46. FIONA INFOSYSTEMS: Repeat Orders

START-UP YEAR:
1995; BRANCHES: 6;

ADDRESS: A-57, Giriraj Industrial Estate, Mahakali Caves Road, Andheri East, Mumbai - 400 093.

TEL: 022-26874701,26959420 FAX: 022-26959424

WEB SITE: www.fionainfosys.com 

With a negative growth of 9% Fiona Infosystems dropped down a notch to #46 in the Next 25 with a revenue of Rs 36
crore.

Arif Allana, MD, says, "We began to focus on improving the quality of service provided by us, which slowed our growth a bit.

This is because generating revenue from service takes more time than box-pushing.” To avoid additional expenditure, the company decided to open only two new branches in Delhi and Bhopal. 

“When there are too many things to give attention to, the overall business is affected,” points out Arif. However, Fiona will extend its branches to Chennai and Hyderabad very soon. 

Focusing on services did have some positive outcome to the company. 80% of its business came from repeat orders, and Fiona has earned itself goodwill in the SMB segment. 

The company recently tied-up with Microsoft for its software asset management tool, to help its customers manage their software in the most efficient fashion. Fiona will also educate users on data storage and recovery along with backup and virus protection. 

Arif does not believe in promotional schemes or box-pushing, which he feels is a short-term sales policy. He is determined to focus on support and ensuring client satisfaction and hopes to grow by 30% in the current fiscal.