How ITPL Bagged Server Consolidation Deal in AST | Servers | Casestudies | ChannelWorld.in

PARTNER HOTLINES

How ITPL Bagged Server Consolidation Deal in AST

By Kartik Sharma on Feb 01, 2012
Executive Summary

Vadodara-based IT solution provider Informatics Technologies (ITPL), decided to choose Dell as Dell had better offerings, which were best fit over the competitive offers in the Market. This gamble paid off rich dividends.

Case File

Key Parties:
Advanced Systek, Informatics Technologies
Location:
Vadodara (Gujarat)
Implementation Time:
6 Months
Cost of Implementation:
Rs 2.75 Cr
Key Challenges:

To convince the customer to overhaul IT infrastructure from one vendor to another

Key Benefits:

Reduction in customer sales cycle time by 50 percent, and increase in year-on-year sales.

Key Technologies:

Hardware implementation, server consolidation

Key Vendor:

Dell and HP

Key Competition:

Sun Infotech

Implementation Partner:

Informatics Technologies

 

 

 

 

Vadodara-based IT solution provider Informatics Technologies (ITPL), decided to chose Dell over its previous principal. ITPL felt it had missed some opportunities when it was partnered with that vendor. It went on to join hands with Dell for its major projects. This gamble paid off rich dividends.

Break-up, Tie-Up

When the Gujarat-based Advanced Systek (AST), a life-cycle engineering services provider to the oil and gas industry, both in India and abroad was in the need of server consolidation and standardization with huge number of servers and work stations required to be implemented, they were looking at an able partner to help them out. The company required a strong IT infrastructure to provide critical interface between automation, metering and safety components, and the software management system that automatically monitors and calibrates flow of oil and gas.

Amit Parikh, General Manager, Sales and Marketing, Advanced Systek explains, “We bagged a huge turn-key project that was quite crucial for our business growth. The challenge for us was to ensure our solutions are reliable, and that these solutions can operate on systems in remote locations with harsh atmospheric conditions and potentially hazardous environments.”

Enter ITPL, AST’s partner of more than 10 years in providing HP products. But the client was facing problems with HP regarding integration, warranty, services and support. “HP’s response time was quite slow. For example, it used to take six to eight weeks for servers to arrive, which is not affordable in our business,” Parikh explains.

P. Umamahesh, Managing Director, Informatics Technologies (ITPL), believed that Dell has onsite support facilities across the globe irrespective of the location and distance. “So we knew that it was Dell who could do justice to this project. Today, we are doing many major projects with Dell.” Umamahesh adds.

Tough Nut to Crack

Having decided on Dell, it was now time to sell the idea to the customer. It was not an easy proposition for AST to visualize replacing its whole infrastructure from HP to Dell. Parikh details. “There were lots of issues in the office over this huge replacement. It was not easy to convince the whole IT team to replace the infrastructure with some other vendor.” In the end, it took almost three months for ITPL to convince AST.

ITPL worked their socks off to bag this deal. “As it was our suggestion to go with Dell, we prepared all the blueprints and a fool-proof model to move forward,” says Umamahesh.

Although server consolidation was not new for ITPL, the client was not convinced about Dell’s potential to complete the project on time and continue the service with the same momentum. ITPL also went on with couple of pilot projects with AST; the customer analyzed the performance and the project model and finally signed the deal with ITPL. Parikh explains, “ITPL suggested trying Dell this time. We requested quotes and received quite aggressive quotes from Dell, who were earlier quite reluctant to send quotes and was not much interested in doing business with us. This time around, Dell backed up with a strong support and service scheme with the help of ITPL.”

Good relations with Dell played its role here. As Umamahesh notes, “Dell came in the forefront to help us in convincing the customer and helped us in preparing the whole implementation model. We deployed our engineers with the help of Dell.”

