Ashis Guha, President – Global Sales, Sanovi Technologies is responsible for driving the global sales strategy for Sanovi. In an exclusive interaction with Faiz Aksari, ChannelTimes bureau, Guha highlighted the issues and opportunities in the market for channel partners.
How is the market for disaster recovery evolving in India?
Disaster recovery (DR) has been one of the key mandates for most of the enterprise CIOs. Any organization which has realised the importance of IT dependency on their business, want to become DR ready. In order to become DR ready, organizations need continuous monitoring, even when the business is running smoothly. In the banking industry, DR readiness is defined as very important factor as RBI has already issued a guideline in which it clearly says that every banking institution must have DR preparedness.
What is the scope consultancy from the perspective of partners or pre sales in the DR solution?
It is extremely important for the partner or the pre sales professional to examine the importance of any business application in the respective business. This requires a complete analysis of the business application and its impact on the business. It is highly needed to draw an estimate on the cost of the business application failure. We call this as business impact analysis. DR planning needs to be driven by this factor.
How does Sanovi work with the partners in this market?
Sanovi Technologies is a partner driven organization. We focus on enabling best in class environment for our partner’s business. We enable our partners who can give confidence on these issues to their respective customers.
Please highlight the structure of your partner’s network.
We have tier 1 partners which are big SIs. We have tier 2 partners which are regional solutions providers. iValue is our national distributor. We are also going to initiate a new category of solutions providers with niche expertise like Banking and few other verticals.
In total, we have over 50 partners to cover regions like India, Asia Pacific and Middle East.
What unique attractions do you offer to your partners?
We offer something exclusive in the market. Our product portfolio is only focussed on ensuring the DR preparedness for the enterprise organization. We work with some of the leading enterprise organizations including large banks, PSUs and Government organizations. The value we bring in the DR planning is all monitoring, DR planning, ensuring DR drills with an ease of the system.
From the partner’s perspective, the partner can establish a long term relationship with the customer. Once the customer relationship is established the business revenues are bound to expand.
What is the key attraction for Sanovi’s DRM solution in the market?
There are couple of features in our product portfolio which are unique in nature. For example, the real time analysis about the DR preparedness is our USP. We offer complete automated process of DR monitoring, DR mock drills which allows the customers to keep himself always DR ready. With our solutions, RPOs and RTOs can be monitored on a daily basis. Our solution also offers a comprehensive report which can be generated on a daily basis. This allows a real time check on the DR preparedness and by this analysis or examination, any IT head can confidently make comments about the DR readiness of his infrastructure.
How has your business growth been so far in India?
We are getting great acceptance from the market. Last year, we grew by 40 % in terms of revenues. Last fiscal year, we have registered revenue of 5 million USD. This year, we will be growing at expected growth rate of 60 %. The average deal size for us is ranging between 1 lac to 1.5 lacs USD.
This year, in August, we have introduced a new range of services by the name of DR as a Servicethrough this we are targeting the SMEs. This service is rolled out in the market through our partner Net Magic. However, very soon we will be introducing this service in partnership with some other leading partners.
Please share Sanovi’s focus towards enabling partner’s scope of work and revenue opportunities.
We have trained and certified over 300 partner resources in India so far. We have very aggressive drive on certification for pre-sales and post-sales. We understand the importance of better profitability for our partners. In this context, in our DRM solution, partners are involved in the entire cycle of the customer. For example, partners can install our solution, they give support to the customer, customization of the solution can be done by the partner and partners can also contribute significantly in the operations of the solution. These opportunities can lead to many new revenue generating avenues for the partners.