‘We help enterprises build their own cloud’
What are BMC’S plans for the India market, given the challenging times in the global markets?
We are working on offering standardized managed systems on cloud. We have adopted a three-pronged approach to the Indian market. This strategy includes our plans to enhance our reach and increase our share in the market.
The first part of our strategy includes our plans to sell to Indian based corporations like the Future Group, Idea, Tata Motors, Reliance, etc. We have a great presence among them. We sell to some of the largest enterprises, work on the large government projects such as UID.
The second part of our strategy is ‘sell through’, which includes our plans to sell through global enterprises in India such as Infosys, HCL, Wipro, TCS, etc. We are working with them in many automation, service management, complete management of the application stack, and cloud projects. In addition, we are working with Accenture, which has a huge presence in India. BMC is working closely with almost all major system integrators and is driving the move to cloud for many enterprises.
The third part of our strategy includes to hire, attract, and develop a great talent in India for engineering, back office, and sales.
How big is BMC Software in India?
BMC Software has a huge presence in India. Pune is the largest site in the world for BMC, larger than the corporate headquarter in the US. At present, around 1,400 people are employed in India in engineering, back office, and sales. We have grown rapidly in 10 years. It was a classic global labor arbitrage move in our operations in India.
What is your strategy for India’s evolving cloud market?
The cloud market is on our radar as we have been trying to tap it through our partners and looking forward to tap enterprises, system integrators, and telcos who want to build Amazon-like cloud environments for their employees and customers. We help companies build the cloud. SAP has built its cloud on our software. So we don’t sell databases, operating systems, virtual machines, and middleware layers. Our strategy is to bring the tightly integrated product to the outsourcers, SIS, and enterprises, and sell the entire orchestration system. It allows them to build cloud quickly for their employees or their customers. Thus they can compete with Google, Microsoft, or Amazon.
What kind of business challenges do you see in the Indian market?
In India we have seen a great amount of appetite for new technologies such as cloud. The company is optimistic to take its footprint further and add up to its existing customer base. We’ve more than 100 customers in India, including Tata Motors, Reliance, Idea, and Vodafone, etc.
What is your take on the economic crises in the Indian market?
The global economic crisis is both a risk and an opportunity. Particularly the customers during this kind of scenario like to lower cost and increase efficiency. And, we help them to do this.