Sakthi Finance Limited
Creating a vision for growth through a differentiated go-to-market strategy
Sakthi Finance Limited is a non-banking finance company with operations in the four states of South India. It offers refinancing services to vehicle operators for commercial vehicles and construction equipment. Its widespread customer base of primarily small and medium fleet vehicle operators is serviced through a network of approximately 150 customer service points and 50 branch offices.
Sakthi sought to become a full-service provider that could offer products and value added services to help its customers succeed. To achieve this goal, it recognized that it would need to rapidly increase its sales force productivity in its current market segments while seeking profitable new product and market segments.
By collaborating with Accenture Strategy, Sakthi has created a firm foundation from which to achieve its vision for growth. Furthermore, its new customer strategy is supported by the development of its people, processes and technology.
"The new go-to-market approach will help us differentiate ourselves in the industry and serve our customers profitably. We now have a clear growth road map that is understood by the whole organization to help achieve our vision 2025."
Sakthi’s vision is to grow into a full-service provider, offering products and value added services to its customers to help them become more profitable in their own business endeavors. The company wants to achieve an almost ten-fold increase in its asset base, to reach Rs. 5000 crores (US $757 million) by 2025, with a corresponding improvement in profitability.
Sakthi recognized that to achieve its growth and profitability ambitions, it would need to rapidly increase its sales force productivity in its current market segments while also seeking profitable new product and market segments for growth. To this end, it collaborated with Accenture Strategy on a micro-market-led sales growth program to develop an appropriate customer strategy and embed it in the company’s operations.
Accenture Strategy collaborated with a cross-functional Sakthi team to help develop its sales strategy and operationalize it across the company’s sales organization and head office functions. Once business value and performance improvement opportunities were identified, the focus turned to developing those opportunities to deliver a differentiated customer experience. Activities included:
Accenture Strategy helped Sakthi achieve a strengthened sales pipeline that included the addition of 26,000 qualified customers and a three-fold improvement in daily customer contact points across three branches. Sakthi also achieved: