“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
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.