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Pallab Talukdar

Fujitsu India : Volume Business and Enterprise Products is Critical

Interviewed by Tasneem Balapurwala Tue, Nov 03, 2009

image In the Indian market, we are just starting out, so we will add traction as we go along. Our strategy is completely based on channel partners as we are a 100 percent channel-driven organization. image

Pallab Talukdar CEO, Fujitsu India

What are your server offerings in India?

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We have a whole portfolio of x86 servers that includes towers, racks, and blades. This is a complete and comprehensive portfolio of the x86 servers, which is available globally. In the case of blades, our latest vx900 is the most advanced blade server in the market.

Like HP and IBM, do you have anything in the pipeline for Sun customers?

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We are giving additional software and hardware solutions, which allow customers to go for built-in virtualization capabilities or built-in application stack for SAP and Oracle that allow tremendous agility and flexibility. As a result of these solutions, there will be customers from Sun and others too who will feel that now there is a compelling reason for them to look at the x86 platform.

What are you doing to increase your share of the server market and rise up the ladder from No. 5?

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In the Indian market, we are just starting out, so we will add traction as we go along. Our strategy is completely based on channel partners as we are a 100 percent channel-driven organization. We are in discussion with partners both at a national and regional level. They are the people who can position Fujitsu. Once that happens, we are sure to improve our position. Earlier, we were evolving in a fragmented fashion, but today everything is coming under one umbrella. What was missing was a cohesive global approach in terms of going after market share and now we are moving in a charted direction.

What is the channel strategy that you intend to pursue?

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Our channel strategy is centered on two pillars of our business. First, we want to play a significant role in the volume business, namely, notebooks, tablet PCs, and workstations. We have tied up with two distributors, Redington and Rashi Peripherals, and a whole bunch of tier 2 partners who will, in turn, be buying from these distributors.
The second part of our business is centered on our enterprise products and solutions and that is the space where we believe systems integrators have a critical role to play. For this, we are talking to large national level SIs, like Wipro, Tata Elxsi, and Allied Digital.

In Q2 of 2009, the server market declined by 30 percent. What is your strategy in this situation?

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I think there are two prime reasons why the market fell. One was the economic turmoil, which meant that people put a lot of projects on hold, and this had a direct bearing on the IT infrastructure spend. The second is the underlying trend in the market for virtualization. It’s a combination of both factors because of which the market for servers has gone down substantially.

How is Fujitsu planning to exploit the cloud computing and virtualization wave?

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Most customers want a virtualized environment. But it is also a reality that you will never see an environment which is 100 percent virtualized. Most datacenters will have a combination of physical and virtual servers. We have an integrated solution called Resource Coordinator. Built on top of VMware, ESX, or Hyper-V, we offer this as a pre-packaged solution to the customer.

 

What are your focus verticals?

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Our primary focus is on two segments — manufacturing and media. We are also gaining traction in the government sector.



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