AMD eyes SMBs now
AMD India, which had a record 2013 in the commercial PC segment powered by several large government and enterprise orders, is betting on SMB channels in 2014. The chip maker will formalize a channel program whereby it will rope in around 100 tier-2 SIs and corporate resellers to target deal sizes ranging from 50-250 units.
In 2013, AMD figured in many government orders such as 100 percent of the 1.5 million plus notebook shipments which HP made to the UP government as part of the free supply of PCs to students. Other tenders from states such as Rajasthan, Delhi, Goa, Odisha and Tamil Nadu saw OEM partners like HP, Acer, Wipro and HCL shipping AMDbased SKUs.
In fact in Q32013, IDC reported that for the first time AMD’s market share was bigger (60 percent) than that of archrival Intel in the commercial PC category. The commercial PC market is estimated to have clocked 5.7 million units in 2013.
Apart from the large government deals, AMD also made inroads into the nongovernment enterprise sector. “We have been successful in winning many orders in the corporate, IT-ITeS and BFSI sectors. Some of the names include Reliance, HDFC, Infosys, Accenture and ICICI,” revealed Vinay Sinha, Director, Enterprise Business, AMD India.
The majority of these government and enterprise orders were executed directly by OEM partners or national SIs; AMD now wants to extend this success story to the SMB and education segment, and for this will woo partners of Acer, Lenovo, HP and Dell.
The chip maker has already signed 14 tier-2 partners including Delhi-based
“We have won many large government deals and also from large corporates. Now our focus is to sell AMD PCs to SMBs through partners” VINAY SINHA Director, Enterprise Business AMD India
Microclinic Technologies and Bengaluru-based Ninerich Infotech, and is aiming to take the number to around 100 by April 2014. Argued Sinha, “Our key message is that if a large bank or top IT services company can buy AMD, why can’t an SMB?”
With the recently-launched Kaveri-based APUs receiving positive feedback from the analyst community, Sinha feels that the momentum is back. He said that Acer, Lenovo and HP will carry at least three SKUs with the option of Windows Professional or Linux. “We also expect Dell to sign up soon.”
To manage the proposed 100 partners AMD has already appointed a channel manager, and is conducting 12 channel meets across the country. “We have also managed to get, for the first time, a number of SKUs approved under the DGS&D price list. This should give our government-focused channel partners a wider opportunity,” said Sinha.
He said that steps are being taken to ensure that AMD SKUs are made available on a stockand-sell or MOQ model; the non-availability of this option so far has been the biggest grouse of AMD-friendly channel partners. “This year we will see that in every major market, there are subdistributors stocking AMD SKUs for commercial business.”