Since its inception in 2008, iValue InfoSolutions has been showing a fairly impressive growth rate each year. As a matter of fact, the company has redefined the distribution space in India. Sriram S, Co-Founder and Director at iValue InfoSolutions explains how the company has grown from strength to strength.
Channel Axis: According to you, which way is the Indian distribution market going?
Sriram S: The business opportunities are great for any player who is willing to understand and address business and IT challenges of customer, understand their vertical and domain needs, understanding their compliance needs, share best practices with them relevant to their business and offer customized and optimized solutions and services in a consultative way.
Channel Axis: How has iValue structured its business with respect to the number of business units and which industry verticals in India will drive most of your growth in 2015?
Sriram S: From an offering perspective iValue has 2 groups – Digital Asset Protection group and Data, Network and Application (DNA of every business) group. From geography perspective iValue has 4 zones -North & ast, West, South and Overseas. From vertical perspective iValue top focus are BFSI, eGovernance, ITeS, Manufacturing, Pharma, Media and Hospitality.
We expect BFSI and eGovernance to be fastest growing vertical along with our Overseas geography.
Channel Axis: Which vendor brands you are in alliance with in India? What has been your company’s focus in terms bringing on board new vendor brands?
Sriram S: iValue approach has been to address end to end challenges of our partners/customers in the Digital Asset Protection & Data, Network and Application management area. We have 22+ direct signup with vendors with compelling and complimenting offerings in this area. We have a good mix of both niche and popular offerings to meet the growth and profitability needs of our partners. We will continue to add more popular offerings to enhance opportunities for our partners with each of their customers in the DNA management front along with associated services. Some of the recent signup include Checkpoint, HP security, HP Big data, Tenable, Imperva and Cyberark.
Channel Axis: With the increasing security threats, how is iValue evolving its security portfolio?
Sriram S: We have evolved from Network security focus to Data, Network & Application (DNA) protection and management focus over the years. Our expertise and focus are in helping our customers in effective management of DNA in private, public or hybrid cloud models.
We keep a watch on the emerging threats and the niche solutions/services addressing them to ensure our customers are always ahead of the threat. We engage our customer/partners on an ongoing basis to help them monitor and manage threats in real time in DNA area’s and address them proactively.
Channel Axis: In what ways is iValue creating value for channel partners who are in partnership with the company?
Sriram S: For iValue, its partners are extended arm to address customer needs. Being a 100% indirect transaction model, partners are involved in every business of iValue. We add specific solutions relevant to each partner customer base and complimenting to their portfolio and empower them on sales and technical front to address emerging opportunities in the DNA management space. We work along with partners front end team in the market with their customer to grow business. Our portfolio of niche and compelling offerings has helped most partners to sell to new customers and enhance wallet share at customer base. It has been a win-win / complimenting each other approach with a long term relationship driven partnership with key partners.
Channel Axis: How would you explain the transforming role of the channel in a cloud-enabled environment?
Sriram S: We see a steady migration from private cloud model to hybrid cloud model. Eventually majority of the customers will be on hybrid cloud model. Hence it’s critical for us and our partners to have the flexibility to extend solutions/services both in private and public cloud model with flexibility to migrate from one to the other.
Channel Axis: Going forward, what new channel development initiatives, programs are you planning in the Indian markets?
Sriram S: Partners are integral to iValue annual business plan. We continue to work with specific partners for specific set of solutions and work together to grow the business. We also continue to add compelling new solutions to help partners enhance their engagement and growth opportunity. By complimenting partner capabilities with our offerings and skills around offering, it helps both sides to expedite results.
Channel Axis: What are the factors that have contributed to your fast growth?
Sriram S: iValue has been growing consistently at 4+ times market growth rates over the last 7+ years. The key reason for this growth has been our investment in growth initiatives even during bad times. We have doubled our geographic coverage, increase head count by 250%, launched 2 vertical based GTM initiatives, strengthened channel team, worked with customers to create need and then work with partners to jointly close the opportunity. Recent initiatives are focusing on Application Solution provider as partners and overseas business initiative which are yielding good results and traction.
We also plan to launch 3rd Vertical GTM on ITeS vertical soon.