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"We will provide value-added services to our partners"-GS Paul

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DQW Bureau
New Update





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GS Paul is a pretty well-known name as far as the IT distribution industry is

concerned. He spent a very long time in TechPac-since merged with Ingram Micro-last

position being DGM (North). Then he was the CEO of Esys, another distribution

major. In a chat with Faiz Askari, Paul unleashed some of his future plans.

What is your strategy to embark into the Indian market?



We are aggressive in gett-ing our network expanded. We are working on

expansion in our channel partners base. Right now, we have a presence in New

Delhi, Mumbai and Bangalore. But within six to eight months we expect to

increase this number to 14, covering all the major cities. We are also expecting

to have 50 partners in the three cities within the next two to three months

time.

Are you going to focus on any specific segment?



Our main aim is to become a value-added distribution company for all the IT

products. We are looking to foray into soft-ware, hard-ware, networking and all

other related areas. Out of this we are already catering to the networking

industry through our two vendor partners.

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What's your plan for expansion and what investment are you planning for

this expansion?



Right now we have our presence in three cities. All these three offices will

be operational from December first week. Then, we are planing to enter into 14

cities covering all the major IT happening places in India. This expansion also

means that we have to expand our core strength. So we are planning to have 100

employees by the end of 2005. Out of this 25 would be technical staff for taking

care of all the service and training part of our business.

How big is the market for the vendors that you are presently handling?



Estimated size of the Indian structured cabling market is around Rs 300

crore. Having being in the number one position on the global platform, we expect

to grow Nexans rapidly in India. I strongly foresee that Nexans will achieve the

leadership posit-ion by 2006. Similarly Accton, which is targeting the enterp-rise

segment in India, will also have a good time in India. In the enterprise segment

there are less number of vendors to compete with, as it is a niche segment.

Do you have any target in mind for the number of vendors Innovative will

handle?



As of now, we have just two vendors in our portfolio. We are looking at have

at least 10 vendors to work with in the Indian market. I am extremely confident

of achieving this number by the end of 2005.

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