NComputing—ready to hit the bull's eye

NComputing—ready to hit the bull's eye

The company is gradually increasing its footprint in the Indian market by providing computing infrastructure at an affordable cost

Nivedan Prakash
New Delhi, October 1

NComputing, one of the leaders in the desktop virtualization space, has got its eyes set on the Indian market, especially on the education sector, in terms of providing computing infrastructure at ultra-low cost. The company with its unique technology for shared computing not only reduced the cost of computing infrastructure to almost 50 percent but also helped to save on energy.

Jim McHugh, Senior VP-Global Marketing, NComputing, pointed out, “India is clearly a huge market for NComputing, as computer affordability is still a major issue for many schools, colleges, businesses, factories, callcenters and large enterprises. For example, there are a million public school in India, and a vast majority of them cannot afford to provide their students with a sufficient number of computers. Our solution enables a school to set up a 40-seat computer lab for less than the cost of 10 traditional PCs. We can offer similar savings for other sectors as well.”

In India, the company's plan is to aggressively grow in the education and business sectors. Apparently, it is already seeing great success with school systems throughout India along with manufacturing sector, healthcare sector, small/medium businesses, and callcenters. The company attributes this success to its channel partner community. “Channel is the most central and important arm for NComputing and every endeavor is driven around our partner base. We have already signed up with Redington as our national distributor and are also working with some selective value-added-resellers (VARs), who are committed and understand the value proposition of our product,” added McHugh.

NComputing strongly believes that channel is the key to success and has built the entire company around working successfully with its channel partners.Besides, it values the channel partners' customer insights, technical knowledge,and market knowledge. But at the same time, the company is fairly selective in choosing its channel partners so that both sides can have a mutually rewarding experience. With over 500 strong channel partner base in India, the company is also investing in marketing programs as well in order to raise the awareness with the Indian customers.

According to McHugh, the company's marketing efforts would be focused at enabling these channel partners and empowering them with all the marketing and technical support to target and serve the customers. It would also be working closely with OEMs and will be engaging in joint marketing programs to have concentrated efforts across various vertical industries. With these programs, it would be targeting the education sector, SMB segment, healthcare sector, BPOs, manufacturing, and government sectors, where the NComputing product is an ideal fit, as it helps optimize and maximize the cost expenditure on their IT infrastructure.

Nonetheless, NComputing engages its partners in a comprehensive channel program that includes channel sales/technical training, business development, joint marketing initiatives, and demo kit programs. It also provides guidance to its channel partners on targeting the most suitable customers like government and private schools, colleges and universities, small and medium businesses,retail, internet cafes, hospitals, callcenters, factories, and government offices.