GoIP eyeing a bigger share of the pie!
Tell us about your company and your business operations?
GoIP has been in the market since 1994 and we were then primarily doing product line of business, before we ventured into the solution space some six years back. Presently, the company is focussed on delivering end-to-end solutions, followed by managed services in the market. GoIP is also a distributor for major OEMs like RAD Data Communications, RADWIN from Israel, TP-Link, Linksys and Dialogic from USA.
One of our key value propositions is to provide not only technology solutions but also being able to implement and manage the solutions end-to-end for the customer. One of our strengths is our expertise in remote infrastructure management services, where we monitor and manage IT infrastructure remotely from our NOC for any of the Telcos, ISPs and/or enterprise customers. So, this is our another key focus area. We had run a niche security operation centre for a Fortune 20 company, where we are managing security for 12,000 devices, which were globally distributed in the USA, UK and Canada. We are working very closely with partners like Wipro, Sify and other OEMs for larger deals.
We are present in all the major metros with 17 offices pan India, and the number is growing. Simultaneously, we are expanding our reach to every nook and corner of the country by covering smaller rural areas. We are close-to 170 people and our staff strength is increasing. We did a business of Rs.160 crore in the last financial year. We have doubled it compared to previous years and our aim is to do better this year, in terms of both number and volume.
How do you differentiate yourself from other competitors?
The kind of work or the kind of solutions that we are providing are comparable to any large SIs or other big names in the market, but what differentiates is our in-house capability to execute varied technical projects end-to-end. We have a core solutions team who gives the required solutions to a problem including giving back-to-back implementation and the required managed services to it. So, this is our niche in the market and this is how we have built the competitive edge over other players. In the league where we are working, there are very few players who can give end-to-end services from solution designing to managed services.
Which are the focussed verticals for your solutions? How closely are you associated with the government verticals?
If you look into the Indian market today, majority of the work happening is in the telecom sector and it is a booming market vertical. Since they have the growth perspective in mind, we have started working with these players a year and a half back, by providing them solutions. Now since 3G is being adopted very fast in the country, we are working towards implementing these solutions for them.
When it comes to government verticals, we are closely working with many PSUs like PGCIL, Railways, BSNL and we are close to finishing a project for ITI for Railways. We have laid down a communication network of 250 kms for Railways and we have also provided Railways with a unique communication backup solution over radio, which they will be implementing across India.
Do elaborate on your feet-on-street in the country?
We are working with a total of 450 channel partners all across the country. They act as our bridge in the market, ranging from the smaller ones to the medium sized to cater to our product lines. From time to time, different schemes or sales programmes are given out to the partners, depending on the requirement of the market. So, you will find us engaged with our partners in such kind of programmes very often. The fact that we started off initially with the product line of business with our channel partners has also enabled us to build upon our channel further.
What kind of challenges do you face in this competitive market?
The challenges facing us have nothing to do with our capabilities, but the fact is that we are still a smaller name than the bigger players in this market. So, we would need to compete with these bigger players in order to create our own distinct identity in the solution space. But as a strategy we prefer to work along with the bigger players to reach out and close volume deals, as we add great value to bigger players because of our lower overheads and operation costs.
Where would you like to see yourself in the next 4–5 years?
As I have said, we would like to have a great brand value not only in the domestic market but also in the international market being recognized for our quality of solutions and services. It may take some time before we see that mission getting accomplished, but that is our prime focus. We were initially operating in the international space, before diverting our focus to the domestic market in the last one and a half years. Now that we have established ourselves firmly here, we are planning to go back this year to where we had started from, i.e., the global market.
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