Quality Tech Solution Complex: On The Right Track With Market Niche

Thứ Tư, 26 tháng 8, 2015

On The Right Track With Market Niche

BTM Global that delivers software engineering solutions in retail including store systems, merchandising systems and business intelligence. The company has offices in both in the U.S. and Vietnam and is working to expand its solutions to other industries.

Every quarter, Andy Huynh, founder of BTM Global, travels from the

U.S.

to the company’s office in Quang TrungSoftware City, District 12, HCMC, to meet staff and discuss development plans. Huynh’s managerial styles plus his daily online supervision have ensured the synchronous operations of BTM Global in the U.S. and in Vietnam and has enabled 11 years of growth.

Building prestige on its own market niche

In 2004, Andy Huynh established BTM Global with five local employees. Back then, the information technology (IT) industry and software outsourcing were still nascent in Vietnam. It took the company five years to be qualified for taking part in outsourcing projects for international customers. As its next step, the company defined its own segment – outsourcing software for retail industry, which demonstrated considerable potential in North America, the main market of BTM Global.

BTM Global partnered with Oracle Retail – a key product company in the retail market. This partnership helped BTM Global take great strides in this business segment. Another milestone in the company’s growth was in 2012 when BTM Global began to train and recruit dedicated sales personnel in order to build up strong partnership with customers. “Customer relationships are critical to our company,” Andy Huynh says. “If one out of 10 projects fail, it will have an adverse effect on our reputation. As a result, we build relationships that maintain our 100% client referenceablility.”

Up to 95% of BTM Global’s customers come from North America while the remainder are in Vietnam. They are key players in all aspects of the retail industry. The company’s customers have highly valued its effective RFP (Request for proposal) – a bidding evaluation process in all factors from ability to service quality. “When a company wants to change its retail process, it has to change its IT systems. This is the time it needs us,” says Andy Huynh. According to him, BTM Global is one of the few companies supplying software engineering solutions in the retail sector in the local market.

People – core element

To attain such growth, says Andy Huynh, human resources are the fundamental factor for success. BTM Global’s principle is to develop a staff capable of meeting international demands and standards. Apart from IT experts with 10-20 years of experience in the U.S. and Vietnam, the company has undertaken personnel training projects. The company is now run by more than 100 employees.

Like most IT companies in Vietnam, BTM Global also faces the shortage of skilled employees, who have the required technical skills, English language, communication skills and thorough understanding of customers. At BTM Global, after being recruited, new employees will be trained on the spot, at partnered companies or overseas within one or two years.

“Around 20% of our staff members are on overseas mission every year,” says Andy Huynh. The operation concepts of the company’s offices in the U.S. and in Vietnam are quite similar to each other which makes transitions between the office convenient for the employees. Wages, bonuses, social insurance and healthcare for staff members and their families are guaranteed so that they can develop their skills and tighten the relationship with the company. Every three years on average, old and new employees can obtain higher levels in career development. Given such policies, BTM Global has had key staff members for every project. In other words, each employee is an expert in his/her field.

BTM Global’s growth plan focuses on strengthening relations with current customers and looking for new partners. The company has built strategies to engage in the healthcare sector while still developing its traditional areas. IT solutions in the healthcare sector are every challenging, says Andy Huynh. In North America, the health care sector is developing fast while logistics and retail continue to grow. “So, BTM Global needs to change to adapt to new trends,” Andy Huynh says. “We have an ambition to make BTM Global become a global brand.”

In the Vietnamese market, the company is constructing product packages that suit the local market and pursue opportunities with retailers that have entered the country.