“En­ter­prise 360 is the pil­lar of our trans­for­ma­tion jour­ney”

Bi­mal Das, Joint Pres­i­dent, En­ter­prise Dis­tri­bu­tion, HCL In­fos­ys­tems in an ex­clu­sive talk with DQ Chan­nels dis­cusses fo­cus on En­ter­prise Busi­ness and En­ter­prise 360 which has led HCLI to new heights.

DQ Channels - - Cover - ANUSHRUTI SINGH anushrutis@cy­ber­me­dia.co.in

HCL IN­FOS­YS­TEMS HASN’T CHANGED ITS GO TO MAR­KET STRAT­EGY FOR A LONG TIME, TELL US ABOUT IT? WHAT ARE THE FO­CUSED VER­TI­CALS AROUND IT THAT YOU ARE WORK­ING?

Yes, this is true that we haven’t changed our strat­egy; at least from last seven quar­ters we have stuck to En­ter­prise 360 strat­egy. It is be­cause it has helped us tremen­dously and is the pil­lar of our trans­for­ma­tion jour­ney. It has also helped us in build­ing ca­pa­bil­i­ties in emerg­ing tech­nolo­gies for growth.

In our trans­for­ma­tion, tra­di­tion­ally we have changed from an OEM to a dis­trib­u­tor. We have built strong en­ter­prise or­ga­ni­za­tion. En­ter­prise 360 model had re­sulted in grow­ing trac­tion in the pri­vate sec­tor cor­po­rate. Also in FY 2016-17, the GTM jour­ney driven by En­ter­prise 360 has re­sulted in grow­ing trac­tion for the com­pany’s en­ter­prise busi­ness and is prov­ing to be the cat­a­lyst in our mis­sion to be­come the pre­ferred Tech­nol­ogy Life­cy­cle Part­ner for clients. Let me ex­plain more in de­tail; so we have fur­ther di­vided En­ter­prise 360 into two i.e En­ter­prise or­ga­ni­za­tion and Part­ner or­ga­ni­za­tion.

In Part­ner or­ga­ni­za­tion, we purely deal with chan­nel part­ners. So we can say it is prod­uct led busi­ness with ser­vice at­tach. We have got al­most 3,500 part­ner base and at least ev­ery month we deal with 800 to 900 large SIs. Whereas; En­ter­prise or­ga­ni­za­tion is ser­vice led en­gage­ment sec­tor. Here we now have grown much larger and it al­most con­trib­utes us 70 to 80 % of the com­pany busi­ness. In En­ter­prise space, we are work­ing out with large global sys­tem in­te­gra­tors as a part of a con­sor­tium and not bid­ding our­selves. Also in ad­di­tion to this we work on four Route to Mar­ket. First is BFSI, we have a strong team of 20 to 25 peo­ple of sales and so­lu­tion ar­chi­tect and there is 90 named BFSI ac­counts that we deal with. Then we have IT/ITES where we have 70 named ac­counts and there also a ded­i­cated sales and so­lu­tion ar­chi­tect team is work­ing. The third one in­ter­nally is called as Strate­gic Busi- ness Or­ga­ni­za­tion (SBO) which is ac­tu­ally combo of Man­u­fac­tur­ing, Health­care, Ed­u­ca­tion and all other large en­ter­prise ac­counts are part of it. Fourth one is GSI/LSI as I ear­lier told you that we work with large and global SIs. A sig­nif­i­cant part of the busi­ness comes from BFSI and SBO.

WHAT ARE THE PRAC­TICES THAT YOU ARE FO­CUS­ING ON?

There are six prac­tices where we fo­cus. One is Dat­a­cen­ter prac­tice where there are mar­quee cus­tomers and large op­por­tu­ni­ties. Other is net­work se­cu­rity prac­tice tra­di­tion­ally we are very strong in these both and have a strong prod­uct port­fo­lio. Third one is Work­place Prac­tice where we have board­room so­lu­tions, sur­veil­lance so­lu­tions etc. These all three are in­fra­struc­ture driven prac­tices.

Then we work on new tech­nol­ogy or emerg­ing tech driven prac­tices i.e. Cloud, IoT and An­a­lyt­ics. These 3 comes un­der dig­i­tal trans­for­ma­tion prac­tices. In ad­di­tion, the com­pany con­tin­ues to in­vest and build com­pe­ten­cies in emerg­ing tech­nolo­gies to lever­age for growth in a chal­leng­ing mar­ket en­vi­ron­ment. Our fo­cus on en­hanc­ing ca­pa­bil­i­ties in dig­i­tal tech­nolo­gies such as Cloud Com­put­ing, An­a­lyt­ics and In­ter­net of Things (loT) to de­liver busi­ness-aligned so­lu­tions is help­ing our clients at­tain com­pet­i­tive ad­van­tage in a dy­namic busi­ness land­scape.

