Our so­lu­tions are tai­lored ex­clu­sively for cater­ing the small- of­fices

Yo­gesh Sawant, di­rec­tor, part­ner sales and field al­liance or­ga­ni­za­tion, In­dia, Hi­tachi Data Sys­tems

DQ Channels - - Front page - NIVEDAN PRAKASH (nivedanp@cy­ber­me­dia.co.in)

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.

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