Alain Monié, CEO, In­gram Mi­cro India, dis­cusses his or­gan­i­sa­tion’s per­for­mance in the fi­nan­cial year 2018-2019

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What is your view of the per­for­mance, so far, of the In­dian ICT in­dus­try in 2019? We have been pleas­antly sur­prised by the first cou­ple of quar­ters in 2019. We all knew things would be volatile, with multiple macroe­co­nomic fac­tors like the elec­tion, global trade un­cer­tainty and its con­se­quent im­pact on domestic ICT con­sump­tion etc. And while all these fac­tors have in­deed made their pres­ence felt, we are happy to report ro­bust topline and bot­tom-line per­for­mance in 2019 so far. That said, we are acutely aware of the gen­eral busi­ness sen­ti­ment in India and are brac­ing for a tough H2 but the over­all out­look re­mains cau­tiously op­ti­mistic.

What is your view on FY 19 in terms of busi­ness and fi­nan­cial per­for­mance? Please share any two key highlights?

FY 2019 has seen many so­cio-po­lit­i­cal events like the elec­tions, bud­get, in­dus­trial slow­down, global trade con­flicts etc., all of which im­pacted the in­dus­try to vary­ing de­grees. How­ever, we see pock­ets of growth largely due to fac­tors such as: • Demand from Tier 2 and Tier 3 cities • Adop­tion of Hyper­con­verged in­fra­struc­ture

What is the way ahead in an en­vi­ron­ment of de­clin­ing mar­gins, softer IT spending and tighter out­sourc­ing, and GDPR regime, in the tra­di­tional ver­ti­cals?

The easy avail­abil­ity of cloud-based tech­nolo­gies and the pro­lif­er­a­tion of SMAC has led to a de­growth in tra­di­tional ver­ti­cal seg­ments. With emerg­ing and ad­vanced tech­nolo­gies in­clud­ing HCI, servers & stor­age, SD-WAN, cloud, IoT and AI see­ing in­creased adop­tion, part­ners must con­sider re-eval­u­at­ing their busi­ness mod­els to stay rel­e­vant. Cus­tomers to­day pre­fer to work with chan­nel part­ners that of­fer end-to-end value-added ser­vices in­clud­ing IT as­sess­ment, migration, pre-sales and post­sales ser­vices. Build­ing a ser­vices prac­tice is also a great way for part­ners to im­prove cus­tomer stick­i­ness, en­hance CLV and main­tain healthy mar­gins.

What is your busi­ness out­look for FY 20, and what are the key fo­cus ar­eas?

In­dus­try trends are key driv­ers for any busi­ness, and we have spent a con­sid­er­able amount of time eval­u­at­ing these trends to make the right in­vest­ments and serve our part­ners and cus­tomers bet­ter. Our key fo­cus ar­eas in­clude cloud, cy­ber­se­cu­rity, ad­vanced so­lu­tions and IoT. We have also in­vested in build­ing our ca­pa­bil­i­ties around IT as­set dis­po­si­tion and e-com­merce. Ad­di­tion­ally, part­ner en­able­ment con­tin­ues to be a key pri­or­ity for In­gram Mi­cro and we have rolled out sev­eral ini­tia­tives in­clud­ing flex­i­ble fi­nanc­ing op­tions, con­sult­ing ser­vices, sales train­ing and part­ner in­cen­tive pro­grams.

What is the in­flu­ence of the emerg­ing tech­nolo­gies? How will it im­pact the next cou­ple of years?

Tech­nol­ogy doesn’t just play a ubiq­ui­tous role in our lives but has rev­o­lu­tion­ized the way we work and do busi­ness. Or­ga­ni­za­tions are rapidly adopt­ing emerg­ing tech­nolo­gies like cloud, AI and IoT to solve tra­di­tional busi­ness prob­lems, im­prove ef­fi­cien­cies. en­hance cus­tomer ex­pe­ri­ences, stream­line op­er­a­tions and in­crease prof­itabil­ity. The ben­e­fits that these tech­nolo­gies de­liver have com­pelled en­ter­prises to re­think busi­ness mod­els and pro­cesses. With the demand for emerg­ing tech­nolo­gies in­creas­ing, chan­nel part­ners will have to adapt ex­ist­ing busi­ness mod­els to thrive in the dig­i­tal econ­omy.

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