Gurgaon, Sept 19: The Indian government’s push towards digitalization has proved to be a boon for the industry and the same is the case with Gurgaon based Value Added Distributor Rah Infotech,
which has seen its tier I systems integrators placing the orders for the material in the large volume.
After a long period of lull this brought in cheers to the distributor during the the current fiscal year and is confident of touching Rs 100 Cr turnover by next fiscal year.
As an established player in the networking and network security domain the company feels that its focus on right technologies, lightning fast product and project deliveries, onsite response and replacement services, is the key behind its success.
During an interaction Ashok Kumar, CEO, Rah Infotech, who has been dealing with end to end network security products distribution, said, “The beginning of the year has been quite positive for us. With the government projects revival, this year, we had grown by 30-40%. Despite going through the rough last fiscal year.”
The company has started getting back its government banking projects, with the support of its SIs. For Rah, government vertical contributes close to 20% to its overall revenue along with enterprise(30%), BFSI(10%) and SMBs(10%).
Every year, the company has been expanding its distribution network by adding two-three vendors into its portfolio. Some of its top five value and volume brands are Cisco, Juniper Networks, WatchGuard, Forescout Technologies and Microtik.
“We have a wide range of products starting from Rs 15,000 up Rs 1 crore, covering all the segments from small business to large segments. Our brand partnership covers largely US based vendors, as India has huge acceptance of the US brands in the network security,” said Kumar.
In the distribution, it has products spanning across information security, network, performance, storage backup and wireless. The company looks to widen its wireless and cloud offerings by adding new vendors. “We are pretty selective about our vendors partnership as each relationship requires lots of investment and commitment from the distributor. Having said so, we will soon be signing up partnership for wireless and cloud solutions,” he added.
Today, the distributor has 500 billing partners across India, but it sees regular business coming from only top 50 partners including tier I and II partners . “We have different set of partners for each brands, we ensure there is no overlapping of products among our partners and we work with those partners who are good at payments. As a value added distributor, we invest a lot on partners training and their skill sets.”
Kumar started operations in 2005 and over the years the company has set up 10 offices in India, along with direct operations in Singapore and UK. For Rah, still 25% percent of business comes firm services, which includes after sales support, installations, AMCs, and others. Pure vanilla distribution business is not a profitable business, service part has become very critical and Rah has hit the right