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What are your products and solutions in the Indian market that have helped
EMC gain ground in the India?
On the hardware front, EMC offers a complete portfolio of storage solutions
in India including SAN, NAS and CAS across different price points. The SAN
products include Symmetrix DMX Series for high-end storage, CLARiiON CX series
for mid-tier storage and CLARiiON AX100 for entry level. We have two NAS
products for mid-tier storage, viz, the NS series/integrated and the Celerra NAS
gateways. The EMC Centera for fixed content is our CAS offering. Our storage and
content management software bolstered by the Legato and Documentum acquisitions
include tools for data migration and mobility, information management,
information protection and recovery, network systems management, storage
management and storage virtualization. In addition, we also have a portfolio of
express solutions. These are all targeted at our mid-tier customers.
Please elaborate on the distribution network that EMC has put in place in
India.
For the channels, we have a two-pronged approach where we engage with the
traditional big SIs on one hand and with the local SIs on the other. Under a
comprehensive partner program called Velocity Partner Program, we have engaged
five large SIs and 40 local ones. The five biggies are Datacraft, Tata Elxsi,
HCL Infosystems, Tata Infotech and CMC. The relationship with Datacraft is an
extension of our global association.
Redington is our distributor for India, Sri Lanka and Bangladesh. Our global
relation with Dell is also extended to India, where they are primarily pushing
our CLARiiON AX100 range of products. The 40 velocity resellers, focused on
different geographies and verticals, are spread across 26 cities.
How are you re-aligning your business model to increase SMB focus?
In order to increase our SMB focus, we plan to bifurcate EMC business model,
whereby we will departmentalize our business into enterprise/corporate and
commercial/SMB segments. While channel partners would carry out commercial/SMB
sales, enterprise sales would be driven mainly through mix and match of direct
as well as channel sales. The new business model will come into force in the
later part of 2006.
New velocity partners will be added with additional thrust towards SMBs. We
are also planning to introduce the Insignia range of SMB products in the entire
APac Region. We have been selling Insignia in America and other European market
but before launching it in the Indian market, we need to incorporate few
significant variations into it keeping in mind the segmented markets here.
No distribution network, however strong, can prosper unless there is a
proper service and support network to back it up. How is EMC placed on this
count?
EMC has four logistics and support centers in Delhi, Mumbai, Bangalore and
Chennai that enables us to provide the best support for storage products in the
country. Besides, our three solutions centers in Delhi, Mumbai and Bangalore
often help the velocity partners with servicing requirements. EMC also offers
regular education programs through training workshops especially for those
partners dealing in Legato and Documentum solutions.
We provide the best in class of interoperability on our storage solutions.
This is because EMC is not tied to a single server vendor. When a velocity
partner sells a storage solution to a customer he does not sell storage for a
particular application. Instead, he sells storage across these networks, and
therefore service becomes critical here. We help our partners in delivering
these services.
Rajneesh De
rajneeshd@cybermedia.co.in Page(s) 1
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