HDS focuses high on SMBs

With the recent unveiling of its channel strategy, Hitachi Data System (HDS) plans to tap the SMB segment. Now it plans to focus on the SME segment and the opportunities in the e-governance applications.

HDS has separated its offerings into two categories- core infrastructure and edge storage solutions. Core infrastructure is for a centralized storage solution, where HDS will be using the Lightning 9900V range of products for the enterprise segment, which contributes 85 percent of its total business.

Edge storage or modular solution is for distributed storage architecture using the Thunder 9500 products. HDS will try to focus on gaining exposure for these solutions in coming times.

According to the company, this will strengthen its focus into the SME market. "Using distributed storage, SMEs can store non-mission-critical data with Thunder 9500. The cost will be 50 percent cheaper than core products," said Sunil Nawani, the newly appointed National Channels Manager for HDS in India. To strengthen its channels for the SME market, HDS will shortly announce its national distributor and has already appointed 25 partners in the tier two.

Talking about HDS’ USP, Nawani said that the company dwells on the technical excellence and it promises investment assurance to its customers. "We have developed our products on an open standards platform to ensure interoperability with other best-of- the-breed products in the industry. Besides this, the products are scalable and do not require constant upgrade investment, which translates into a very low TCO," he explained.

On the channel front, he said that the partners would be promised a loyal relationship with double-digit margins and greater back-end rebates. The company also plans an extensive certification process for its channel partners. According to Nawani, HDS will stick to a two-tier channel structure with 60 partners to cover the major cities across India.

Targeting the various verticals in the SMB segments, the company will focus on educational institutions, BSFI, Pharma, Oil and Gas and the Telcos. It plans to contribute 20 percent revenues through the channel network and increase it upto 60 percent in next three years.

(CNS)