“Len­ovo is up­grad­ing and skilling their chan­nel part­ners”

In a can­did in­ter­ac­tion with the DQ Chan­nels, Ro­hit Ku­mar, Pro­pre­itor, PVR Sys­tems high­lights Len­ovo’s con­tri­bu­tion in the growth of PVR Sys­tems’s com­mer­cial busi­ness

DQ Channels - - Cover Story -

How was the per­for­mance of PVR sys­tems in the FY 2015-16? What were your key growth driv­ers dur­ing the fi­nan­cial year?

Ro­hit: Fi­nan­cial year 2015-2016 proved to be fruit­ful to PVR Sys­tems. We had an over­all 360 de­gree growth. Len­ovo PC’s were a key growth con­trib­u­tor to growth; ap­prox­i­mately 3500 Len­ovo PCs were sold last year.

What are your prod­ucts and so­lu­tions of­fer­ings? How does the port­fo­lio con­trib­ute to PVR Sys­tem’s rev­enues? Ro­hit:

We mainly pro­vide hard­ware prod­ucts. PVR Sys­tems is a Plat­inum part­ner for SMB and Com­mer­cial Chan­nels. We have a large num­ber of mid level cus­tomers and now we are fo­cus­ing on VLEs. We have now made a foray into the Server mar­ket as well.

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

Ro­hit: The Server and hard­ware port­fo­lio is the growth en­gine for PVR Sys­tems. While there is no spe­cific ver­ti­cal, we cater to dif­fer­ent mar­kets such as Re­tail, FMCG, Tele­com etc. In the up­com­ing years, we have plans to fo­cus on the Ed­u­ca­tion seg­ment.

How will you an­a­lyze the over­all growth of the IT busi­ness?

Ro­hit: We grew fairly well in this fi­nan­cial year. How­ever it was a dull year for the IT busi­ness in gen­eral. The mar­ket was fluc­tu­at­ing, sales were down and sta­bil­ity was an is­sue.

How is your align­ment with Len­ovo?

Ro­hit: We have been as­so­ci­ated with Len­ovo since 2010 and are their Plat­inum Pre­mium part­ner. We are aligned with their Com­mer­cial busi­ness. For the last two quar­ters, we have been work­ing on the Server port­fo­lio and are get­ting a great re­sponse.

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

Ro­hit: Post the IBM Server ac­qui­si­tion, Len­ovo has an end to end prod­uct port­fo­lio. Len­ovo is pro­vid­ing train­ing to their part­ners and up­dat­ing their knowl­edge of the busi­ness. This will ul­ti­mately help to grow their part­ners’ busi­ness growth.

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?

Ro­hit: Len­ovo’s Chan­nel Pro­gram is re­ally help­ful. Len­ovo has brought a new pro­gram for small part­ners, which is fill­ing the gap be­tween large and small part­ners and also im­prov­ing mar­gins. On ev­ery sale, part­ners are awarded some ad­di­tional in­cen­tive. The Len­ovo Cares and Len­ovo ka Sikan­dar are great ini­tia­tives and ex­cel­lent dif­fer­en­tia­tors.

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

Ro­hit: PVR Sys­tem has two fo­cus ar­eas, to in­crease our sales team and to ac­quire new clients. Rather than ge­o­graph­i­cal ex­pan­sion, we are fo­cus­ing on re­tain­ing and con­vert­ing other brand clients into Len­ovo’s and in­creas­ing Len­ovo’s client data­base.

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