Neoteric Ventures into Solution Space

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After establishing itself in the distribution space, neoteric is now helping the channel partner community move up the value chain by venturing into the solutions side.

  ITVN spoke exclusively with Anup Nair - Head neoteric Technology Solutions about neoteric’s current focus of activities and future plans in the Indian region.

Q) What is the present focus of neoteric when it comes to targeting Enterprise segment?
 
Anup Nair: neoteric technology solutions (NTS)- the solutions arm of neoteric is focused on enabling the channel partners to be able to pitch complete solution offerings and act as a one-stop shop for all the technology requirements. Right from consulting and solution architecting, the partners would be trained and developed to manage the entire gamut of services till the post-sales services.

Q) What is your definition of an enterprise? Is it based on revenue or number of PCs etc?

Anup Nair: The definition of an enterprise varies from sector to sector; classification varies on the basis of the number of PCs, revenue, number of employees and the number of applications or device ports to be installed. Also the definition varies in context to whether it’s the vendor assessing it or it’s a distributor like neoteric assessing it.

Q) What kind of investment do you plan to make in terms of establishing your presence in the enterprise segment?

Anup Nair: With the focus being on providing end-to end solutions, investment on skilled manpower to build an efficient eco-system is of utmost importance. With an extensive experience of end customers,  our team includes pre-sales, business development as well as post-sales technical experts who in close association with the partners train and develop them to incubate from a mere box-selling trader to a solutions provider.

Q) What kind of vendors is aligning with neoteric for targeting the enterprise segment?

Anup Nair: neoteric is associated with vendors like Alcatel Lucent, Avocent, Belkin, Dell, Edimax, Everfocus, Iomega NAS, LG, Microsoft, NEC, Numeric and TrendMicro that has helped us build a considerable portfolio to address the enterprise segment.

Q) What would be your strategy to push enterprise focused products among the channel partner community?

Anup Nair: Partner enablement being the core, the strategy lies in training the channel to interface with the customers and provide a complete solution, certify their technical team on the technical services, through our lead management services pass on qualified leads to the partners and thereby bring about a shift from box-selling to solutions selling and service offerings.

Q) What are your expectations from the enterprise segment? What are some to the verticals that you are targeting for this business?

Anup Nair: The enterprise verticals that we are currently focusing on include Unified Communications, Audio & Visual Solutions, Networking solutions and Security & Surveillance solutions. The sectors that we have already serviced include hospitality, healthcare and manufacturing units.