EMC outlines India GTM strategy

NEW DELHI, INDIA: EMC, information infrastructure solutions provider, outlined its five pronged India GTM strategy for the next phase of growth in the Indian market.

This strategy will help EMC extend its leadership in the total addressable information infrastructure market in India, which is expected to cross $1 billion by FY 2011; three and a half times the size of the current external disk storage market, according to EMC estimates.



The five elements in EMC’s new GTM strategy for growth in India:

Realignment – New enterprise and commercial divisions formed to focus on specific market segments

People – EMC India leadership team strengthened through new appointments

Presence – New office and logistics and support centre opened in Pune and a new office in Ahmedabad

Portfolio - New products announced to strengthen EMC’s portfolio of information infrastructure solutions

Partners – Commitment to double the channel and Value Added Reseller (VAR) base by 2009

Alok Ohrie, president, EMC India and SAARC, said: “EMC will extend its leadership in external storage to fast-growing market segments such as information security, content management, personal storage and cloud computing over the next three years.”

As a first pillar of the GTM strategy, EMC has realigned its business into enterprise and commercial division from its previous geographically aligned business in order to provide customized solutions and services to different market segments. EMC also announced its plans to strengthen its information infrastructure offerings for the small office / home office (SOHO) segment in India and SAARC region.

As a second pillar of the strategy, EMC has strengthened its management team by appointing Rajesh Janey as the vice president of enterprise business, India & SAARC region and Ramachandra Acharya as the vice president, commercial business, India & SAARC region.

EMC has also expanded its geographical presence in India and SAARC region by opening its office in Ahmedabad and Pune. With this EMC has direct presence through nine offices in India & SAARC. EMC also announced the opening of the ninth logistics and support centre in Pune. In addition, EMC announced nine new information infrastructure products for the India and SAARC market, as the third and fourth pillars of the strategy for growth.

The new products announced by EMC include EMC CLARiiON CX4 series of midrange storage systems and the EMC Celera NX4 entry level unified storage platform. With a new architecture specifically optimised for VMware and other virtual server environments, both products are designed to incorporate the latest technologies in drives, connectivity, processing power, thin provisioning and security. This makes it easier for EMC’s customers to cost-effectively consolidate and manage information using the least amount of energy. The new hardware and software solutions are targeted at emerging businesses to large enterprises across target verticals.

As a part of the fifth and final pillar of the strategy, EMC has launched a 20-city partner recruitment road show to double its partner base from a current number of over 100 partners to more than 200 partners by 2009 to tap the huge commercial market segment. EMC will adopt the ‘Cluster approach’ wherein EMC has identified 20 clusters comprising of 40 cities to expand its presence through its partner network.