissance
Consulting as of the date of this presentation. Because Croissance must respond to changing market
conditions, it should not be interpreted to be a commitment on the part of Croissance , and Croissance
cannot guarantee the accuracy of any information provided after the date of this presentation.
CROISANCE MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE
INFORMATION IN THIS PRESENTATION.