How to select the right CPQ for your enterprise

Sales is a challenging job. From generating leads to engaging prospects, dealing with competitors and closing deals, salespeople have many crucial activities. Their role becomes even more challenging when multiple products and services come into play; when they start dealing with diverse market groups and pricing becomes more flexible and personalized.

When your enterprise grows in size and complexity, you need more effective business processes to survive fierce competition and grow in the market. Sometimes a technology modernization; and sales is not an exception.

In such complex business landscapes, CPQ is a lifesaver for sales professionals. Gartner says the CPQ market is expected to grow up to 25% by 2020. It looks like a must-have for modern enterprises in the coming years to improve sales and revenue.

What is CPQ Software?

CPQ, or Configure Price Quote is a set of software that helps sales teams manage the pricing of varied products and services, create accurate quotes and configure custom product packages for customers.

Do you really need a CPQ?

CPQ software improves the productivity of your sales teams and streamlines your sales process. It helps you generate sales quotes faster and with complete accuracy. It shortens the sales cycle and removes errors caused due to manual quoting. It also helps you send quotes, manage invoices, maintain configuration records and reporting.

If you’re an enterprise with a wide range of offerings, customer-specific quotations and configured pricing, you can definitely benefit from a CPQ software. However, not all businesses absolutely need a CPQ software; especially the ones that have limited products or services and fixed price models.

Selecting the right CPQ for your enterprise

With hundreds of CPQ tools and vendors in the market, it is difficult to select an ideal solution to suit your enterprise needs. Consider these key factors while looking for a CPQ for your enterprise.

Find your CPQ type

There are two popular types of a CPQ solution – On-premise and Cloud-based. On-premise CPQ software is a one-time investment as it is installed on authorized computer systems. It gives you complete ownership of the software. But you must look after its in-house maintenance, timely upgrades and strong security.

On the other hand, SaaS or Cloud-based CPQ systems are hosted on the Cloud by an external vendor. Sales teams can even access it remotely. It is a recurring subscription, and the vendor carries out maintenance, upgrades and security. Select a CPQ solution that best suits your enterprise and is more sustainable in the long run.

Understand your requirements

Carry out a detailed research with your internal sales teams and try to understand what CPQ features could benefit them the most. Depending on how basic or advanced a CPQ is, it can have multiple features. Choose a solution that offers the most suitable features for your sales team. Product configuration styles, pricing adjustments, automated proposals, custom quotes, analytics and guided selling are some primary features to consider.

System integration is essential

Some enterprises still depend on legacy applications while some could be using newer technology systems. A sophisticated CPQ software is easy-to-integrate with traditional as well as modern software. Integration with your existing technology and applications is a key consideration.

Integration helps improve not just sales but your marketing activities too. An ideal CPQ should also be able to sync with your existing sales and marketing applications, customer database, ERP and CRM.

CPQ should be mobile-friendly

There is a growing trend in the demand for mobile CPQ systems. Mobility enables your sales teams to send quotes, configure pricing, view reports and communicate with prospects on the go. In this fast-moving and digital landscape, mobile CPQ also ensures higher customer satisfaction due to its speed and convenience. Go for a CPQ solution that is mobile-friendly and can be accessed anytime, using any device

It should be easy-to-use

The ultimate user of the CPQ software is your sales team. Some sales reps might be tech savvy, while others may not be. In either case, select a CPQ software that is easy to install, operate and customize as per individual needs. It takes less time to train your sales teams on software with simpler functionality. The implementation is also quicker and more effective.

You must modernize your sales techniques and generally followed practices from time to time. Many businesses are now realizing the need for technology-driven sales processes to stand out among competitors and satisfy the customer. Consider adopting a good CPQ that suits the unique demands of your enterprise to build a strong sales team and make your sales process more resilient in the digital age.

Retail Analytics – Top 5 reasons you need it in 2019 and beyond

We produce an overwhelming amount of data every day, roughly 2.5 quintillion bytes. According to an IBM Study, 90% of the world’s data has been created in the last two years. It was perhaps the beginning of the “big data era” everyone talks about. Today, this big data is driving business operations and reshaping industries. Retail is one of the most widespread and dynamic industries around the globe. It is also the industry that has benefited the most from analytics; the greatest by-product of big data.

But why do retailers need analytics? Retailers face cut-throat market competition. Keeping up with industry trends is essential to stay ahead in the race, especially in this omni-channel business space. Also, as a customer-centric industry, retailers are constantly under the pressure to serve customers better and retain them for longer periods. And, it’s not so easy to satisfy customers and match up to all their expectations.

