“Len­ovo is more chan­nel friendly com­pany”

In a can­did in­ter­ac­tion with the DQ Chan­nels, Biren­dra Ya­dav, Pro­pre­itor, Blue­com In­fotech high­lights Len­ovo’s con­tri­bu­tion in the growth of Blue­com’s com­mer­cial busi­ness

DQ Channels - - Cover Story -

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

Biren­dra: Blue­com reg­is­tered 15-20 % year on year growth in the fi­nan­cial year 2015-2016. The growth was not as ex­pected, but con­sid­er­ing the mar­ket sce­nario, Blue­com has done very well. We are key con­trib­u­tors to Len­ovo in cer­tain ver­ti­cals, like SMB port­fo­lio and also an ex­clu­sive re­seller dis­trib­u­tor for cer­tain prod­ucts in Mum­bai. Blue­com is also fo­cus­ing on an en­ter­prise so­lu­tion port­fo­lio.

What are your prod­ucts and so­lu­tions of­fer­ings? How does the port­fo­lio con­trib­ute to Blue­com In­fotech’s rev­enues?

Biren­dra: We pro­vide so­lu­tions and prod­ucts around hard­ware busi­ness. We have got ex­per­tise in house to built and in­te­grate so­lu­tions around hard­ware busi­ness. We pro­vide small se­cu­rity ser­vices as well.

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

Biren­dra: There is no spe­cific ver­ti­cal but, we are very strong in the SME space, which is the main ver­ti­cal for us. We have clocked Rs 100 Cr turnover owing to this ver­ti­cal specif­i­cally.

How will you an­a­lyse the over­all growth of IT busi­ness?

Biren­dra: If you look at the mar­ket, the sen­ti­ments are pos­i­tive; Gov­ern­ment and PSUs are do­ing won­der­ful. SMEs have also started to as­so­ciate with big pro­jects. Pos­i­tive mo­men­tum is cre­ated and we fore­see a health­ier growth in mar­ket.

How is your align­ment with Len­ovo?

Biren­dra: We are as­so­ci­ated with Len­ovo since 2005. We are aligned with the en­tire com­mer­cial por­tion of their of­fer­ing, which we take to cor­po­rates and SI ver­ti­cal through our teams. Blue­com ex­clu­sively dis­trib­utes cer­tain com­mer­cial SMB prod­ucts to G2 and G3 part­ners in Mum­bai.

What are the key trans­for­ma­tions you have ob­served in Len­ovo’s server busi­ness strat­egy post IBM’s X86 Server Busi­ness ac­qui­si­tion?

Biren­dra: Len­ovo is a chan­nel friendly com­pany. The key dif­fer­ence is that Len­ovo has a huge part­ner base in the mar­ket, which di­rectly en­gages with them. Len­ovo has a com­mer­cial RD model and Blue­com is also a RD to Len­ovo. Post ac­qui­si­tion servers are now di­rectly avail­able to these part­ners which oth­er­wise was miss­ing dur­ing IBM days.

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?

Biren­dra: Len­ovo’s Chan­nel Pro­gram is ex­cit­ing and ef­fec­tive. There is some­thing for every­body. Len­ovo is quick in re­sponse. On ev­ery sale, part­ners are awarded some ad­di­tional in­cen­tive. Len­ovo is cov­er­ing ev­ery layer of part­ners ben­e­fit. The Len­ovo Cares and Len­ovo ka Sikan­dar are great ini­tia­tives and ex­cel­lent dif­fer­en­tia­tors. Len­ovo is tak­ing up chan­nel en­gage­ment to the next level through these im­prove­ments.

What are the key thrust ar­eas in the FY16-17? What are your busi­ness strate­gies for ex­pan­sion?

Biren­dra: Blue­com is look­ing at pro­tect and at­tack strat­egy; Pro­tect the PCB strength of Blue­com and at­tack the En­ter­prise space. We are fo­cus­ing on the en­ter­prise space. This year we also have plans to par­tic­i­pate in big deals of Gov­ern­ment and PSU ver­ti­cal as well.

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