The Factors behind: the Growth of SI Business in India
India has seen a major transition in the businesses with digitization. It has changed the way organizations do their business. With this changed the IT requirements of the companies. They are no more satisfied with products to meet their IT needs but they are keen about end to end products, solutions and services which will fulfil 360 degree needs. Here the solutions partners play a major role by fulfilling all the IT requirements of an organization. This has triggered the growth of solution partners’ business.
Digital transformation is one factor behind the growth of this business, other factors are also instrumental is embracing change or adopting new technologies. As the IT industry is ever evolving new technologies replaces the older ones at a regular interval. So it becomes a necessity for the solution partners to keep a pace with it so that they can offer the latest products and solutions to their customers.
This also highlights that to offer latest and innovative technologies, partners need to have knowledge workforce. It is of outmost importance to train employees on evolving technologies so that customers remain satisfied with the services.
Digital transformation, innovative and latest product offerings and efficient service leads to a happy customer which is a vital factor for Partner’s growth. Values and culture of an organization is also crucial for long term sustainability and growth of a Partner. Moreover, robust partnership with vendors and new partnerships to offer a strong portfolio of products and services are equally important for a substantial growth of a Partner.
Apart from these, there are several other factors that have pushed the solution partner’s business to newer heights which are pen down below.
1. Tarun Seth, Managing Director, Hitachi Systems Micro Clinic
“As a leading systems integrator we have been growing at rate of 58% year on year basis. We must focus on creating organizational culture which builds a momentum towards achieving an unsurmountable target of becoming billion-dollar enterprise by –
- * Building a knowledge workforce
- * Becoming a change enabler for the customer by leveraging Social Innovation
- * Continued Scalability by improving processes and organizational structure.”
2. Vipul Datta, CEO, Futuresoft Solutions
“We have gone a long way, as a powerful team, from starting off as an IT reseller to becoming a successful IT System Integrator with PAN India presence. There have been many incredible moments of triumph and shortcomings along the way, to some extent. Simultaneously, we have accumulated a solid understanding of what makes our success and, by extension, growth which we follow and have been in succession since our business inception.
Couple of factors which have propelled growth during our good times, and are seriously considered during tough times can be pinpointed as - shared direction and goal orientation, facing the actual state of things realistically, courage to seize an opportunity, embracing change, employee engagement, trust, consistent team quality, customer happiness, core values, team performance evaluations, recognition of small wins and bigger profits.”
3. JB Hooda, Director, Progression Infonet
“Our expansion is driven by robust growth in Systems Integration coupled with services contracts. Managed Services is growing at an attractive rate with strong offerings in Mid & Large Scale Corporates and PSUs.
Our most bankable aspect - Managed Services which includes SAP HANA, Disaster Recovery, Remote Infrastructure Monitoring & Management, enables businesses to migrate from CAPEX to OPEX.”
4. Nityanand Shetty, CEO, Essen Vision Software
“The digital revolution and increase in awareness of cybersecurity within customer organisations, governments efforts in bringing cybercrime to the fore and regulatory bodies playing a crucial area in mandating industries to follow protocols and guidelines towards cybersecurity have fuelled the need for solutions, expertise and services in cybersecurity with customers, increasing the company’s revenues this year.”
5. Ritu Ranade, Country Lead/G.M, SoftwareONE
“SoftwareONE India’s growth can be attributed to many factors, including the launch and subsequent enhancements made to its PyraCloud platform, new partnerships for enhancing and extending SoftwareONE’s growth factors.
The growth of the public cloud services market has also attributed to the growth of SoftwareONE India’s services offerings as more companies transition to the cloud.”
6. Prashant Jain, Director, JNR Management Resources
“Digitalization or Digital Transformation of traditional and modern businesses cutting across all verticals and sectors has been a growth impetus for us. We have witnessed a proliferation of digital tools and applications favouring prosperity for businesses and for us as well being the “Digital enabler” for our customers. The tools improved efficiency of the activities and optimization of resources for our customers. Data is the driver of Digital Transformation. We found our sweet spot in encryption of this data yet making it available for us all the times.”
7. Subbaram Gowra, Managing Director, Gowra Bits & Bytes
“The growth factors of Gowra Bits & Bytes are:
- * Having dedicated SMEs (subject matter experts) for each of our solutions
- * Dedicated Research & Development focusing on Open Source Infrastructure Solutions
- * Dedicated focus on internal competence building and mandated certification programs for our engineers
- * We believe in customer delight and satisfaction, hence maintain near 100% customer retention rate.”