Retailers therefore need analytics to be able to understand business information better, gain meaningful insights and overcome these challenges by making data-driven decisions.

Retail analytics is the process of studying retail business information and providing actionable insights on the various critical aspects of retail, such as supply chain, inventories, customer demands, and more.

Top business houses are already leveraging analytics for retail success and making the most of it. Here are the 5 best reasons you must consider investing in retail analytics, if you haven’t already.

Consumer Behavior Insights

Analytics allows retailers to study consumer behavior and understand their buying patterns. This is perhaps the biggest reason why retailers are investing in big data analytics. A study conducted in the US reveals that while 96% people search for products online, 65% purchases are actually done offline.

Consumer behavior insights enable retailers to understand why these things happen and offers a solution to improve sales. It is especially a boon for e-commerce businesses, where heaps of customer details, such as most searched items, items added to cart, abandoned cart items, etc. are easily accessible.

Marketing Strategies

Effective marketing is when you hit the right target using the right channels. Retail analytics helps marketers strategize their activities efficiently based on consumer behavior patterns and run profitable campaigns. As much as 13% retailers have already adopted “digital first” as their preferred marketing strategy.

For instance, a family apparel store owner would be interested in knowing where his millennial customers are most active and which channels are best to approach middle-aged customers for a festive offer. Analytics helps with such minute details and helps pick the right campaign for every customer group.

Personalized Offers

Customers love attention, and offering personalized deals is a great way to show your customers that they are important. 75% consumers are more likely to buy from a retailer that recognizes them by name, recommends options based on past purchases.

But the trick lies in offering personalized deals to the right customer at the right time. Analytics helps businesses track down transaction histories and consumer preferences. It indicates what the customer wants, and allows retailers to offer similar choices at affordable rates, closing sales most effectively.

Store Optimization

Although omni-channel retail is the new trend now, 49% consumers still go for in-store shopping because they prefer to touch, feel or try a product before buying. One of the biggest advantages of adopting retail analytics is that it helps in streamlining not just online retail operations, but also helps boosting brick-and-mortar store performances.

It helps retailers analyze minute details like how often a customer visits the stores and how long he stays in which section and making further sales easier. With the help of analytics, it is also possible to stock up sufficient inventories based on consumer demands and market trends.

Customer Satisfaction

9 out of 10 customers like to shop at stores that offer free delivery. Whereas, 42% of customers rely on user reviews before buying a product. Customer satisfaction is the key catalyst behind retail success.

By using analytics, retailers are able to offer the customer exactly what he wants and engage him most effectively. This in turn helps in building a positive brand image, gaining trust and developing long-lasting retail relationships.

All in all, it is important for all businesses across all industries to understand that this is not just the era of big data, but also the era of “Analytics of Everything”, where analytics is everywhere, the powerful driving force behind successful businesses. There are more reasons to adopt analytics than to avoid it. It is probably the best decision to adapt retail analytics at the earliest; before it becomes an absolute must.

Another Mega Data Breach. This Time It’s Quora

Quora says 100 million users hit by a malicious attack. Here are the facts.

2018 was the year of massive technology advancements. From where we started this year to where we have come, the progress has been phenomenal. We saw some of the most breakthrough technology trends, such as Artificial Intelligence, Blockchain, Natural Language Processing and Internet of Things making it big in the business world. But at the same time, 2018 has also been a year of some of the most shocking and alarming cybercrimes.

Although the Facebook data breach made the most news, there were bigger cyber security incidents at several other top business houses including Panera, Under Armour and even Aadhar and Marriott International to name a few. These data breaches are believed to have compromised personal information of hundreds of millions of users and customers. And now, the hackers are back with a major data breach; this time at Quora.

Launched in 2010, Quora is an online community where people can post questions related to over 400,000 topics and get answers/advice from others. Over the years, Quora has grown to become the biggest online Q&A portal with at least 300 million monthly users and 300 million unique monthly visitors.

The company recently disclosed a mega data breach stating that nearly 100 million users were affected by unauthorized access to one of its systems by a malicious third party. The breach is said to have occurred on 30th November, 2018. Soon after the incident was confirmed, the Quora team notified its potentially affected users through an email.

