Anuj Jain
Founder and Managing Director ,
Eurotech Technologies Pvt. Ltd.
What is the market mantra or go-to- market approach of Eurotech?
Eurotech Technologies currently has a strong market share in core and advanced technologies, and we are excited about the market potential in the verticals we address through our varied communications programmes that include road shows and seminars, channel and consumer connect programmes, better pricing and delivery terms, enhanced relationship, access to global industry participation, national and international recognition, and access to early business-critical information from vendors.
Additionally, we do co-branding, joint event participation, access to complete product and services portfolio, sharing of market insights and short-term and mid-term road maps.
What are the strategies you have adopted throughout to create the market share?
We understand and respect our relationship with the channel partners and offer necessary supportive measures. We feel a distributor is an extended marketing arm of a dealer and we try and ensure that more confidence is created within the channel community so that it brings credibility for us.
We look at the Indian market for our go-to-market capability, by better servicing the customers through our well-equipped bunch of resellers. We have announced a whole lot of improvements in our GTM strategy, as a result of which we can begin to offer our customers a much broader value proposition. We will be introducing exciting channel campaigns and innovative marketing programmes for the channel and SI community soon.
How do you address the market while providing the Passive Networking range of products in terms of stiff resistance from the competition?
Our people-centric approach towards our partners and resellers and a strong marketing team has helped us position our brand amongst our audience. Our team stays connected with our channels partners and customers throughout the sales cycle. We see huge potential in the tier-II cities and we continue to focus on them along with our resellers. We also ensure that there are maximum opportunities created for a face-to-face interaction with partners and customers.
It has always been a problem for the vendors to manage support. What is your strategy around it?
We have an excellent post-sales support system in place along with our qualified distys / resellers, since they are well equipped to meet any support challenges. We continuously enhance and expand the scope of our services to meet customer's goals ensuring zero downtime. Our commitment to customers and superior service and technical support are the key factors of our support strategy.
How are you empowering your channel partners?
In the current rapidly-changing scenario and high consumer expectations as well as technology shifts, we ensure that every channel partner is updated. The partners, in turn, must keep themselves ready for these dynamic market changes and fine-tune their strategies accordingly.
The Eurotech's Channel Programme is targeted towards long-term customer and partner retention. Through qualified business partner relationships, Eurotech customers can be confident and assured that their real needs are addressed today and tomorrow. Our partners are key to Eurotech’s business strategy and we look forward to maintaining a regular dialogue with them, ensuring mutual success.
What is the strength of your organization?
Currently, Eurotech Technologies is a 50-plus strong team.
Where are you hoping to take the organization in the next two years down the line?
We are now gearing up for the next phase of market growth and expansion plans in the country. There is a large base of customers in the tier-1 and tier-II cities and a huge need for IT infrastructure. Keeping this in mind, we are looking for expanding our presence. This year, our focus is on the entire range of new products and channels. The Channel Programme represents a core component of our overall strategic investment in channel resources. Our programme will enable and support channel partners by providing access to key marketing and sales tools.
Please throw some light on the product lines you are dealing in?
This year, Eurotech also announced and officially unveiled BestNet Brand in India. This new brand is intended to achieve a better and stronger reach to current and future customers, to embrace internal synergies and enhance mutual product offerings. BestNet is now a world-leading end-to-end provider of Networking products and offers the best mix of Data Networking and Communications product line that encompasses the active and passive list of offerings.
The products under the BestNet brand would ensure strict compliance with industry standards in quality and reliability. Recognized for its ability to speed new products BestNet brand continues to enhance its product range that includes: Fiber and Copper cables, Connectors, Cable assemblies, Fiber Networking components, USB, Firewire products, Network and Server Enclosures and Voice & Video Solutions in order to provide customers and channel partners the ability to design, implement and support leading-edge technology solutions.
Can you tell us about your major customers?
Our current clients are from verticals like large enterprises, software development centres, BFSI, datacenters, apart from the small and mid-size companies. On the other side, we have a strong presence in Public Sector Undertakings like Defence, Railways, ISRO and DRDO, to name a few.
For more contact:
beenish@varindia.com
