Analysing SME Reseller Landscape – An Initiative by VARIndia
Since its inception a decade ago, VARIndia has been witnessing the growing clout of SMEs. SMEs or SMBs, as they are called in common parlance, are typical organisations with a turnover or CAPEX of approximately Rs.5 crore. SMEs are spread across business areas like manufacturing, chemicals, construction, food, consumer products, construction, etc. In totality, they contribute significantly to the country’s GDP. In the IT perspective, this segment offers an immense opportunity as a marketplace for: • Huge demand for IT and peripherals • A big opportunity in software services • Their demand for various applications like ERP, CRM, SCM and payroll processing • Building a robust need for lateral IT systems like security services, surveillance needs, etc. • Have a huge potential in infrastructure and connectivity needs VARIndia wants to build and create a mega space for effective business offering and quality service streamlining of the SME segment across the country. Moving ahead, VARIndia will create e-marketplace for a huge number of small and medium resellers of specific geography. IT resellers, with their domain expertise and business capability, will be profiled and published, specific to their regions, provinces, geography and interest. In a continued effort, VARIndia will bridge these organisations to global and dominant players in a mutually beneficial engagement pattern to bring the global solutions with a local flavour. This will enhance a comprehensive solution offering with a feasible cost model to serve the existing and upcoming SMEs pan India.
Please tell us about your educational background with your past experience in the industry? I did my MCA from the Regional Engineering College, Rourkela and then an executive MBA programme.
What is your market mantra or go-to-market approach? We are more focussed on IT infrastructure business with Manufacturing, Education and, last but not the least, Government and Defence being the major segments targeted. Our core IT infrastructure projects include total solutions like Server, Storage, System Software, Networking and Security which give us an edge over our competitors. We have built skill sets around multiple technologies and designed the technology as required by our customers. Not only this, we are able to help our customers in choosing the right technology which is green and offer them best TCO as we always engage with them during project implementation.
What strategies have you adopted that have helped you to build the market share? • Choosing right OEMs and products • Working in new and emerging markets • Positioning new and emerging technologies
How do you differentiate your solutions from those of your competitors? Positioning new and latest technology has always helped us move up the value chain. Today, customers know ESQUARE as the company who offers end-to-end solutions for almost all the enterprises.
What kind of support strategy do you have? We have a full-fledged dedicated support team. We know what is good and what is bad? What is required by today’s customers? From where do we get good support and from where we get delayed support? Based on our experience, we engage with vendors from time to time to get a good and timely support to serve our customers better.
How are you empowering your next tier of channel partners? We have excited the channel and retail business in the past two years. However, we are working on addressing this market with a new business model which we would be unveiling from the first quarter of the next financial year.
What is the strength of your organisation? Well-skilled team is able to deliver and execute the project on time. Learning curve of my organisation is very high and my people have a good market or field experience. Next comes my relationship with OEMs. Our conscious effort is to provide best in market infrastructure support in terms of hardware, networking and software. Openness of our management to venture out into new areas and readiness to face challenges has got us many success stories. Our list of satisfied customers speaks volumes about our offerings.
Where do you want to take your organisation in two years down the line? We see us becoming multi-locational. We want to become a national player with an annual turnover of more than Rs.125 crore, out of which 50% comes from software and services.
Please throw some light on the product lines you are dealing in? Right now, we deal in brands like IBM, ORACLE, HP, Microsoft, APC, CISCO, D-Link and Nortel. Our client list includes names like ITR, Chandipur, PXE, Balasore Alloys, TITE, OPEPA, OCAC, OESL and many more.
No comment posted yet! Be the first to post a comment.
Print this
RSS
Please tell us about your educational background with your past experience in the industry?