“On Friday we discovered that some user data was compromised by a third party who gained unauthorized access to our systems. We’re still investigating the precise causes and in addition to the work being conducted by our internal security teams, we have retained a leading digital forensics and security firm to assist us. We have also notified law enforcement officials”, the email stated.

According to the initial investigation, the hackers could have possibly gained access to the following information.

  • Account and user information including name, email address, IP, user ID, encrypted password, user account settings, personalization data

  • Public actions and content including drafts, such as questions, answers, comments, blog posts, upvotes

  • Data imported from linked networks like contacts, demographic information, interests, access tokens

  • Non-public actions, such as answer requests, downvotes, thanks, etc.

“It is our responsibility to make sure things like this don’t happen, and we failed to meet that responsibility. We are continuing to work very hard to remedy the situation, and we hope over time to prove that we are worthy of your trust”, the email further stated.

Quora hasn’t disclosed any information about who the hackers might be. However, as an immediate corrective action, Quora invalidated the accounts of all the affected users and suggested them to reset their passwords.’

What does it teach us?

With each incident we’re reminded that we’re not completely secure. Every data breach is an alarm; a signal to never let your guard down. There are hidden lessons for us in every major data breach. They teach us that

  • Implementing modern technology comes with potential risks and these risks should be acknowledged with appropriate measures.

  • Cyber-attacks can have huge repercussions and can lead to major reputational loss. Building cyber resilience is not a good practice anymore, it is a must-have.

  • Insider threats and minor negligences can lead to huge information leakages; hence every data privacy practice must be followed with due diligence.

In conclusion, data breaches can occur anytime, anywhere, regardless of the information security measures we take. The best probable way to prevent cyber-crime or contain the impact of an attack at your enterprise is to keep your data privacy software updated, employ multi-layered, more reliable cybersecurity solutions and remain extra-vigilant, more than ever before!

Your Five Step GRC Implementation Roadmap

The concept of Governance, Risk and Compliance has been around for some time. Although there is no single, universally accepted definition for GRC, it is basically a comprehensive business strategy that aims at ensuring corporate governance and mitigating enterprise risk while staying in compliance with regulatory policies. It establishes clear guidelines for operations and a mechanism to prevent and fight business risks. It comprises of three main pillars.

Governance, ensuring business processes and corporate policies are practiced throughout the organization.

Risk, identifying the potential areas of risk and preparing the organization to minimize and prevent them.

Compliance, the ability to comply with legal and regulatory requirements and business policies.

For years, businesses have followed old school ways of implementing GRC programs using traditional methodologies such as spreadsheets and in-house tools. However, with emergence of breakthrough technologies like AI, Cloud and automation, the concept of GRC has evolved and modernized.

Although we have been slow in adopting technology-driven GRC practices, lately there has been a significant shift towards businesses leveraging automated GRC strategies at enterprise levels. So much so, that the global GRC market is expected to reach $64.61 billion by 2025.

Today, all modern enterprises need to let go of traditional GRC practices and modernize their approach. But how do you get there? How can you adopt a winning GRC strategy? Here is a five-step GRC implementation roadmap that can help you plan, strategize and implement modern GRC practices effectively in your organization.

Revisit your GRC framework

To start with, you need to review your existing GRC framework and identify the gaps that technology can fill. It would mean redefining what governance, compliance and risk means for your enterprise. A clear understanding of your key business objectives and important business processes will help you adopt the right GRC technology and develop appropriate policies, procedures and guidelines for your business.

Select a GRC Solution

In order to ensure effective functioning of a GRC initiative, it is important that you pick the right implementation partner and an ideal GRC solution for your enterprise. There are tons of GRC tools and hundreds of vendors in the market.Cloud based GRC solutions are most popular nowadays. MetricStream, BWise, SAP, Riskonnect, RSA Archer etc. are some market-leading GRC products available today. Go for a solution that comes with all the features you’re looking for. Also, do your research and select an experienced vendor that can implement GRC within a reasonable time-frame with maximum efficiency.

Project Planning

This step involves chalking out a well-defined GRC implementation plan. A business analyst or project manager appointed by the vendor visits your premises and spends time understanding your existing business processes and policies. He also conducts a risk assessment of your business and identifies areas that need to be protected.

He then develops an integrated GRC plan that best suits your organization, including a detailed demo of the selected GRC product, assigning roles and responsibilities and defining project timelines.

Implement GRC Practices

Once a detailed plan is developed, the next and the most crucial step is implementing GRC practices at your enterprise. Today, most GRC programs are Cloud driven and automated. Implementation involves policy and document management, operational risk management, IT risk management and corporate compliance management. It also includes spreading awareness about the new GRC policies and training people within the organization to practice them.