Incessant Competition

When ITPL decided on not going with HP for the deal, HP tied up with another channel partner, Sun Infotech, and jumped into the bidding process. HP, with its new partner, tried its best to grab the deal. “We had been buying HP for more than five years before that. It was a deep association with HP with huge installations by the vendor in the past” explains Parikh.

AST invited bids from HP and other market players as well but finally joined hands with ITPL and Dell. Interestingly, HP keeps coming back to Advanced Systek for the deal over these years. “HP comes for all the bids but invariably loses the deal to us. It is always challenging for us to keep our performance level high and beat competition consistently,” says Umamahesh.

Larger presence in market also helps ITPL in grabbing the deal. Parikh talks about it, “Sun Infotech is relatively smaller channel partner. It doesn’t have equivalent customer reach of ITPL. It also lacks in support and service strength. Good service and better performance is always a plus point with ITPL in the biddings and we bag the project even when our prices are marginally higher than the competition.”

“If it is a box sale, customer may look at the lowest possible price or other parameters, but in the pure play of solutions, the customer looks only at the experienced partner technically qualified giving backup support. Only then will a customer have faith in the partner,” Umamahesh states.

All ends well

Though this deal was not a success in terms of revenue, it established ITPL as a valued player in the region.

“The initial project did not bring us any gains as the price we quoted was quite aggressive and the hugeness of project demanded huge amount of service. But then also it was not a loss even in terms of revenue, says Umamahesh by adding, “Due to this deal, AST as well as Dell agreed to give more margins according to our needs. We are still moving on successfully with AST and every year we do a business of at least Rupees 2 Crores with them.”

ITPL now refers its major clients to AST for showcasing its work and this has resulted in ITPL getting new projects. The solution provider is now a promising player in the energy sector. “Post this deal, we have made strong footprints in this industry,” says Umamahesh. ITPL has also witnessed 100 percent increase in its business with Dell every year.

As a result of the project, AST reduced its sales cycle time by 50 percent with a year-on-year increase in sales by 100 percent, with more than 20 projects running concurrently each year.

Other Case Studies

EDITOR'S PICK

Try These 5 Undiscovered Google Drive Tricks

Google Drive and its attendant apps offer a wealth of tools to help you be more productive. Try these five for the biggest boost.

What Does the Collaborative Economy Mean for Information Security?

Most employers allow their staff reasonable use of office products such as telephones, copy machines, coffee and the like. For the most part, employees won't be using the copy machines to compete with Kinko's or a company car to compete with black car limousine services. Well, at least not until now.

Tech Chat

Collaborating To Outcome Based World: Priyadarshi Mohapatra, Avaya

Priyadarshi Mohapatra, Managing Director, India and SAARC, Avaya, on how IT is transitioning from a keep-the-lights-on role to one that enables customers to deliver results.

The Dawn of the Digital Age: Akhilesh Tuteja, KPMG

The development of digital infrastructure will be a key growth driver for technology and solution providers. 

Paradigm Shift from End-Users to User-First : Parag Arora,Citrix

Parag Arora, Area Vice President and India Head, India Sub-continent, Citrix, says new technologies will force organizations to take a user-first approach in 2015.

Mobile and Cloud Are Gamechangers of the Future: Karan Bajwa, Microsoft

Karan Bajwa, Managing Director, Microsoft India, says, in  2015, organizations will adopt a mobile-first and cloud-first strategy to get ahead of competition.

A Network for the Internet of Everything : Dinesh Malkani,Cisco

Dinesh Malkani, President, India and SAARC, Cisco, talks about IoT and the significant technology transitions in the networking world.

Moving to the Third Platform: Jaideep Mehta, IDC

Cloud and mobility are the two technologies that will fuel the rapid adoption of the third platform in India.

Envisaging a Holistic Security Strategy For 2015: Sanjay Rohatgi,Symantec

Sanjay Rohatgi, President–Sales, Symantec India, says the company has a set of holistic solutions in place to secure organizations from security threats. 

