“Len­ovo’s pay­out and en­gage­ment process make it stand out amongst other OVMs”

In a can­did in­ter­ac­tion with the DQ Chan­nels, PK Sharma, Owner, Comnet Vi­sion says that Len­ovo is amongst the most chan­nel-friendly com­pa­nies that en­sures steady growth of part­ners

DQ Channels - - Cover story -

How was the per­for­mance of Comnet Vi­sion in the FY 2015? What were your key growth driv­ers dur­ing the fi­nan­cial year?

PK Sharma: We closed the fi­nan­cial year 2015 with a growth of about 30 per­cent over the last fi­nan­cial year. We have also shown a steady QoQ growth for the last 4 Quar­ters in our busi­ness with Len­ovo. Some of our big­gest growth driv­ers have been our above-par cus­tomer re­la­tion­ships and our ded­i­cated head­count ex­pan­sion for Len­ovo.

What are your prod­ucts and so­lu­tions of­fer­ings? What is a con­tri­bu­tion of the prod­uct port­fo­lio and so­lu­tions & ser­vice busi­ness in the to­tal rev­enue of Comnet Vi­sion?

PK Sharma: We pro­vide a one-stop so­lu­tion for en­ter­prise IT hard­ware needs. We have very strong part­ner­ships with PC & En­ter­prise OEM’s, and we also of­fer power-backup so­lu­tions, and data cen­ter so­lu­tions. We are also the pre­mium au­tho­rized ser­vice provider for Len­ovo, APC, IBM, and Emerson. More than half our rev­enues are from the sale of devices. About 30 per­cent rev­enue comes from so­lu­tions, and the rest from Ser­vices.

Which are the grow­ing seg­ments in your busi­ness? Which busi­ness ver­ti­cals do you ad­dress?

PK Sharma: We are rapidly ex­pand­ing in the en­ter­prise space with Len­ovo servers, and we ac­tively grew the mar­ket share in this seg­ment last year. Se­cu­rity is an­other big area of growth for us. We are very fo­cused on mid-mar­ket cus­tomers and the govern­ment sec­tor. Th­ese two ver­ti­cals de­mand an ex­tremely low prod­uct fail­ure rates and Len­ovo’s Think port­fo­lio – with their leg­endary re­li­a­bil­ity fits in well for th­ese cus­tomers.

How will you an­a­lyze the over­all growth of IT busi­ness in the year 2015? What are your es­ti­mated for the year 2016?

PK Sharma: In my opin­ion, the IT busi­ness grew by at least 10-12 per­cent in 2015, and our rev­enue growth beat the an­nual mar­ket growth twice in a row. I see a con­tin­ued growth in the mid-mar­ket seg­ment due to higher FDI in­flows, es­pe­cially into In­dian SMEs, and I also ex­pect a de­vice re­fresh within govern­ment in­sti­tu­tions with the on­set of the new dig­i­tal In­dia ini­tia­tives.

How is your align­ment with Len­ovo on the busi­ness front? PK Sharma: I find the align­ment with Len­ovo at all lev­els to be nearper­fect.

What are the key trans­for­ma­tions you have ob­served in Len­ovo’s server busi­ness strat­egy post IBM’S X86 Server Busi­ness ac­qui­si­tion? How has this ac­qui­si­tion ben­e­fited the server busi­ness of Comnet Vi­sion? PK Sharma:

At the be­gin­ning of the tran­si­tion, we went through a sce­nario typ­i­cal of any large scale ac­qui­si­tion. But I liked the way se­nior lead­er­ship at Len­ovo took the bull by its horns when it came to that, and helped us ad­dress cus­tomer con­cerns and also main­tain our rep­u­ta­tion. I fore­see that we will see a big jump in our Server sales this year.

How will you rate Len­ovo’s En­ter­prise Chan­nel pro­gram? How will you dif­fer­en­ti­ate it from the other prom­i­nent ven­dors you are aligned with? What is the scope for im­prove­ment in Len­ovo’s en­ter­prise chan­nel pol­icy? PK Sharma:

There is no doubt about the fact that Len­ovo is amongst the most chan­nel-friendly com­pa­nies. Other OEMs also do run pro­grams in their own way, but Len­ovo’s pay­out and en­gage­ment process makes it stand out amongst the rest.

What are your key thrust ar­eas in the FY 2016? What are your busi­ness strate­gies for ex­pan­sion? PK Sharma:

I spoke about our head­count ex­pan­sion last year. My main ob­jec­tive for our team is to at­tain more ef­fi­ciency. From a so­lu­tion stand­point, we are fo­cus­ing on mak­ing var­ied small so­lu­tions in ready-in-box for some of our key end-cus­tomer seg­ments.

PK Sharma, Owner, Comnet Vi­sion

Newspapers in English

Newspapers from India

© PressReader. All rights reserved.