“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
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