Cheer The Growth

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The anticipated growth in various industry sectors in country can mark a growth opportunity for VARs following focused selling strategy.

Despite the economic downturn, India remains amongst the top 10 countries with an optimistic economic outlook for the year 2009, according to a poll by market information company TNS Gallup International. According to International Monetary Finds India is predicted to register GDP growth of about 7.5% this financial year, a drop from 9% that the country achieved last year, but this is still higher in contrast to the global economic growth that is projected at 3.7% in 2008. An earlier study by the Economic Intelligence Unit suggested India would contribute more than 12% toward global economic growth by 2020 from approximately 5% in 2006.   These optimistic projections are being made based on the expected growth in the various sectors like Indian software and services; automotive industry; BFSI; and healthcare. The consumer finance industry is pegged at $45 billion and growing at 28%, while the healthcare sector is $35 billion currently and expected to grow 42% annually. In fact

it is the third largest growth industry in the country today. Along with these is the automotive industry, which is $ 34billion, and growing at 15%, as the oil prices dip and more people afford new vehicles. There is also the Indian mobile phone market – at 9 million new customers every year – is the fastest growing in the world today.   Now how do these numbers from so varied industry segments impact your business as a value added resellers? This is how:   1.   The expected growth rates means that the companies in each sector whether an SMB or an Enterprise will look to improving their levels of performance.   2.   This will mean improving information systems, data management, and IT infrastructure, which enables better consolidation of business data.   3.   Need for upgraded or newer IT hardware and allied solutions.   4.   The customer companies will look for IT partners who can offer total solution and services.   &

nbsp; Since competition is high, it is imperative that you make most of this opportunity. This is how:   1.   Instead of selling all to everyone, develop industry specific skill sets, and product portfolio.   2.   Create niche expertise going from hardware to software services, as well as after sales service.   3.   In case you cannot develop all expertise partner with solution provider companies to go to market together.   4.   Alliance with your vendors to make most of their SMB or Enterprise product promotions.   5.   Go with the vendor to sell the solution.   6.   Instead of just selling, focus on innovative hardware and software solution that will help your clients grow.   As we look to emerge from this tough economy, what is emerging as a key trend is specialization especially for VARs who are in the business for a long haul. Instead of quick bucks, the aim should be to get a steady flow of reven

ue even if it is lower than what fast business moves can get.