8. Dnyanesh Kulkarni, Director, Deltakraft Solutions
“Core Values and Culture: “Maintaining values and culture is crucial to long-term sustainability and growth, and both can indirectly affect profitability. Having core values and strong culture gives employees purpose, value and guidance for making key decisions.
Customer Retention is the key to maintain business continuity and being referral point to acquire new customers. Adoption of new technologies, innovative and appropriate addressing the needs also plays equal part when retaining or acquire new customer.”
9. N K Mehta, Founder, Managing Director and CEO, Secure Network Solutions India
“India is seeing a boom in the start-up ecosystem. App based services; born-in-the-cloud companies are handling large amount of consumer data. The pressure is on the legacy organizations to adopt this digital transformation. PII (Personally Identifiable Information), clients’ buying patterns, behaviour and financial transactions traverse across the world. This opens huge security gaps. Cyber Security organizations such as Secure Network Solutions (SNS) focus on protecting customer information across channels. We provide both on-prem and cloud security solutions. We see significant growth in business as legacy and new-age companies increase their investment in Information Security.”
10. Vibhore Shrivastava, Managing Director, VIBS Infosol
“As our tagline says ‘Integrating Business and Solutions’, we always believe in providing best of breed solutions to our customers to ensure maximum productivity by enabling them to have robust network with secured environment. Today’s world is all about customer satisfaction and response. We have always conveyed a strong message to our team to ensure the maximum value to the customer by delivering best. We would always love to become a trusted advisor to our customers and stand as extended arm when it comes to any IT challenges or threats to their Business.”
11. Manasi Saha, CEO, Macaws Infotech
“Predominantly Macaws Infotech is into Cyber Security / IT Security, product and services company. In this arena, one needs to be always updated, about new evolving technology. Our motto is to focus on that new technological change and we adapt new technology fast. So the fast enhancement of the technical knowledge is one of the most important key point of our growth. We work on flat architecture and want our growth steady.”
12. Rajeev Mamidanna, Co-founder and CEO, Technospourt Systems
“Last year, we took a decision to focus on technologies that looked at the compliance posture of organizations in BFSI vertical. The idea was to help customers in understanding where they lacked in terms of RBI, SEBI and IRDA guidelines. Our razor-sharp focus on solutions around Privileged Identity Management & Multi-factor Authentication (IAM), Deception, XDR, CAS-B and Cloud Security ensured great value delivery to customers. We were also able to develop a solid team of deployment resources and have now been able to also deliver Professional Services to customers of other partners. We will continue this focus in this year as well.
Apart from this, we have laid our eyes on becoming services partners for AWS. Our cloud services journey began four months back and we have now gained solid momentum in terms of delivering cloud migration and cloud security services to customers across all verticals. Our focused approach on FinServ and FinTech and Born-in-cloud companies is bearing fruit this year.”
13. Raghuveer HR, Director – Sales, Dimension Data
“There are multiple levers that are aiding our growth in the current market scenario. We are a dominant player in the banking space and FSI continues to be the bedrock of growth along with Manufacturing, which is projecting exponential growth. Enterprise & mid-market, IT/ITES and Media & Communications continue to grow and remain some of our strongest verticals.
The other area propelling Dimension Data to add immense value to our clients are the portfolio of services we offer. While Managed services is enjoying a high double-digit growth, other transformative areas like IOT, RPA, Machine Learning, Automation, Platform services, Customer experience, Managed security services etc. are aiding our accelerated grow in services. With these emerging technologies we are future proofing both our and clients’ business.
The CXOs today are facing the challenge of meeting the expectations of the users demanding a seamless and hassle-free experience, while keeping the costs down. This is where Dimension Data helps by offering innovative commercial constructs, where clients consume IT and we let them pay only for what they consume, while we hold ourselves fully accountable for delivering the outcomes.
Adding substantial value to our clients’ business is what helps drive our growth, and we are truly looking at utilizing all our unified group capabilities with the formation of NTT Ltd. which gives us a leverage in better addressing current and newer areas.”
