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is gradually taking a leap from
product to being recognized as a solution-centric company, especially
in the Indian market. While the company has been known for
projections in India, it has solutions in the IT sphere as well.
Though the company is a late entrant in
the IT sphere here in India, it has worked on its go-to-market
strategy. Instead of going into the standard and cluttered market, it
is focusing on giving unique values and technology offerings to the
customers as well as partners in India.
Recognizing India as a key geography
and a strategic market, and looking at the high demand for business
continuity in the country, it has recently launched a unified
middleware EXPRESSCLUSTER family of integrated high availability and
disaster recovery software, providing wide range of solutions
enabling fast recovery and continuous protection of critical
applications and data.
“NEC is committed to bring
best-of-breed solutions in India. With this target in mind, we are
concentrating on high-end enterprise products and middleware
solutions like EXPRESSCLUSTER that would give better RoI to our
customers,” said Abhilesh Guleria, country head-multimedia
product group and IT platform business, NEC India.
Guleria further added, “We do not see
ourselves as late entrant in this market, as it is a business
continuity market. Though there are offerings from some vendors in
the market, nobody has reached a point where they could claim market
leadership. These are the technologies that Indian CIOs are now
sensing their growing importance. The market is itself maturing.
There is great need felt by customers to implement business
continuity and disaster recovery solutions.”
The company is working very closely
with strategic channel partners and system integrators to take its IT
products and solutions to the customers. Apparently, it has already
received a good initial response from the partner community for the
middleware solution. It is also engaging with the value-added
partners to cater to the SMB segment and specific regional partners
to tap the Upper SMB sector. Besides, it is working with system
integration partners to cater to the requirements of the larger
enterprises, e-governance projects, and other such large scale
projects in various sectors.
“In this whole process, we need to
ensure that these partners are enabled properly. We have a strong
Express Partner program, wherein we train them by webinar training
sessions, hands-on training sessions, and certification programs for
the pre-sales and system engineers of the partners. There are
dedicated resources committed from the partner side who undergo
training and certification processes. We also have a joint GTM
program, EDMs and mailer campaigns to support our partners. We also
have a help desk and a global support center for our Indian
customers,” highlighted Guleria.
Moreover, in order to expand in to the
tier-2 and -3 cities in the country, NEC is working hard on its
go-to-market strategy. It believes that ground coverage is very
critical to the overall strategy and that's how it can reach to the
maximum number of the customers in the Indian market. Its GTM
strategy involves selecting partners from the major regions, enabling
and training them, and having a joint business plan.