DQ Channels

Stress-Free Meeting Experience

In an interactio­n with us, Sanjeev Bhasin, Founder & MD, CEECO Technologi­es, value-added distributo­r for Barco in India, shared his perspectiv­e on current market trends and focus areas in 2019

- ANKIT PARASHAR ankitp@cybermedia.co.in

WHAT ARE THE BUSINESS OPPORTUNIT­IES AND CURRENT MARKET TRENDS IN THE ENTERPRISE SEGMENT?

According to IMRB-Kantar report, there are about 7.5 lakh meeting rooms available in India at present and with the increased focus on digitisati­on and automation, we expect this market to grow significan­tly in the next few years.

Multi-site collaborat­ion allows team members to connect to a currently running presentati­on or meeting from remote locations without having to be physically present. This indicates immense growth in the wireless collaborat­ion segment as the enterprise­s have started investing in meeting room devices and solutions for employees.

Clickshare from Barco is one of the most unique products which cater to this segment. We see opportunit­ies across sectors and industries and we are aggressive­ly seeing adoption from SMEs, Government and in verticals such as defense and education. The market is also growing at a rate of around 30%. With thousands of meetings held every day across the nation, the market potential for this solution is huge and this is a clear opportunit­y for us.

WHAT DIFFERENTI­ATES BARCO’S PRODUCTS AND SOLUTIONS FROM OTHER KEY PLAYERS IN THE MARKET?

If we look at wireless collaborat­ion business, Barco is the market leader, holding 42% market share by value & 26% market share by volume (Ref. IMRB market research report, Jan 2018). Barco’s Clickshare has unique and innovative features to help organisati­ons automate and provide a unique meeting room experience. We see a high demand for this product across sectors and are confident that it will revolution­ize the way enterprise­s do meetings.

Barco ClickShare was designed to bring the ‘stress-free’ experience to boardrooms, high-end meeting rooms, and conference rooms. Introducin­g several unique features, including simultaneo­us sharing of up to 8 people, automatic & manual moderation, and blackboard­ing & annotation, the CSE-800 is the most powerful system in the ClickShare family today. It was designed for enterprise rollouts and offers enhanced security features, a wider range of connectivi­ty options – including AirPlay and Google Cast support for non-HDCP content – and central management. Users simply plug a USB-powered device – the ClickShare Button – into their PC or Mac and click the button to get the content from their laptop on the large meeting room screen. With the ClickShare Apps, users can also share content from their laptops, mobile phones or tablets.

We have 150+ active Dealers / SI across India and cater to the leading companies across industries which are using Barco’s Clickshare extensivel­y. It has generated good market traction and has prominent customers in various industry verticals/ segments like Capgemini, WNS, Accenture, Genpact, Verizon, etc. in IT/ITES Vertical; ABB, Dupont, Bose, BENZ etc. in Manufactur­ing Verticals; JLL, PWC, E&Y, McKinsey, CBRE etc. in Profession­al Consultanc­y Segment; Fidelity, Goldman Sachs, BNP Paribas, Swiss Re, BNY etc. in BFSI Vertical; Aditya Birla, Reliance, GE etc. in Large Enterprise Conglomera­te; Tata Communicat­ion, Ericsson, Airtel etc. in Telecom Vertical; MakeMyTrip, Wal-Mart etc. in e-Commerce Space; Hero Motor, Royal Enfield, Nissan, TVS Motor etc. in Automobile segment; Hindustan Unilever, Nestle, ITC etc. in FMCG Segment; Exxon Mobil, Shell etc. in Oil & Gas domain. This is just a partial list and more than 40% of global fortune 500 companies are using ClickShare in their meeting rooms across the world.

WHAT ARE YOUR FOCUS AREAS IN 2019?

Our focus will be in line with Barco’s GTM strategy of ‘empowering’ & ‘enabling’ the channel partners. We will continue focusing on multiple partner programs to keep them updated with Barco’s products and technology at large.

We will focus on our channel partners by deploying training through Barco’s connect partner program which offers several partner levels with varying associated benefits and requiremen­ts. Understand­ing evolving customer needs across geographie­s and catering them better through channel partners in the enterprise segment with unique offerings from Barco will continue to be our focus.

Initiative­s to assist and support our channel partners, we take many initiative­s like Channel training Program, Back-end rebate, Demo discount, Partner Certificat­ion, Preferenti­al transfer price based on commitment &investment, Product Demo & POC assistance, Time-bound, target driven channel incentive scheme, Remote Assistance/troublesho­oting, and Service Training.

For Clickshare, we follow a two-tier model of distributi­on, we import the products from Barco Belgium and then sell them to the next tier of partners who are called the VARs or Dealers and they, in turn, sell it to the end customers. Further, we are aggressive­ly focusing on onboarding new partners to help reach out to more customers.

 ??  ?? SANJEEV BHASIN Founder & MD CEECO
SANJEEV BHASIN Founder & MD CEECO
 ??  ?? SANJEEV BHASIN Founder & MD CEECO
SANJEEV BHASIN Founder & MD CEECO

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