Manish Sharma, a 20-year veteran of the technology industry, has held director-level positions at Opentech Corporation, led the South Asia sales team for Wyse Technology and has been the Director of Sales, SEA for Brooks Automation. In the early years of his career, he also took responsible positions at HCL, Hewlett Packard and Sony Corporation.In brief, do tell us what line of business is NComputing into? NComputing is built around a very simple concept that the computers that we use are not fully utilised, with only 10-20% of their efficiency being used and the rest remaining unused or getting wasted. What NComputing does is that we take the power, which is not used, and give access to multiple users without compromising on its functionality. So, in the changed scenario, the customer can go for one computer instead of buying ten different machines and with this single computer, he will be able to serve 10 different users.What is NComputing's go-to-market strategy?NComputing's go-to-market has been - and will be - channel-oriented. We are a 100% channel-centric company. We could be talking to a number of customers and telling them about the benefits of shared computing, but this is done normally through our partners. So, a major part of our revenue comes through the channel and they are the ones who fetch us the maximum benefit. How have you structured your channel partners in the country? In India, we have Redington as our national distributor. They have offices in approximately 50 locations. We have around 500 channel partners throughout the country who know about our products very well, position them before our customers and serve as our backbone when it comes to delivering the right kind of products to them. This number is not stagnant as it is still growing along with the rise in the number of our customers. Now when we profile these partners, they may vary from a small SME catering to the needs of a small travel agent or a cyber café to a big-time System Integrator like Wipro or TCS. So, they cut across different spectrums and profile. Please elaborate on NComputing's service support? The failure rate of these devices is incredibly less with less than 0.2%. We have a very strong service support in place. There is a toll-free number across India where our partners and customers can call. Since our devices are stored in multiple sites in Redington offices, the closest office will serve the problem of replacement or any kind of queries that the customers or the partners have.What are your goals and expectations?In the last two and a half years, we have deployed 2.5 lakh of our units across India and we plan to double it in half a time. We are almost there and by 2011 we would be able to achieve this goal.
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Manish Sharma, a 20-year veteran of the technology industry, has held director-level positions at Opentech Corporation, led the South Asia sales team for Wyse Technology and has been the Director of Sales, SEA for Brooks Automation. In the early years of his career, he also took responsible positions at HCL, Hewlett Packard and Sony Corporation.In brief, do tell us what line of business is NComputing into? NComputing is built around a very simple concept that the computers that we use are not fully utilised, with only 10-20% of their efficiency being used and the rest remaining unused or getting wasted. What NComputing does is that we take the power, which is not used, and give access to multiple users without compromising on its functionality. So, in the changed scenario, the customer can go for one computer instead of buying ten different machines and with this single computer, he will be able to serve 10 different users.What is NComputing's go-to-market strategy?NComputing's go-to-market has been - and will be - channel-oriented. We are a 100% channel-centric company. We could be talking to a number of customers and telling them about the benefits of shared computing, but this is done normally through our partners. So, a major part of our revenue comes through the channel and they are the ones who fetch us the maximum benefit. How have you structured your channel partners in the country? In India, we have Redington as our national distributor. They have offices in approximately 50 locations. We have around 500 channel partners throughout the country who know about our products very well, position them before our customers and serve as our backbone when it comes to delivering the right kind of products to them. This number is not stagnant as it is still growing along with the rise in the number of our customers. Now when we profile these partners, they may vary from a small SME catering to the needs of a small travel agent or a cyber café to a big-time System Integrator like Wipro or TCS. So, they cut across different spectrums and profile. Please elaborate on NComputing's service support? The failure rate of these devices is incredibly less with less than 0.2%. We have a very strong service support in place. There is a toll-free number across India where our partners and customers can call. Since our devices are stored in multiple sites in Redington offices, the closest office will serve the problem of replacement or any kind of queries that the customers or the partners have.What are your goals and expectations?In the last two and a half years, we have deployed 2.5 lakh of our units across India and we plan to double it in half a time. We are almost there and by 2011 we would be able to achieve this goal. 
