Interview with Dharmendra Singh, Head Channel Sales at Spine Technologies

As companies grow, so does its employees and business operations. Thus, managing employee data manually seems intimidating and time-consuming. With an aim to make HR/Payroll and Fixed Asset Management process effortless, Spine Technologies came up with an HRMS solution. Available on SaaS and on-premise platforms, it boasts a user-friendly interface and efficient solutions to help HRs get rid of mundane tasks.

Dharmendra Singh, the Head – Channel Sales at Spine Technologies, speaks to SoftwareSuggest about his 13 years of experience in the IT industry and more than 7 years in the HRMS domain in one of the interviews. Right from setting channel marketing plans to managing the sales activities, he demonstrates a thorough understanding of the market. Let us know more from this leader about his role at Spine Technologies and how the company is evolving.

In conversation with Dharmendra Singh, Head Channel Sales at Spine Technologies

How long have you been working with this product?

I’ve enjoyed 13 years of my profession in the software industry, and if you ask me specifically in the HRMS domain, then I could say that it’s been almost 7 years.

What is the most interesting thing about your job?

Being the Head of Channel Sales, I’d say that partner development is the most interesting character in my job. Identifying the right fit partner, onboarding them, getting them involved in the product, processes & culture of the company, creating a comfort zone for them and along with that balancing both the sides such as the Partner’s team and our internal team and I think that is a very challenging and responsible task for me.

I would like to share one thing here; we all do work towards our job responsibilities in service or business to fulfil our own needs. But for two to three years, I have realized that there should always be an identified purpose before putting your feet in any role, then only you can see a different person inside you.

I would like to share one more quote here, which I have read long back once I visited one of our Business partner’s offices and which is still stuck in my mind, i.e., “Stay hungry, Stay foolish,” said Steve Jobs. Since then, I have never been satisfied with what I have done and always try to push myself and keep on trying!

Are there any ideological principles that your organisation follows to maintain the brand value?

1. Transparency and Being Ethical: We believe that transparency builds trust, trust makes better vendor and client relationships, and in turn, more client references. When we maintain transparency in any project, then it puts the customer in the driver’s seat and sets the vendor as the ad-visor.
2. Process Driven: We are focused on process and always try to become efficient while maintaining values. This allows us to grow. This results in creating brand value.
3. Loyalty: Loyalty plays a vital role in an organization. The loyalty of our clients, which keeps our revenue flowing, the loyalty of our partners, and the employees since Spine is more focused on choosing the right employees and the right partners to deliver the best to our clients.
4. Quality: Quick learning & action towards the enhancement of the product as per the industry trends & user needs. We do ensure to provide prompt & quality support services and as of now having presence across top 30+ cities of India & seven neighbouring countries.

Considering the pace at which the SaaS market is growing, how important is it to keep innovating to stay in the game?

It’s necessary to keep innovating to survive in the SaaS market. The shift from On-Premise to On-SaaS is one of the major trends in the IT Sector. We would always try to come up with innovative ideas and keep on upgrading the product way beyond the expectations of our clients, and we follow that as part of the process. We provide major upgrades with new enhancements (apart from the regular statutory changes) on a quarterly basis to all our existing clients based on suggestions received from our existing & prospective clients, partners, and the internal team. Thus, we could proudly say that we have been having most of our clients with us for 10 to 12 years, and hence we are maintaining more than 90% client’s retention and which I can say is the best in the industry.

The duration of innovation in the SaaS industry is shortening from years to months. I think that’s why the major players of the SaaS market, such as Google, Salesforce, Oracle, SAP, Microsoft, and many others, are still on race.

Read More