Sundar Balasubramanian is the senior director, general business (commercial sales and partners) at VMware India. Balasubramnian has almost three decades of diverse sales, business and partner leadership experience in the IT industry having worked with industry leaders such as EMC, VMware, Microsoft and IBM.
He has been deeply involved in new business creation, sales, emerging markets product development, classic product management, partnerships, channel management, and service delivery models. In an exclusive interview with ChannelWorld, he talks about the focus areas and growth agenda for VMware India.
How are Indian organizations fairing in the digital transformation journey? What will be the growth areas in 2019?
Indian businesses are no longer questioning the need to digitally transform, but rather how best to go about the transformation journey. Increasingly, they are moving towards a software defined business model. Multi and hybrid clouds, mobility, digital workspaces, and security will be the key focus areas for 2019.
Indian enterprises are recognizing the immense value that comes with digital transformation - be it the increase in customer satisfaction or the boost in employee morale and flexibility. In my observation, some verticals are more open to adoption than others. We are seeing tremendous enthusiasm to adopt cloud and other emerging technologies in manufacturing, BFSI, government, pharma and new age companies.
What are the challenges that hinder organizations from taking up the digital transformation journey?
“The CIO needs to balance out the short term pressure to keep the ‘lights on’ vs the longer term goal to software define the IT infrastructure. A short, medium and long term roadmap is needed for successful digital transformation.”
The traditional legacy infrastructure in these organizations tends to be the major impediment for digital transformation. This is why the CIO needs to balance out the short term pressure to keep the ‘lights on’ vs the longer term goal to software define the IT infrastructure. A short, medium and long term roadmap is needed for successful digital transformation.
Related: SDDC is fundamental to digital transformation: Sharat Sinha, VMware
How do you plan to assist your channel partners to grow and increase profitability this year?
Our focus and obsession has been around increasing profitability of the VMware line of business within our key partner organizations. As part of that goal and journey, we launched the VMware Master Services Competencies in 2018, especially for our partner network. And we plan to carry on with the momentum on it in 2019. This plan recognizes outstanding service partners, for expertise in specific VMware solution areas.
Attaining a Master Services Competency can assist the partners to accelerate their capabilities and grow their business. This program will also provide a pathway to our partners towards greater profitability. Our partners can enroll for this program and stay aligned with the vision and strategy for growth.
What technology trends can impact channel partners in relation to your specific business?
Technology trends that partners should watch out for are - Digital transformation, security and digital workspaces. These areas witnessed fantastic growth in 2018, and we expect it to continue this year too. However, the intensity of energy around them will be much higher.
“We are seeing tremendous enthusiasm to adopt cloud and other emerging technologies in manufacturing, BFSI, government, pharma and new age companies.”
2019 will see the continuation of the Indian digital transformation journey with a stronger and more intrinsic focus on security. Our partner network is continuously working towards identifying and implementing new focused strategies that will assist customers to access higher degree of security, for example, in helping them secure their infrastructure.
Another trend that will be the central focus in 2019 is digital workspaces, with additional focus on device management. Companies are increasingly looking at securing employee devices and seamlessly deliver apps on mobile for increased efficiency.
Partners are aware of these market demands and are continuously working towards supplementing their skillsets to offer differentiated strategies for mobile workforces.