Monitor and Improvise

Implementing a GRC program is not a one-time activity. It is a continuous business practice and must be followed every day across all departments. It is therefore important to closely monitor and ensure that GRC practices are well followed within the enterprise. Also, since the business world is highly dynamic, you must modernize your GRC platform and revise your policies regularly to match business, industry and regulatory requirements.

GRC is essential because it brings about a stability in the way a business performs. It improves the quality of people, processes and information within an organization providing meaningful insights for better decision making. It is not just a good initiative anymore, it is an essential business requisite. Adopting a modern GRC program leads to a remarkable organizational change. However, the key to successful implementation is to have a clear strategy and take one step at a time.

Prem Shankar Patel
Senior Manager
Prem brings nearly three decades of analytics and information management experience to Estuate. He is a recognized expert who has received several awards over the years. In 2003, he was awarded the Center of Excellence (CoE) Champion Award for introduction of advanced training and certification for BIDW architects and consultants. In FY03-04 and FY04-05, he received the Best Faculty of the Year Award for his significant and effective contribution as a faculty member in the delivery of BIDW training. Previously in 2005, he received the Feather in My Cap (FIMC) Award for defining metrics for BIDW projects and establishing organizational norms. Prior to joining Estuate, Prem worked in various strategic positions at Wipro Limited and R S Software (India) Ltd. He holds an M. Tech in Computer Science from the Indian Statistical Institute, Kolkata.
Nagaraja Kini
Founder and Chief Financial Officer
Nagaraja has more than two decades of engineering, business development, consulting, alliances and management experience in software development, integration and implementation. He has worked extensively with global teams to consistently simplify ERP implementations for businesses. Nagaraja brings with him the commitment, willingness, and capability to anticipate and act on the continually evolving needs of a business.
Prior to founding Estuate, Nagaraja served at Oracle as Director in Application and Industry Solutions group within Global Sales Support. Nagaraja holds a Master of Technology in Industrial Electronics from the National Institute of Technology, Surathkal, and a Bachelor’s in Engineering from the SJ College of Engineering, Mysore, India.
Nagaraja Kini
Founder and Chief Financial Officer
Nagaraja has more than two decades of engineering, business development, consulting, alliances and management experience in software development, integration and implementation. He has worked extensively with global teams to consistently simplify ERP implementations for businesses. Nagaraja brings with him the commitment, willingness, and capability to anticipate and act on the continually evolving needs of a business. Prior to founding Estuate, Nagaraja served at Oracle as Director in Application and Industry Solutions group within Global Sales Support. Nagaraja holds a Master of Technology in Industrial Electronics from the National Institute of Technology, Surathkal, and a Bachelor’s in Engineering from the SJ College of Engineering, Mysore, India.
Marc Hebert
Chief Operating Officer
Marc joined Estuate in December, 2008 as its first Chief Operating Officer. Marc is a recognized expert on offshore outsourcing. He has appeared on CNN’s Lou Dobbs Tonight, was interviewed in Investor’s Business Daily, and has been widely quoted in major media publications, including the Wall Street Journal, Forbes, Fortune, Financial Times, New York Times and Boston Globe on offshore outsourcing. He is recognized as an “IBM Champion” for his role in expanding the market for IBM’s Information Lifecycle Governance product line.
Prior to Estuate, he served in leadership roles at large global corporations, including as the CMO at Virtusa Corporation; EVP, Marketing and Alliances for Sierra Atlantic; and Vice President for eight years at Oracle Corporation. Marc holds a Bachelor of Science degree in experimental psychology from Harvard University, and an MBA from Stanford University.
Marc Hebert
Chief Operating Officer
Marc joined Estuate in December, 2008 as its first Chief Operating Officer. Marc is a recognized expert on offshore outsourcing. He has appeared on CNN’s Lou Dobbs Tonight, was interviewed in Investor’s Business Daily, and has been widely quoted in major media publications, including the Wall Street Journal, Forbes, Fortune, Financial Times, New York Times and Boston Globe on offshore outsourcing. He is recognized as an “IBM Champion” for his role in expanding the market for IBM’s Information Lifecycle Governance product line. Prior to Estuate, he served in leadership roles at large global corporations, including as the CMO at Virtusa Corporation; EVP, Marketing and Alliances for Sierra Atlantic; and Vice President for eight years at Oracle Corporation. Marc holds a Bachelor of Science degree in experimental psychology from Harvard University, and an MBA from Stanford University.
