“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
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