Everest IMS is a complete end-to-end network management suite that efficiently and effectively manages heterogeneous IT environments. DMX Technologies is gaining good acceptance for the technology across India Inc. Suresh Kewalramani, Sales Director - South and East, DMX Technologies India, talks on the company’s fast-paced growth in these regions.
Do you feel India market is ready for end-to-end network management solutions from Everest?
Yes, India market is already going through the phase where more and more customers are adopting end-to-end IT infrastructure management solutions. This has become the basic need as investments in new technologies, scale-up and scale-out of IT Infrastructure and Operations is no longer isolated projects but in-fact part of the key business growth initiatives. With the latest “Make-in-India” initiative doing the rounds, organizations are no more reluctant to shifting base to Indian products.
“We have 30 to 35 channel partners on-board Everest Partner Program, and we have effectively started engaging in market opportunities in south and east regions of India.”
Suresh Kewalramani, Sales Director South & East, DMX Technologies India
We engage with the decision makers of our customer organizations regarding the transition of IT Infrastructure and Operations role from “supporting business” to “driving business growth” as part of their respective plans. A Top-Down approach usually helps as Data Analysis, SLA’s and Reporting plays an important role in the decision-making process. But at the same time, we give equal importance in engaging with end users (typically the Network Admins, NoC Engineers, Service Delivery Managers etc.,) as well in order to ensure that our software solutions do get adopted in their day-to-day activities. Clubbed with Everest’s flexible licensing structure, 24x7 local support and the R&D center based in Bangalore, it is definitely the time where Indian market is ready to embrace Everest Suite of Solutions. Everest team is fully-equipped to engage more with customers and technically support them in stitching the right-fit solution for the IT Infra.
Is ROI/TCO of the solution the main criteria by IT leaders and CIOs of your customers? Is the sales pitch more on technology advantage or business outcome or mix of both?
The focus more so is on the business outcome; technology advantages do play a role in the evaluation process but what’s important to us is the availability of the business service. In most of the cases, our discussions with customers revolve around the value addition and business benefits that our software solutions and services bring on to the table. Our endeavor is to make our customers realize and benefit from the IT infrastructure and operations contributing to business growth. ROI/TCO discussion eventually happens at the time of commercial negotiations but is not necessarily the main criteria.
What is the business potential for DMX Technologies in India especially across south and east regions?
Value proposition of Everest IMS: Suresh Kewalramani
A vendor agnostic framework providing Unified Infra Management across wired, wireless and non-IP devices within the environment.
Clubbed with a Service Manager which is easy to use and flexible, our customers benefit from automating the workflow.
The licensing and pricing models are also very simple for customers to understand and adopt.
With an interesting mix of large corporates, technology giants, manufacturing zones and startup hubs eager to adopt new technologies and government backed Make-in-India initiatives, South and East markets in India are compelling for us. Both private and public sector organizations today understand the need of automation which increases overall efficiency of the business. With only about 20 to 25 percent organizations today using monitoring and management tools, the business potential is overwhelming and opens a room-full of opportunities for us.
Any particular adoption trends you see in these regions with respect to vertical type and enterprise size compared to rest of India?
Trends like hybrid cloud and IoT are the focus of most businesses today. From government backed projects like Smart Cities to large enterprises adopting technologies that empower organizations to automate and accelerate the efficiency, there is a huge demand of positioning tech-savvy intelligent tools.
We are also witnessing substantial and strategic growth in the ISP and healthcare verticals leading to a lucrative market situation. Also the SaaS as a business model by itself, is gaining its popularity paving way for decision-makers to invest in the latest technologies trends.
How much business does south and east market contribute to overall revenues for DMX India? How much of the addressable market is served by your channel partners?
At present, the south and east contribute 15 to 20 percent to the overall revenues in India. Some of our largest customers are in the telecommunications space who are based in Mumbai. We see huge potential for us this year in this region and the team is geared up for the challenge.
We introduced our channel program earlier this year in February which is receiving overwhelming response by the partners. Since the program’s inception there has been an exhilarating spike in the opportunities being registered by our partners. In the mid-market space almost 70 percent opportunities are being driven by partners today. Our direct sales teams contribute in engaging with the customers while our channel teams bridge the gap by aligning the right partner in every opportunity. This way, we ensure that each and every deal has an appropriate partner involved.
Describe your channel ecosystem in south and east regions of India?
Specific to south and east regions of the country, around 30 to 35 channel partners have already on-boarded onto Everest Partner Program, and have effectively started engaging in market opportunities. The partner ecosystem is a good mix of VARs, large SI’s and local partners who have a high focus in this solution area.
The south and east regions of India contribute 15 to 20 percent to the overall revenues for DMX Technologies India.
There is a strong focus on building our channel this year. With the launch of the Everest Partner Program earlier this year, we now have a dedicated partner portal where our partners can register and lock opportunities. The partner program also features a rebate structure along with a training and enablement program. We are also planning to enable a knowledge base access in the partner portal which partners can use effectively while engaging with their customers. Our channel managers are currently present in three distinct locations (Bangalore, Delhi, Mumbai) managing the respective territories.
How many more partners you want to add by March 2018? Are you also keen to appoint MSPs and ‘born in the cloud’ partners?
At present, the focus is more on the Hyderabad, Chennai and east markets, where the market scenes are diverse and distributed in nature. We are working towards collaborating with suitable channel partners from these regions. Further breaking down to the approach, we are planning to engage two to three partners from each influential zone within these regions.
We are having few discussions with some MSPs as there is definitely a play here for us. We have been taking measures to make our software offerings available to our customers in SaaS model too. This way, our partners who manage customers’ cloud journey too shall benefit with our association.
3 Big Technology Trends
Unified IT Infrastructure & Service Management
Internet of Things
What would be your key priorities in 2017? Which technology trends will increase DMX India’s business in next couple of years?
We need to leverage our channel partners through Everest Partner Program which has been well received. Channel success is critical to our success. Second, enable our extended (partner) sales force to be more effective on the field and expand the customer base. Third, our product roadmap is one of the core priorities this year. Unified IT infrastructure and service management, IOT and data analytics are the three big trends that we foresee to become mainstream even at the enterprise level making the market very lucrative for software solution players like us.