The Gov­ern­ment Di­vorce

DQ Channels - - Channel Pulse - RA­JNEESH DE/ ra­jneeshd@cy­berme­dia.co.in

All of you are aware of the DQ Week An­nual Premier Re­seller sur­veys that we are cur­rently con­duct­ing across the coun­try through our var­i­ous edi­tions.. Many of you would also prob­a­bly be aware of our sis­ter pub­li­ca­tion Dataquest's an­nual sur­vey called Top20 that too is hap­pen­ing si­mul­ta­ne­ously. As sur­veys that cap­ture the fi­nan­cial in­for­ma­tion of all sorts of IT com­pa­nies and chan­nel part­ners, these are unique ex­er­cises in the an­nals of pub­lish­ing any­where in the world. Ac­cord­ingly, for the last few weeks my­self and our ed­i­to­rial teams I have been trav­el­ing across the coun­try, meet­ing many of the top IT com­pa­nies and chan­nel part­ners try­ing to gather in­for­ma­tion for the sur­veys.

One com­mon ob­ser­va­tion for most of the ven­dors has been their in­creas­ing de­pen­dence on the po­ten­tial of the In­dian gov­ern­ment ver­ti­cal. While most com­pa­nies, rang­ing from hard­ware to soft­ware to IT ser­vices, were plunged in prob­a­bly the worst cri­sis in their rel­a­tively short life, it was the in­creas­ing au­to­ma­tion ini­tia­tives of the gov­ern­ment, plus its rel­a­tive in­su­la­tion from slow­down that made it such an at­trac­tive propo­si­tion for most IT com­pa­nies. That the In­dian gov­ern­ment has fi­nally opened up on the tech­nol­ogy au­to­ma­tion front, both in terms of bud­get as well as com­plex­i­ties of the adop­tion, is great news in­deed for the In­dian IT in­dus­try and all its stake­hold­ers. But for some strange rea­sons most of our chan­nel part­ners, bar­ring some no­table ex­cep­tions, seem to be im­mune to the cause.

So what's caus­ing these chan­nel part­ners the hes­i­tancy to jump onto the gov­ern­ment band­wagon? Is it be­cause the gov­ern­ment ten­ders and con­tracts (even if you are not L1 but only sub-con­tract­ing) de­mand lots of trans­parency in terms of their ac­count books and fi­nan­cials. And as we have seen dur­ing the An­nual Premier Re­seller is­sues, many part­ners do in­deed flinch from shar­ing even their topline rev­enues. Or is it be­cause the gov­ern­ment pay­ment cy­cle is long-drawn mak­ing it dif­fi­cult for most part­ners to sus­tain their busi­nesses. While the last point might have logic, part­ners should weigh care­fully the quan­tum of op­por­tu­ni­ties they are miss­ing oth­er­wise. Worse will be if part­ners are avoid­ing gov­ern­ment deals just so that their cup­boards do not bare any skele­tons.

Now, one im­plied ben­e­fit of e-gov­er­nance was sup­posed to be the in­flu­ence the work­ings of these IT com­pa­nies would have on the func­tion­ing of the ad­min­is­tra­tion. The var­i­ous checks and bal­ances, the strin­gent pro­duc­tiv­ity mea­sures, the abil­ity to com­plete projects in a time­bound man­ner and most im­por­tantly to im­bibe the in­nate pro­fes­sion­al­ism seemed to be the big­gest ben­e­fits for the gov­ern­ment. Noth­ing would be sad­der to see that for a few part­ners, the en­tire chan­nel com­mu­nity is un­able to lever­age this op­por­tu­nity.

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