Proactive, Cisco to host 'Big Bets' program

Pooja Sharma

NEW DELHI, INDIA:  Delhi-based Proactive Data Systems, a network integration company, has been appointed by Cisco to popularize its unified communication (UC) products and solutions in the North. Proactive has been participating in the 'Big Bets' program, a joint marketing plan with Cisco, to educate customers about the benefits and cost effectiveness of UC.

Cisco has selected three partners with a view to push their unified communication (UC) solutions in the market. Apart from Proactive, Nirmal Datacom has been appointed in the West and Locus Enterprises will look after the South.

Talking about the program, Rajiv Kumar, Director of Proactive Data Systems said, "UC is limited to large companies only and the SMB is not very familiar with it. Through the 'Big Bets' initiative we will hold seminars and educate them about the advantages of adopting this technology." He further added that the company is inviting people from this segment and will offer product demonstration to try and convert as many clients as possible. In addition Proactive will set up a proof of concept center and place the products at the customer's office so that they can feel the products and at the same time understand its importance.

Since UC is still in its nascent stage, getting SMBs to adopt the same is not very easy. Talking about this challenge Kumar stated, "UC is in its nascent stage in India and there are not many enterprises that will be willing to take the risk of deploying it. They would rather want others to implement it and on the basis of the feedback thus achieved, they will drift towards this new technology."

Among the few clients of Proactive, Motherson Sumi Systems Limited, a joint venture with Sumitomo Electrical Industries is the latest to have switched to UC. Proactive has also been able to bag Bechtel India, which was essentially an Avaya client, as its own. Elaborating further, Kumar mentioned, "Bechtel was not very satisfied with the UC solutions being provided by Avaya. However when we did a product demonstration at their office, they decided to adopt Cisco's unified technology solutions."

He further added that they have not yet reached a stage where UC tools can be considered a mass product and hence customers are limited. But the technology is gradually picking up and many organizations are adopting it to increase their profitability and to simplify their business operations.

Talking about the growth plans and strategies of the company, Kumar added, "In the networking, security, switching and routing areas, Proactive Data Systems has been performing considerably well. However, UC would be a challenge as established players like Avaya and Nortel are already in the domain."

He further clarified that in the last six months, Proactive has been concentrating on expanding its coverage. "We were a north based company but very soon we will expand our foothold in cities like Chennai, Bangalore, Hyderabad and Kolkata."

The company plans to open new offices and add manpower to provide quality services to their customers. With the unified communication tools from Cisco, the company will look forward to tap customers in the B and C class cities in the north region. Proactive will initially target the hospitals and hotels verticals. "We are looking to target two to three customers every quarter and will organize four such seminars in a span of one year."