Beating the Bad Guys: Sivarama Krishnan, PwC

Organizations will need to turn inwards to establish robust information security strategies.

Building Capabilities for a Digital Tomorrow: Alok Ohrie,Dell

Alok Ohrie, President and Managing Director, Dell India, on the company’s investments to build end-to-end solutions and delivery capabilities for a digital world.

SLIDESHOWS

CEO Comebacks: For Better or for Worse?

We bring to you six global CEOs who made the idea work, or not.

Datacenters in the Weirdest Places

A peek into some of the most unusual datacenter locations in the world. Here are 13 datacenters that are built in unusual locations like mines, ships, trucks and even a nuclear collidor. Taking about common wisdom, eh?

12 LinkedIn Mistakes IT Pros Make

LinkedIn is the go-to place for IT pros to market themselves, connect with co-workers, find former colleagues, and meet-up with like-minded folks. Take a few minutes now to make sure your profile showcases your accomplishments, and skills. Here are some common mistakes to avoid.

ChannelWorld Survey: State of the Market 2014

Partners poll their sentiments, expectations, pain points, and challenges for the coming year.

6 Leaders Who Headed for an Abrupt Exit

The abrupt exit of top leaders of Indian and global tech companies this year, with many of them citing ambiguous reasons, surprised the technology world.

FAST TRACK

Kamtron Systems

Transitioning towards a service-oriented company will boost our growth, believes Kavita Singhal, director, Kamtron Systems.

TIM Infratech

Delivering ‘best of breed’ technologies to enterprises is key to success, says Monish Chhabria, MD, TIM Infratech

Mudra Electronics

A vendor-agnostic strategy helped us sustain business, says Bharat Shetty, CMD, Mudra Electronics.

Systematix Technologies

Our USP is a customer-friendly approach backed by services, says Akhilesh Khandelwal, Director, Systematix Technologies.

CorporateServe Solutions

Our ability to turnaround complex ERP projects in record time is what gets us customer referral, says Vinay Vohra, Founder & CEO, CorporateServe Solutions.

KernelSphere Technologies

We are emerging as an end-to-end systems integrator, says Vinod Kumar, MD, KernelSphere Technologies.

Uniware Systems

We constantly validate emerging technologies for first-mover advantage, says Vergis K.R., CEO, Uniware Systems.

Astek Networking & Solutions

An innovative approach helps us stay successful, says Ashish Agarwal, CEO, Astek Networking & Solutions.

CSM Technologies

Our approach is backed by innovation and simplicity, says Priyadarshi Nanu Pany, CEO, CSM Technologies.

EMC PARTNER SHOWCASE

Partnering for Profitability

Atul H. Gosar, Director, Network Techlab, shares how the company’s association with EMC has provided it with a competitive edge and a wide customer base, leading to increased profitability.

Sponsored Content

Promising Pipeline

Venkat Murthy, Prime Mover, 22by7 Solutions, shares how EMC brings in competitive edge by enabling technology, GTM and lead generation, helping 22by7 acquire new customers and retain old ones.

Sponsored Content

Powerful Performance

Deepak Jadhav, Director, VDA Infosolutions, says initiatives by EMC around training and certification have helped the company’s staff improve its performance and enhance customer experience.

Sponsored Content

Performance Booster

Rajiv Kumar, CEO, Proactive Data Systems, says that the solution provider’s association with EMC has helped expand its customer base and added value to existing offerings.

Sponsored Content

Pursuit of Profitability

Santosh Agrawal, CEO, Esconet Technologies, shares insights on how the systems integrator’s association with EMC has spelled sustained success over the years.

Sponsored Content

Non-Performance is Not an Option

Nitin Aggarwal, Director, Trifin Technologies, shares insights on how the association with EMC has helped the system integrator stand out and empowered its personnel to deliver consistent performance.

Sponsored Content

SOCIAL MEDIA @ CW India
SIGNUP FOR OUR NEWSLETTER

Signup for our newsletter and get regular updates.