Seemakiran Upadhya
Global Delivery Head and Managing Director, India
Seemakiran brings to Estuate more than 25 years of experience in the IT industry. She has been successful in building high-performing teams for the Delivery, Sales, and Operations departments. She was instrumental in setting up Estuate’s India center. Prior to joining Estuate, Seemakiran worked at Satyam, where she developed, tested, and implemented software projects in Oracle Technologies across multiple domains. She is highly proficient at working with a global client base.
Seemakiran holds a Bachelor’s degree in Electronics & Communication Engineering from Karnataka University.
Seemakiran Upadhya
Global Delivery Head and Managing Director, India
Seemakiran brings to Estuate more than 25 years of experience in the IT industry. She has been successful in building high-performing teams for the Delivery, Sales, and Operations departments. She was instrumental in setting up Estuate’s India center. Prior to joining Estuate, Seemakiran worked at Satyam, where she developed, tested, and implemented software projects in Oracle Technologies across multiple domains. She is highly proficient at working with a global client base. Seemakiran holds a Bachelor’s degree in Electronics & Communication Engineering from Karnataka University.
Prem Shankar Patel
Senior Manager
Prem brings nearly three decades of analytics and information management experience to Estuate. He is a recognized expert who has received several awards over the years. In 2003, he was awarded the Center of Excellence (CoE) Champion Award for introduction of advanced training and certification for BIDW architects and consultants. In FY03-04 and FY04-05, he received the Best Faculty of the Year Award for his significant and effective contribution as a faculty member in the delivery of BIDW training.
Previously in 2005, he received the Feather in My Cap (FIMC) Award for defining metrics for BIDW projects and establishing organizational norms. Prior to joining Estuate, Prem worked in various strategic positions at Wipro Limited and R S Software (India) Ltd. He holds an M. Tech in Computer Science from the Indian Statistical Institute, Kolkata.
Prem Shankar Patel
Senior Manager
Prem brings nearly three decades of analytics and information management experience to Estuate. He is a recognized expert who has received several awards over the years. In 2003, he was awarded the Center of Excellence (CoE) Champion Award for introduction of advanced training and certification for BIDW architects and consultants. In FY03-04 and FY04-05, he received the Best Faculty of the Year Award for his significant and effective contribution as a faculty member in the delivery of BIDW training. Previously in 2005, he received the Feather in My Cap (FIMC) Award for defining metrics for BIDW projects and establishing organizational norms. Prior to joining Estuate, Prem worked in various strategic positions at Wipro Limited and R S Software (India) Ltd. He holds an M. Tech in Computer Science from the Indian Statistical Institute, Kolkata.
Sreekantha B. S.
Head Strategic Projects
Sreekantha brings to Estuate more than 33 years of experience in IT. He has successfully sold and delivered over 130 turnkey software projects worldwide for various clients across a variety of sectors - from software, finance, manufacturing, utilities, services, and more. Prior to joining Estuate, Sreekantha led Buzznet (a Malaysian software company) for 17 years and Inventa Corporation (a US-based software company having an office in Malaysia) for 6 years.
Through his experience, Sreekantha brings in-depth knowledge of software engineering, delivery, and implementation of software projects across all technology sectors that have emerged over the last 30+ years. Sreekantha holds a Bachelor of Engineering in Electronics & Communications from Mysore University and a Master of Business Administration in Marketing from Newport University, USA.
Sreekantha B. S.
Head Strategic Projects
Sreekantha brings to Estuate more than 33 years of experience in IT. He has successfully sold and delivered over 130 turnkey software projects worldwide for various clients across a variety of sectors - from software, finance, manufacturing, utilities, services, and more. Prior to joining Estuate, Sreekantha led Buzznet (a Malaysian software company) for 17 years and Inventa Corporation (a US-based software company having an office in Malaysia) for 6 years. Through his experience, Sreekantha brings in-depth knowledge of software engineering, delivery, and implementation of software projects across all technology sectors that have emerged over the last 30+ years. Sreekantha holds a Bachelor of Engineering in Electronics & Communications from Mysore University and a Master of Business Administration in Marketing from Newport University, USA.
Piyush Singh
Practice Head - Insurance
Piyush has fifteen years of work experience, including one year with Estuate. Piyush holds a Master of Computer Applications degree from Bharati Vidyapeeth University, Pune. Piyush is a highly accomplished professional with a wealth of experience in IT services and product engineering. Piyush has worked with PwC and Accenture in the past and his last positions were Delivery Manager and Dev Lead respectively.
