Successful Solution Seller

Doing things differently is what sets Delhi’s Rajeev Mehta apart. He is the
first technocrat from a family of doctors. Fresh out of college, armed with a
BTech in computers, he set up a business of his own. 

Assisted by classmates MB Reddy and Breejesh Nirula, now directors in the
company, the trio set up Zest Systems. They began their business by partnering
with PCL and within three years business at Zest was booming.

SELL THE SOLUTION

A modest Rajeev attributes Zest’s success to its focus on solution-centric
sales from the very beginning. In 1997, the company was responsible for
implementing as many as 50 NSE VSAT terminals. "Implementing VSAT terminals
then was a major issue," says Rajeev.

Zest has seen some big orders come its way because of its ability to
integrate solutions. Most notable amongst this was the 1,700 PC and 41-server
infrastructure that it set up for Heartland Inc, a US-headquartered medical
transcription company, at sites in Delhi and Bangalore.

In a matter of three years PCL awarded Zest with a "Clean Sweep
Award" for contributing 50 percent to the company´s revenues from northern
India.

However, these good days did not last long as PCL went bust and shut shop and
in the process Zest lost as much as Rs 24 lakhs. "That was a biggest
setback that the company has suffered," says Rajeev.

Coincidentally in the same year (1998), HP recruited Zest as its partner. And
the company today occupies a place of prominence in almost all elite-clubs that
HP has for its partners.

RIGHT TIMING

Rajeev admits that the company started at the right time. And coupled with
the right skills gave them the ability to spot the opportunity before others.
They were early starters to ride the multimedia opportunity and then the
networking boom.

The company delivered networking solutions to a number of startups and
established software companies. Now the company is actively engaged in
delivering solutions to a number of ISPs.

"Keeping abreast with technology helps to spot opportunity early,"
says he. It is a mantra that everyone at Zest keeps very close to their hearts.

Zest Systems has been growing consistently since its incorporation. The
company almost doubled its revenues from Rs 5 crore in 1999 to Rs 9.5 crore in
2001. It closed its book of accounts at Rs 11.5 crore in 2002. Admits Rajeev,
"The slowdown hit us bad leading to a small growth."

Rajeev is however optimistic of the future. The company plans to close the
current fiscal at Rs 25 crore. "And we are on the right track to achieve
our targets."

Mohit Chhabra in New Delhi