14. Tushar Parekh, Managing Director, Silicon Netsecure
“We, Silicon Netsecure, present ourselves as India’s leading Information Security Services Provider and Partner. Since 2000, our focus has been on Network & Information Security Solutions and Cloud Solutions. Our clients gain from this specialisation, as they attempt to measure and manage Information Risk in an increasingly complex business and operating environment. We review the security environment as a whole and advise organisations on the best practices and applications to meet legal compliance and company obligations. We constantly review new technologies to satisfy the emerging customer requirements. We are firmly committed to continuous customer-centric innovation. The company develops its innovative network security, cloud and storage solutions on the fundamental belief that customers need converged, easy to manage, and reliable solutions that provide them with the capacity and security to maximise business opportunities. Retaining customers, deep and cross selling, acquiring new and niche technologies for customers has been our key goals. Our technical knowledge, expertise and support has been one of our main USP’s.”
15. Arunachalam, VP, Frontier Business Systems
“Our brand established over the time via our client’s trust gained over the last 25 years. Many clients have been with us for over two decades now.
Frontier’s pillars have always been its clients, customers and employees.
Frontier’s strong leadership team and organizational structure, the values by which the company is been driven, its policy of ‘walk the talk’, the work culture, its operational practices striving towards making Frontier a debt free organization, have resulted in the growth of Frontier over these 25 amazing years.
Frontier operates with an aim to serve as a platform from which people can experiment, learn, succeed and constantly push their limits, surprising themselves and hence shaping their personalities while building their careers
With its inclusive nature, Frontier has nurtured many talents by giving opportunities to its employees to leverage their career and life.
Our quest to provide the latest, cutting edge technology and solutions with our philosophy of go green and to stay always ahead of the curve, has made Frontier a favourite choice amongst its partners.”
16. V. Anand, CEO, Raksha Technologies
“The growth factors of Raksha Technologies are:
- * Having a strong team of committed members in our team.
- * Customers First Approach and effective use of various business application to ensure better customer experience.
- * Trusted partnership amongst various vendors we work .
- * Ability to identify emerging new technologies and to partner with the right companies to enhance our customers infrastructure.”
17. Chetan Shah, CEO, Xpress Computers
“For the past three years we have invested a lot of resources to shift our business focus on cloud technologies and integrate these solutions with our core offerings.”
18. Jiten Mehta, Director, Magnamious Systems
“Our growth factor is retaining customers and employees and keep developing the new skill as per the technologies coming in. Also by deep selling in the existing customer base.”
19. L Ashok, CEO, Futurenet Technologies
“We are embracing emerging technologies like cloud, AI/ML, Data Analytics, Managed Services as a key strategy to grow.”
20. Gurpreet Singh, Managing Director, Arrow PC Network
“The growth factors of Arrow PC Network are:
- Long term relationship approach compared to the transactional approach
- Flexibility and adaptability
- Nurturing and retaining talent.
21. Muneer Ahamed, Managing Director, DigitalTrack Solutions
“We are a customer centric company, strategic and consultative approach makes us unique and the preferred partner in the industry which acts as a major factor towards our growth.”
22. Biren Shah, Managing Director, Adit Microsys
“The growth factors of Adit Microsys are expanding our solutions portfolio being offered to customers and reaching out to more customers at enterprise and small and medium businesses.”
23. Ajay Sawant, Managing Director, Orient Technologies
“Orient Technologies (OTPL) grew by 28% YoY. In FY 2018-19, we achieved more than Rs. 330+ Cr revenue with healthy bottom-line. This growth primarily came from Cloud Solutions and Services Business.”
24. Rajiv Kumar, Managing Director & CEO, Proactive Data Systems
“The growth factors of Proactive Data Systems are:
- Have closed more accounts compared to previous year. Increase in Customer base
- Have closed some of large enterprise accounts on digital technologies. Providing data analytics to decision makers, to facilitate them in taking quick business calls
- Internal Digitization of processes to render corporate service to customers.”
25. Sanjay Agarwal, Co-Founder & Managing Partner, Umbrella Infocare
“Umbrella started journey in 2013 keeping in mind the potential of Cloud and Mobility business in B2B market. Traction started after two years i.e. in 2015. We are growing approx. 100% YOY since last four years. Choosing right technology area, investment in people, work closely with Principal Technology Partner and persistence are the growth factors.”
26. Vinod Kumar, Managing Director & CEO, CIPL
“The growth factors of CIPL are:
- * Diversified portfolio of products and services,
- * Strategic partnerships with the most renowned OEMs in the industry
- * Organizational strategies have been aligned with the government strategies
- * Sales team is trained and equipped with the required technical support to educate customer to create demand
- * Team consisting of people with right caliber and expertise to run the organization.”