He has received the Great Performance award from PwC and the ACE award from Accenture. Piyush has also delivered many end-to-end projects on a medium to large scale.
Piyush Singh
Practice Head - Insurance
Piyush has fifteen years of work experience, including one year with Estuate. Piyush holds a Master of Computer Applications degree from Bharati Vidyapeeth University, Pune. Piyush is a highly accomplished professional with a wealth of experience in IT services and product engineering. Piyush has worked with PwC and Accenture in the past and his last positions were Delivery Manager and Dev Lead respectively. He has received the Great Performance award from PwC and the ACE award from Accenture. Piyush has also delivered many end-to-end projects on a medium to large scale.
Subbarao Satyavolu
Chief Delivery Officer, Americas
Subbarao is a results oriented Senior Leader with 30+ years experience in Enterprise Solution Consulting, Enterprise Program Management, Digital Enterprise Transformation/IT Modernization, Product Engineering, Governance, Risk & Compliance (GRC), IT Service and Operations Management (ITSM/ITOM) and Strategic Account management. Global experience in building & managing high performing teams in solving complex business & technological challenges for the clients
Subbarao is a proven problem solver with extensive experience in the IT industry. He has been recognized as an outstanding performer by his employers, Hitachi/Sierra Atlantic and Computer Sciences Corp (CSC). Subbarao has also been certified in Six Sigma and Project Delivery Excellence by CSC University. In addition, Subbarao is certified in Supply Chain Management and IT Infrastructure Library (ITIL). Subbarao holds an M. Tech in Computer Aided Engineering from the Indian Institute of Technology (IIT) Kharagpur and has also completed an Executive Development program at Cornell University in New York.
Subbarao Satyavolu
Chief Delivery Officer, Americas
Subbarao is a results oriented Senior Leader with 30+ years experience in Enterprise Solution Consulting, Enterprise Program Management, Digital Enterprise Transformation/IT Modernization, Product Engineering, Governance, Risk & Compliance (GRC), IT Service and Operations Management (ITSM/ITOM) and Strategic Account management. Global experience in building & managing high performing teams in solving complex business & technological challenges for the clients. Subbarao is a proven problem solver with extensive experience in the IT industry. He has been recognized as an outstanding performer by his employers, Hitachi/Sierra Atlantic and Computer Sciences Corp (CSC). Subbarao has also been certified in Six Sigma and Project Delivery Excellence by CSC University. In addition, Subbarao is certified in Supply Chain Management and IT Infrastructure Library (ITIL). Subbarao holds an M. Tech in Computer Aided Engineering from the Indian Institute of Technology (IIT) Kharagpur and has also completed an Executive Development program at Cornell University in New York.
Satya Bobba
SVP, Global Head of GRC and Customer Success
Satya Bobba brings more than 20+ years of experience in building market-leading enterprise SaaS products and solutions. Her experience spans engineering, cloud strategy, business development and customer success. Her passion is to help customers achieve GRC goals while simplifying their processes and reduce implementation costs. She brings more than 14 years of domain experience in building and delivering GRC solutions to top enterprise customers across Financial Services, Life sciences, Hi-Tech, Healthcare and Quality verticals.
Prior to joining Estuate, she worked at MetricStream as AVP Cloud Strategy, Global Head of Platform Engineering and Head of Advanced Engineering GRC Products and Services. Earlier in her career, at AOL and Netscape she held technical roles in enterprise server technologies and personalization frameworks. She has a bachelor degree in Computer Science from Andhra University.
Satya Bobba
SVP, Global Head of GRC and Customer Success
Satya Bobba brings more than 20+ years of experience in building market-leading enterprise SaaS products and solutions. Her experience spans engineering, cloud strategy, business development and customer success. Her passion is to help customers achieve GRC goals while simplifying their processes and reduce implementation costs. She brings more than 14 years of domain experience in building and delivering GRC solutions to top enterprise customers across Financial Services, Life sciences, Hi-Tech, Healthcare and Quality verticals. Prior to joining Estuate, she worked at MetricStream as AVP Cloud Strategy, Global Head of Platform Engineering and Head of Advanced Engineering GRC Products and Services. Earlier in her career, at AOL and Netscape she held technical roles in enterprise server technologies and personalization frameworks. She has a bachelor degree in Computer Science from Andhra University.
Prasanna Kulkarni
Vice President - Sales and Marketing
