Nirmal Datacomm | Fasttrack | ChannelWorld.in

PARTNER HOTLINES

Nirmal Datacomm

By Ankita Mitra on Jul 18, 2011
Nirmal Datacomm
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Gaining mindshare is not an overnight achievement says Kedar Shah, CEO, Nirmal Datacomm

Snapshot

Nirmal Datacomm

Founded:
1997
Headquarters:
Mumbai
Key Executives:
Kedar Shah, CEO
Employees:
220
Principals:
Cisco, RAD, EMC, VMware, Tandberg, Fluke
Branches:
Mumbai, Delhi, Kolkatta, Chennai, Bangalore, Hyderabad, Pune, Ahmedabad
Website:
www.nirmaldatacomm.com
Activities:
Networking, IT Infrastructure, security, unified communications, wireless, video conferencing, virtualization

Nirmal Datacomm was founded in the year 1997. Having its head-quarter in Mumbai, this systems integrator has extended its branches into many metropolitan cities like Delhi, Kolkata, Chennai, Bangalore and other growing markets in Hyderabad, Pune and Ahemdabad.
The apt vision, with a core focal point on key market trends and growth has brought the SI to its present level where it yielded a revenue of rupees 42 crore for the financial year 2010-2011.Above all, the team at Nirmal believes in the wonders that hard work can do to a company. The journey from a small data communication company to an expert in most of the pioneering technologies has been remarkable. Nothing was an easy accomplishment during the journey but the company has been determined in achieving its goals.

The initial vision

Kedar Shah, the Chief Executive Officer of Nirmal Datacomm, recalls the initiation of the company that had begun with the idea of finding the right Information Technology solutions and obtaining a remarkable slot in the market. “When we started with the company, we fundamentally wanted to cater only to data communications. At that time we had signed up RAD and Banyan VINES as our first customers.”

However, the company ensured its growth is not stagnated. “We built our expertise in the domains that we were operating and moved ahead very swiftly to the emerging markets at that time.” Today, it is among one of the few partners who have an impressive portfolio that consists of some of the most talked-about  technologies.

Some of the technology areas where Nirmal Datacomm gives attention to is security, unified communications, wireless, video conferencing, industry solutions and network infrastructure.

The sheer strength of intellect and hard work with a strong team of about 220 employees, Nirmal Datacomm beyond doubt has big plans in its kitty.  Kedar Shah informed that recently the company has been acknowledged with an ISO 2008:9000 certification and since then has made a lot of changes within the company policies.  “A lot of best practices have been adopted and processes are being done, be it logistics, services, and customer connected sectors,” adds Shah.

Riposte and challenge

Like many thriving companies, gaining the mindshare and making a mark in the industry was not an over-night makeover for Nirmal. It had to face many hindrances during the journey. The economic down turn definitely was one of the toughest periods for the SI. But the company was courageous enough to take the bull by the horns.

In the financial year of 2008-2009, the revenue generation of Nirmal was Rs 38 crore, which actually had slumped to Rs 32 crore during the next financial year of 2009-2010, the year of recession.

This significant decline in revenue was something that the SI had to cope with and emerge out with flying colours. As challenges were not new to Shah and his team, the situation was dealt with careful planning and sustained focus. The results were amazing, with a huge leap in top line and bottom line. It clocked a revenue of Rs 42 crore, a growth of more than 30 percent, something that many companies would not have been able to achieve immediately after a downfall.
“We had just come out of the recession. But  we got our acts worked up pretty quickly which is the reason why we could achieve those numbers,” said a very certain and self-assured Shah.

IT skilled seer

Without a great leader, no business can sustain profitability. While conversing with Shah, one could not help but be reminiscent of the famous quote by Milton Friedman, ‘The only relevant test of the validity of a hypothesis is comparison of prediction with experience.’

Being a CEO of the company is not only about holding a position of authority and accountability, but also enabling an individual to foresee the outlook, in terms of market trend, revenue growth and new scalable opportunities.

“I expect the market to go northwards at least for the next two years. Nevertheless, the buying patterns of the customers around their rational network and compute side are very likely to change,” predicts Shah and further goes on to add that the new trends would include technologies like virtualization and the customers’ urge to reduce the energy cost and higher optimization of its capacity.

Shah has a thought-out strategy to address these opportunities. He shares that the company’s focus this year would primarily be in the IT sector areas like computing, storage, virtualization and network. And to put this into practice, in terms of the expansion factor along with revenue generation, Nirmal Datacomm would be hiring more expertise, training professionals and investing on quality resources.

Moving on to talks about the change in expertise, Shah states that, “There has been transition in terms of technology like virtualization and cloud, so it takes time before the customer adapts to new things. That’s the major challenge that we have faced. The sales cycle is much longer, since it’s new for the customers.”

Vendor Expansion

An esteemed and certified Cisco partner, Nirmal Datacomm has surely made a mark for itself by being among the top five authorized trained Channel Partners of Cisco. This particular certification gives them an edge to sell solutions offered by Cisco’s for high-end data centers and virtualization, explains Shah.

Not the one to stop at this, Nirmal Datacomm definitely plans to forge ahead with the execution of larger expansion in the IT Solutions market. The SI has signed up with other well-known vendors in the IT field like the EMC and VMware.

Some of the other key principals of this solution provider company include the likes of Cisco, RAD, Tandberg, and Fluke.

Shah believes in leveraging the best out of each relationship. He believes that every partnership comes associated with a continuous learning process. Nirmal ensures that the time and effort that have been put in each vendor get huge returns.

Company Expansions

“Nirmal Datacomm definitely does plan to get bigger and expand its horizon. In the last few months, we have signed up other vendors to spread our wings in the market,” said Shah, who also added that, “We are looking forward to vendor relation within thin clients’ front and concentrate towards virtualization as a market to be addressed for the future.”

One of the most important achievements for the company will be its upcoming Gold Certification by Microsoft, “We are looking forward to build relations with Microsoft and becoming their Gold Partner,” said Shah. “We have done an excellent amount of work and we also have built in-house ability, ”he adds.

The SI is looking forward to building a virtualized environment- a private cloud-for itself. “We have not yet started any work around this but we do plan to establish it in the next quarter or so and we have our internal expertise to build our cloud infrastructure.” With these new initiatives and an improved focus, Nirmal Datacomm is all geared up to catch the next wave in the market

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