Our solutions are tailored exclusively for catering the small- offices
Yogesh Sawant, director, partner sales and field alliance organization, India, Hitachi Data Systems
Describe Hitachi Data Systems’ business model.
Hitachi Data Systems is a complete channel driven organization. Our Partner Program is committed to helping our partners build a sustainable, agile and profitable business supported by industry proven technology.
Our products are supported by a proven services organization and a network of partners to help reduce operational and capital costs. Our products integrate with strategic alliance partner technologies to deliver the highest performing, most scalable solutions to customers that address data growth and help reduce CAPEX and OPEX while meeting rigorous SLA requirements.
Hitachi Data Systems also offers a 3-tiered strategy to help customers move to the cloud. The infrastructure cloud, content cloud and information cloud builds on existing IT investments to provide a single virtualization platform for all data. Hitachi not only provides all the elements of this cloud strategy – We also focus on our key areas of expertise and support our customers, partners and others in providing our expertise through the adoption journey
What Hitachi Data Systems’ products driving the Indian market? What is the next product in store for the Indian market?
Some of the products driving the Indian market are the Hitachi Virtual Storage Platform for large enterprises and Hitachi’s Unified Storage for medium sized organizations. HUS deploys storage for all data types and easily grows to meet expanding requirements and service level objectives for critical business applications. Hitachi Data Systems also provides converged data center solutions (CDCS) which is a single hardware appliance that combines compute, network and storage. Unlike competitive offerings, the entire appliance, which is a pre-configured and pre-tested block, is owned by Hitachi Data Systems. Currently Hitachi Data Systems offers solutions for SAP HANA and Microsoft Exchange and plans to launch solutions with VMware, Cisco and Oracle in the next quarter.
Hitachi Data Systems recently launched the industry’s first unified storage product that provides enterprise-class virtualization for all data types (block, file and object). The new Hitachi Unified Storage VM (HUS VM) separates itself from the competition by enabling 90 percent faster data migration and 30 percent better total cost of ownership (TCO) compared to nonvirtualized systems. Designed specifically for medium enterprises in India, HUS VM simplifies operations and enables more efficient storage management across all virtualized storage assets, including multivendor storage. HUS VM is also supported by Hitachi Command Suite management software as part of a single software management platform. This configuration helps customers deliver storage service levels when, where and how they need them. Backed by legendary Hitachi reliability, HUS VM is the only unified storage product to provide a 100 percent data availability guarantee. Describe in details about the channel structure of Hitachi Data Systems. Hitachi Data Systems is a 100% channel organization with a channel network consisting of large SIs and VARs in India. Some of Hitachi Data Systems active partners include Wipro, HCL-I, HCL-Comnet, TCS, CMC and Accel Frontline. In addition, we also have a strong distributor network through resellers such as Reding- ton and iValue. Hitachi Data Systems works with tier 2 partners such as Ashtech, Targus, Pentagon, ITPL Baroda, Lauren, Frontier Business Systems, Nortec Infotech, Locuz, Emicro and CCS.
Hitachi Data Systems also has an active GSI program which includes partners such as HCL Technologies and Wipro Technologies. We have around 60 partners in India and are constantly looking for new partnerships to expand into new geographies. Hitachi Data Systems offers regular training programs for the partner community aimed at helping them offer better services to their customers.
How important is the Indian market for Hitachi Data Systems India’s channel network?
Hitachi Data Systems offices are located in Delhi, Mumbai and Bengaluru. India is one of the most crucial markets for Hitachi globally. Hitachi Data Systems sees India as one of the fastest growing markets in the APAC region in terms of demand. As such, we are deeply committed to enabling our partner community in India as they play a crucial role in our overall business growth.
How many channel partners are there currently for Hitachi Data Systems India?
Since Hitachi Data Systems is completely a channel driven organization, our business growth completely relies on our channel partners. We have around 60 partners in India and are constantly looking for new partnerships to expand into new geographies.
Do you plan to increase your channel base in India by the end of this year?
Yes, we are constantly on the lookout for potential mutually benefiting partnerships. It is our endeavor to scout for partnerships that can make use of our technologies to solve business issues of the customer community. We would like to scale our partnerships to ensure that we reach out to newer verticals and address newer markets. We anticipate a 25% increase in our Indian partner base.
What is the go-to-market strategy for Hitachi Data Systems? Which are the key focus segments for the company and which do you intend to explore in times to come?
The key focus verticals for Hitachi Data Systems India include BFSI, IT/ITes, Telecom, Manufacturing, Media & Entertainment and Government sectors. Hitachi Data Systems is looking to focus more on the government and media & entertainment sectors in the coming months.
Which vertical in the Indian market contributes the most in the business growth of Hitachi Data Systems? And, what are your further plans to enhance the business growth?
While it is no secret that HDS is extremely dominant in BFSI, the fact is that we have significant presence in IT/ ITes, telecom, and manufacturing too. We would continue to grow our market share in BFSI by deploying newer HDS technologies that will diver consolidation and virtualization both of which are the corner stones of our technology. We will further drive customer acquisition in newer verticals using or File & Content Solutions and the recently launched Unified Compute Platform based offerings.
What was the recently launched channel program in India and how was it successful?
For the Indian partner community, we have been executing our global partner program the True North Partner Program. The Hitachi TrueNorth Partner Program provides partner s with exclusive access to the most innovative advanced business data solutions in the industry. It combines advanced marketing programs, robust pre-sales tools, exceptional training and solution selling materials, with competitive pricing, flexible business expense and investment funding, plus many other Hitachi Data Systems exclusive program benefits.
In addition to the above, we have given the global program a local twist and incorporated additional rebates which encourages the Indian partner to not only acquire new accounts for HDS but also provides for incentives to sell HDS software and services. This ensures that the partner has a profitable business with HDS.
What are the future plans for Hitachi Data Systems in India?
Our growth plan in India is focused on the aspects of partner engagement, partner enablement and partner relevance. Engagement helps us target strategic verticals or strategic accounts in collaboration with our partners.
Through enablement, Hitachi Data Systems helps customers understand the product and helps partners understand their customers’ challenges. We help create opportunities for our partners based on their customer requirements while enabling them to fulfill or address these requirements and acquire new customers.
For relevance we ensure that the partner sales force spends more time at the customer’s site identifying opportunities than on planning and designing. Relevance is not just about showing that we are relevant to our partners and their business but vice versa also.