NEC: Well-positioned in IT as well

DQW Bureau
New Update



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.