“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
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.