“We see fab­u­lous trac­tion in In­dian mar­ket and that’s why we are here”

In a face to face in­ter­ac­tion Mike Chen, Mar­ket­ing Di­rec­tor, Synol­ogy Speaks on the SMB and SME con­tri­bu­tion to Synol­ogy busi­ness in In­dia

DQ Channels - - Channel Chief - JY­OTI BHA­GAT jy­otib@cy­ber­me­dia.co.in

WHAT EX­ACTLY IS THE REV­ENUE PROPOR TION COM­ING FROM SMBS, LARGER EN­TER PRISE AND CON­SUMERS FOR SYNOL­OGY IN IN­DIA?

The big­gest pro­por­tion would be from the SMB and SME. In other words it adds up to about 80-90 per­cent of the rev­enues. We have just started with Amazon not long ago, in the last Q4, we tied up with Amazon strate­gi­cally for the larger con­sumer mar­ket. What we have found out is that there is huge po­ten­tial in the open mar­ket, specif­i­cally a lot of small busi­nesses that are buy­ing from Amazon.

We work with the ‘user data col­lec­tion’ that col­lects the fea­tures that are in­stalled, so it helps us to know our user­base and most of the users in In­dia are pre­dom­i­nantly busi­ness users.

WHAT ARE THE VER­TI­CALS THAT HAVE THE MAX­I­MUM TRAC­TION?

There are many pri­vate cor­po­ra­tions, for ex­am­ple our lat­est big en­ter­prise cus­tomer is Bharat Pe­tro­leum which is us­ing about 150 Synol­ogy NAS in one of the branches. Apart from that we do have many more ver­ti­cal mar­kets; most of them are pri­vate cor­po­ra­tions. They have a lot of com­put­ers on their net­works, servers so they just re­quire more stor­age. That’s where Synol­ogy comes into the pic­ture.

We de­liver the mes­sage, that we are not here to re­place the en­tire in­fra­struc­ture but we are here to add val­ues to it. Since no­body likes to re­place their ex­ist­ing data cen­ters, server rooms etc. It in­volves a lot of risk, mi­gra­tion is a big chal­lenge. Synol­ogy comes as an ad­di­tional value. It im­me­di­ately of­fers more stor­age to the peo­ple in the same net­work to the com­pa­nies.

Then mov­ing ahead, slowly and grad­u­ally one can add/ use more ap­pli­ca­tions on it, or one can use it as a sup­port mail server, printer server slowly adding more fea­tures to ex­ist­ing NAS. It’s ab­so­lutely cost free. You don’t have to spend ev­ery now and then but what you spend is a one­time cost. And then later on, you can have then sur­veil­lance to it.

WHAT IS THE COST IN­VOLVED FOR THE SYNOL­OGY PROD­UCT IN­STAL­LA­TION IN IN­DIA MAR­KET?

As you can see our full prod­uct port­fo­lio, price seg­ment for busi­ness mar­kets can be around USD 1,000 ex­clud­ing drives up to USD 10,000. We sell those ex­clud­ing drives. But for all the fea­tures, there is no ad­di­tional li­cense to it. Ev­ery­thing is added to it. Maybe for some of the busi­ness fea­tures you might re­quire li­cense, but it’s worth the cost. It’s not sub­scrip­tion based, ba­si­cally one-time in­vest­ment and you can use it for a life­time un­til the sys­tems or the prod­uct stops func­tion­ing. At the same time we of­fer a 5 year warranty, which is ex­quis­ite and long as well.

WHEN WE TALK OF EN­TIRE EN­TER­PRISE AND SMB BUSI­NESS SEG­MENT, ARE YOU AD­DRESS­ING IT THROUGH DIS­TRIB­U­TORS, PA­TRONS?

Cur­rently we’re work­ing na­tion­wide with EBA and Su­pertron. With th­ese two partners, we have been work­ing for a mod­est time.

In In­dia, we are not just fo­cus­ing on one city but ev­ery­where in In­dia. Start­ing with Metro Cities to Tier 1 and mov­ing on to Tier 2 cities. We would like to build a na­tion­wide re­seller in­fra­struc­ture. We want them to know that Synol­ogy is here, we want to ed­u­cate them with more knowl­edge, and how to use the Synol­ogy knowl­edge­base with the ex­ist­ing com­pany or the busi­ness model.

MIKE CHEN, Mar­ket­ing Di­rec­tor, Synol­ogy

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