We have also adopted a Cloud first strat­egy to de­liver cost ef­fi­cien­cies and pos­i­tively im­pact busi­ness op­er­a­tions. We have de­vel­oped mul­ti­ple loT pi­lot so­lu­tions for clients across di­verse in­dus­tries such as FMCG, Health­care and Man­u­fac­tur­ing. We be­lieve that loT ap­pli­ca­tions can not only be a sig­nif­i­cant new line of busi­ness but can also en­hance the value of our ex­ist­ing ser­vices such as In­fra­struc­ture Man­aged Ser­vices.

By fo­cus­ing on de­liv­er­ing ac­cel­er­ated busi­ness im­pact through dig­i­tal tech­nolo­gies, we have po­si­tioned our­selves as a strong player in the En­ter­prise space.

WHAT ARE THE REA­SONS THAT YOU HAVE MOVED OUT OF THE GOVERN­MENT SEC­TOR COM­PLETELY?

At the en­ter­prise level we have changed our strat­egy a lot; we have com­pletely gone out from govern­ment busi­ness. If we talk about the fig­ures, it is al­most close to now sin­gle digit per­cent­age of our to­tal busi­ness. One of the rea­sons is high ges­ta­tion cy­cle of the projects, num­ber two is long term com­mit­ment for com­mer­cial terms and there are sev­eral other fac­tors as well. And also we now don’t have our own prod­ucts we work more into dis­trib­u­tor role.

WHAT ARE THE CHAL­LENGES YOU ARE FAC­ING IN TERMS OF CLOUD EVANGELIZATION?

It is a tough task, ev­ery OEM is strug­gling but we deal­ing with it, how­ever adop­tion rate is im­proved a lot. In last 4 quar­ters con­sump­tion has gone up. There are no pure cloud cus­tomers. Peo­ple are get­ting into hy­brid mode so get­ting cloud and driv­ing the motion es­pe­cially in case of adop­tion we are run­ning mar­ket­ing cam­paigns we put re­sources in the or­ga­ni­za­tion to drive the ini­tia­tive and closely mon­i­tor the con­sump­tion be­cause one thing is buy­ing and sec­ond thing is not us­ing as you will pay when you use. We do lot of mar­ket­ing cam­paigns give train­ing to our mar­quee cus­tomers.

TELL US ABOUT YOUR LAT­EST PART­NER PRO­GRAMME?

We have re­cently launched P3 or Pre­mier Part­ner Pro­gramme where we will lever­age their Sys­tem In­te­gra­tion ex­per­tise to en­able the Chan­nel Part­ners to pro­vide a com­plete busi­ness aligned IT so­lu­tion to their re­spec­tive cus­tomers. So far 26 Se­lect Chan­nel part­ners have been in­ducted into the pro­gramme. HCLI P3 will em­power the Chan­nel Part­ners to grow their busi­ness through a suite of ex­clu­sive ben­e­fits in­clud­ing Sub­ject Mat­ter Ex­pert (SME) sup­port, De­mand Gen­er­a­tion Cam­paigns, Pri­or­ity Re­sponse, Fi­nan­cial and Op­er­a­tional Sup­port Ser­vices. Lead­ers from HCLI will also reg­u­larly in­ter­act as Ex­ec­u­tive Spon­sors with P3 Chan­nel Part­ners to chart out re­spec­tive growth paths.

The pro­gramme will ex­pand of­fer­ings of the Part­ner thereby pro­vid­ing more busi­ness op­por­tu­ni­ties with cur­rent and new cus­tomers. P3 will have its own Pro­gram Man­age­ment Sys­tem which will in­clude Joint Busi­ness Plan Work­shops, Joint Ac­count Level En­gage­ment and Fast Track Pro­cesses. A Part­ner Por­tal and Part­ner Sup­port Desk with Toll Free Num­ber and Email Sup­port will also be avail­able un­der the pro­gramme.

WHAT SORTS OF TRAIN­ING PRO­GRAMS ARE THERE?

For en­able­ment, we have ex­ter­nal and in­ter­nal train­ing pro­grams and other ini­tia­tives such as cer­ti­fi­ca­tion pro­grams. We con­duct lots of boot camp for part­ners around dif­fer­ent tech­nol­ogy. We have a sep­a­rate cal­en­dar for train­ing ses­sions for both. In­fact, in 2017 we have de­signed new cour­ses which were launched dur­ing the year.

BI­MAL DAS Joint Pres­i­dent, En­ter­prise Dis­tri­bu­tion, HCL In­fos­ys­tems

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