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Wipro to breathe life into PC, server biz

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CIOL Bureau
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BANGALORE: After a year of lackluster performance in its own-branded PC and server business, Wipro Infotech looks all set to take long strides of growth. The company, which grew marginally in both its server and PC business in fiscal 03-04, has already outlined a four-pronged strategy to make sure it is able to achieve growth higher than the industry-levels this year.

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According to the company's PC business general manager Anil K Jain, Wipro Infotech is putting a strategic account program in place, besides setting up new sales structure, revamping its channel focus and tie-up with Redington as national distributor. In the strategic account program, the company intends interacting directly with its top 120 clients across the country.

The company has also divided its sales team into three categories to look after metro, the next top-6 cities and upcountry markets. It is also looking at forging stronger relationships with key partners instead of having a broad-based engagement, while bringing in Redington to meet the requirements of other partners.

In addition, the company also plans to leverage its service network spread across 100 cities. It has also set up a toll-free helpdesk facility called Simple Connect for its customers.



"Last year we focused very strongly on our bottomline even while topline recorded unimpressive growth. But then we wanted to bring a certain amount of focus in our business. From this year onwards, we would be addressing key accounts and business verticals in a very aggressive yet focused manner," Jain explained.

The company's server sales, in terms of volume, experienced a dip last year though there was a 10 percent increase in revenues. Likewise, for its range of SuperGenius PCs, the volume growth was just around five percent. At one point of time, the market was rife with speculation that the company may completely withdraw focus from its PC and server business.

However, Jain attempts to clear these speculations and informs that in the recent past, the company has acquired a number of good customers. "As a growth strategy, we would focus more on selling high-end servers this year, which would contribute significantly in terms of revenue," he stressed.

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