Prasanna is a seasoned Technology & Sales leader with over two decades of valuable global experience. Prasanna has been with Estuate for the past 5 years, leading the Sales and Marketing department with excellence. Prasanna holds a Bachelor of Engineering from GCoE, Amravati and a Stanford Advanced Program Management qualification from Stanford Center for Professional Development. Before joining Estuate, Prasanna held various leadership roles at HCL, Wipro, Nihilent Technologies, and Godrej.
Prasanna Kulkarni
Vice President – Global Sales and Marketing
Prasanna is a seasoned Technology & Sales leader with over two decades of valuable global experience. Prasanna has been with Estuate for the past 5 years, leading the Sales and Marketing department with excellence. Prasanna holds a Bachelor of Engineering from GCoE, Amravati and a Stanford Advanced Program Management qualification from Stanford Center for Professional Development. Before joining Estuate, Prasanna held various leadership roles at HCL, Wipro, Nihilent Technologies, and Godrej.
Stanley Perumala
Global Practice Delivery Lead
Stanley Perumala is the Global Practice Delivery Lead with 8.6 years at Estuate. He holds a Masters degree in Computer Science from International Technological University, which is his area of specialization. Stanley has 16 years of experience and has held various positions at Netpace, Cognizant and Hewlett-Packard. He has received multiple accolades for his achievements such as building an innovation segment with zuora and leading the BRM practice.
Stanley is a key contributor for the BRM practice, having built the team from the ground up and building the core team for the same.
Stanley Perumala
Global Practice Delivery Lead
Stanley Perumala is the Global Practice Delivery Lead with 8.6 years at Estuate. He holds a Masters degree in Computer Science from International Technological University, which is his area of specialization. Stanley has 16 years of experience and has held various positions at Netpace, Cognizant and Hewlett-Packard. He has received multiple accolades for his achievements such as building an innovation segment with zuora and leading the BRM practice. Stanley is a key contributor for the BRM practice, having built the team from the ground up and building the core team for the same.
Prakash Balebail
Founder and Chief Executive Officer
Prakash brings more than two decades of software development & implementation experience, including over 16 years in several key roles in Oracle Corporation. His management principle has been to provide commitment to continuously improve how he serves all of his customers, partners, and employees by anticipating their needs and exceeding their expectations through a culture of creativity & forward thinking.
Prior to founding Estuate, Prakash was the Senior Director in Oracle Applications Global Sales Solutions team, which built complex Oracle E-Business Suite application demonstrations for Sales activities. Additionally, he had leadership roles in the development of Oracle’s much-acclaimed Business Flow Accelerator (BFA) for the E-Business suite. During this time, Prakash also built the highly-regarded India operations team from the ground up. Prakash holds a BS in Electrical Engineering from Karnataka University in India.
Prakash Balebail
Founder and Chief Executive Officer
Prakash brings more than two decades of software development & implementation experience, including over 16 years in several key roles in Oracle Corporation. His management principle has been to provide commitment to continuously improve how he serves all of his customers, partners, and employees by anticipating their needs and exceeding their expectations through a culture of creativity & forward thinking. Prior to founding Estuate, Prakash was the Senior Director in Oracle Applications Global Sales Solutions team, which built complex Oracle E-Business Suite application demonstrations for Sales activities. Additionally, he had leadership roles in the development of Oracle’s much-acclaimed Business Flow Accelerator (BFA) for the E-Business suite. During this time, Prakash also built the highly-regarded India operations team from the ground up. Prakash holds a BS in Electrical Engineering from Karnataka University in India.
Geetha Somayaji
Vice President Finance & Human Resources
Geetha brings over two decades of experience to Estuate in her role as an accomplished leader of Finance and Human Resources. Since joining the company in 2011, she has been instrumental in developing the financial infrastructure of the company alongside the founders, and she has come to be known a a cherished mentor to many within the organization. Geetha holds a Bachelor’s of Business Administration and Accountancy from Bangalore University, India.
Prior to her role at Estuate, she worked in payroll processing and tax returns for Gene's Fine Foods and Jay's Tax & Keeping Services. In her personal time, Geetha enjoys exploring the outdoors and spending quality time with her family.
Geetha Somayaji
Vice President Finance & Human Resources
Geetha brings over two decades of experience to Estuate in her role as an accomplished leader of Finance and Human Resources. Since joining the company in 2011, she has been instrumental in developing the financial infrastructure of the company alongside the founders, and she has come to be known as a cherished mentor to many within the organization. Geetha holds a Bachelor’s of Business Administration and Accountancy from Bangalore University, India. Prior to her role at Estuate, she worked in payroll processing and tax returns for Gene's Fine Foods and Jay's Tax & Keeping Services. In her personal time, Geetha enjoys exploring the outdoors and spending quality time with her family.
Brad Rickman
Chief Revenue Officer (CRO)
Brad Rickman is Estuate's Chief Revenue Officer (CRO) providing oversight and leadership for customer success, sales, marketing as well as strategic partnerships. He is passionate about building customer relationships that grow multiple years over through delivering world class value as a technology partner. Brad has over 30 years experience in the software and technology industry in verticals of telecom/media, retail and ecommerce, financial Services, utilities and healthcare.
Prior to Estuate, Brad was CEO of SmarTek21 for six years, a technology services company where he led a team that grew top line revenues by 3X and EBITDA by 5X in his tenure. Prior experiences include Senior leadership positions in sales and marketing at T-Mobile, Ericsson, Deloitte, and six early stage software companies that grew to market values of over $1B.
Brad Rickman
Chief Revenue Officer (CRO)
Brad Rickman is Estuate's Chief Revenue Officer (CRO) providing oversight and leadership for customer success, sales, marketing as well as strategic partnerships. He is passionate about building customer relationships that grow multiple years over through delivering world class value as a technology partner. Brad has over 30 years experience in the software and technology industry in verticals of telecom/media, retail and ecommerce, financial Services, utilities and healthcare. Prior to Estuate, Brad was CEO of SmarTek21 for six years, a technology services company where he led a team that grew top line revenues by 3X and EBITDA by 5X in his tenure. Prior experiences include Senior leadership positions in sales and marketing at T-Mobile, Ericsson, Deloitte, and six early stage software companies that grew to market values of over $1B.
Ron Judd
SVP, Business Development
Ron Judd is a client-focused and problem-solving senior leader who focuses on balancing business impact and technology for clients. Ron's curious nature challenges teams to discover "how the client benefits in both quantifiable and qualitative results." Ron brings deep domain knowledge in technologies, including digital transformation, enterprise resource planning (ERP), experience management (CX), governance, risk & compliance (GRC), IT service and operations management (ITSM/ITOM),
content management (WCM), hierarchical decision analysis, tech-debt reduction programs, application programming interfaces (API), robotic processing automation (RPA), and chatbot, from across financial services, healthcare, consumer products, retail, and manufacturing industries. With over 30 years of experience in client engagement roles, Ron focuses on developing and maintaining relationships across organizations.
Prior to joining Estuate, Ron served in sales, marketing, and product leadership roles with IBM, SmarTek21, RoadBotics, InMoment, OpenText, Interwoven, PictureTel, and NEC Japan, as well as several early-stage technology startup firms. Ron lives and works in the Greater Boston area with his wife and family and maximizes his personal time by spending it with family, officiating college soccer, and taking care of several horses. Ron graduated from Rochester Institute of Technology (RIT) with degrees in Business and Computer Science.
Ron Judd
SVP, Business Development
Ron Judd is a client-focused and problem-solving senior leader who focuses on balancing business impact and technology for clients. Ron's curious nature challenges teams to discover "how the client benefits in both quantifiable and qualitative results." Ron brings deep domain knowledge in technologies, including digital transformation, enterprise resource planning (ERP), experience management (CX), governance, risk & compliance (GRC), IT service and operations management (ITSM/ITOM), content management (WCM), hierarchical decision analysis, tech-debt reduction programs, application programming interfaces (API), robotic processing automation (RPA), and chatbot, from across financial services, healthcare, consumer products, retail, and manufacturing industries. With over 30 years of experience in client engagement roles, Ron focuses on developing and maintaining relationships across organizations. Prior to joining Estuate, Ron served in sales, marketing, and product leadership roles with IBM, SmarTek21, RoadBotics, InMoment, OpenText, Interwoven, PictureTel, and NEC Japan, as well as several early-stage technology startup firms. Ron lives and works in the Greater Boston area with his wife and family and maximizes his personal time by spending it with family, officiating college soccer, and taking care of several horses. Ron graduated from Rochester Institute of Technology (RIT) with degrees in Business and Computer Science.