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North

 Artek Enterprises

Debraj Dam, VP and Sales Head, Strategic Business and Partner Alliance, Digilink, presenting the award to Anil Gupta, MD, Artek Enterprises

Delhi-based Artek Enterprises recorded an 8 percent growth in revenue with a topline of Rs 118 crore in FY2009-10. It has posted a topline of Rs 109 crore in FY2008-09.

Nearly 55 percent of the company’s business came from solutions and network integration, while the remaining 45 percent came from the sub-distribution business. The company is a regional distributor or authorized sub-distributor for brands such as Cyberoam, D-Link, Digilink, Check Point and 3Com.

The company attributed the growth of its network integration business to its use of new technologies and focus on growth verticals. Said Anil Gupta, MD, Artek Enterprises, “We ventured into new technologies like UHF/Wi-Fi backbone connectivity, data center and NOC deployment, SDH links and long-distance fiber. Artek also tied up with new vendors for wireless and SDH communication products. In addition, we focused on growth verticals such as defense, PSUs and education, which helped us get large deals.”

Performance Highlights

• Bagged a project worth Rs 16.3 crore from the army’s Northern Command, Jammu. The project included the setup of a network operation center, and the setting up of SDH and OFC • Handled a project for the Airports Authority of India to implement an intranet at 27 non-metro airports • Won a project worth Rs 1.18 crore from Kurukshetra University • Plans to focus on security and surveillance projects, especially in the BFSI sector

Company Snapshot

Company: Artek Enterprises MD: Anil Gupta Year of inception: 1988 Retail stores: 2 Turnover 2009-10: Rs 118 crore Turnover 2008-09: Rs 109 crore Employees: 158 Certified employees: 35 Principals: Dell, HP, Avaya, 3Com, D-Link, Digilink, Cisco, Comrack

Seeing huge growth opportunity in the security surveillance market, Artek added to its portfolio of surveillance and network security equipment.

The company undertook several technology projects in the area of wireless, SDH and security in FY2009-10. Artek bagged a large project worth Rs 16.3 crore from the Indian Army’s Northern Command, Jammu. The project included supply, installation and setup of a network operation center for Rs 1.8 crore. A large chunk of the project cost, Rs 14.5 crore, was for setting up SDH and OFC for the Command.

Another project came from the Airports Authority of India to implement an intranet at 27 non-metro airports. The project was worth Rs 2.55 crore. In the education sector, the company won a project worth Rs 1.18 crore from Kurukshetra University to set up a campus-wide wireless LAN.

“The adoption and promotion of new technologies have reinforced our image as a technology leader in the minds of customers. We have chosen to make presentations on products and technologies rather than just talk about our brand. Also, we have placed resident engineers at customer sites,” said Gupta.

Artek now wants to focus on security and surveillance projects, especially in the BFSI sector. The company is also enhancing its skills in ERP deployment. At present Artek is highly dependent on the north with 75 percent of its revenue coming from this region. The company therefore wants to focus on the southern, western and central regions in 2010.

West

 Nirmal Datacomm

Kedar Shah, CEO, Nirmal Datacomm, receiving the trophy

Mumbai-based Nirmal Datacomm recorded a 29 percent growth in revenue to clock a turnover of Rs 31.1 crore in FY2009-10 as compared to Rs 24.2 crore in the previous fiscal. Kedar Shah, CEO, Nirmal Datacomm, attributed the growth to the markets picking up after the global economic slowdown, and the company’s focus on the government and PSU sector.

Nearly 42 percent of the company’s revenue in FY2009-10 came from the government vertical, while 17 percent was contributed by the IT-ITES vertical. Manufacturing, retail and BFSI were the other sectors where Nirmal Datacomm saw healthy demand.

“There was a lot of pent-up demand for networking solutions because customers had stopped any new investment in network upgrades or new infrastructure during the recessionary phase. As the recession receded, we witnessed increased uptake,” said Shah.

Performance Highlights

• Recorded a 29 percent growth in revenue to clock a turnover of Rs 31.1 crore • Set up the entire data center networking backbone for HPCL in Hyderabad and Mumbai • Executed another such data center project for engineering major Larsen & Toubro • Won the Cisco Pace award for being the best performing partner in the western region

Company Snapshot

Company: Nirmal Datacomm CEO: Kedar Shah Year of inception: 1994 No. of branches: 9 Turnover 2009-10: Rs 31.1 crore Turnover 2007-08: Rs 24.2 crore Employees: 190 Certified employees: 85 Principals: Cisco, RAD Communications

According to him, the company’s strategy during the slowdown was to focus solely on sales and not worry about margins. “We were not overly concerned about improving margins because it could have backfired. We concentrated on growing our revenue,” said Shah. The company also focused on deep selling to existing customers.

Among the key projects that Nirmal executed during the last fiscal was one for setting up the entire data center networking backbone for petroleum giant HPCL in Hyderabad and Mumbai. The project was estimated at Rs 3 crore. The company also executed another such data center project worth Rs 3 crore for engineering major Larsen & Toubro. Another significant project by Nirmal during the year was setting up a voice and data network, and routing and switching capabilities for research establishment BARC.

Nirmal implemented an HR management system (HRMS) in 2009 which helped to increase its operational efficiency and productivity. “The HRMS made it easier for us to manage our employee base as it automated all the key HR functions. It also allowed us to better allocate resources for projects and understand the aspirations of our employees,” Shah said.

A Cisco Silver partner, Nirmal won the Cisco Pace award for being the best performing partner in the western region.

In FY2010-11, under its own brand, Nirmal plans to launch a networking solution that will help customers to manage their networks better. The company also plans to increase its focus on the telecom vertical. Nirmal recently tied up with RAD Communications, an Israel-based telecom and network solutions company.

South

 Pranaav Tele-Ventures

Mahendran Srinivasan, MD, Pranaav Tele-Ventures, receiving the trophy

Chennai-based Pranaav Tele-Ventures saw its topline grow from Rs 2.4 crore in FY2008-09 to Rs 3.1 crore in FY2009-10, a growth of 29 percent.

A specialist in industrial networking and communication solutions, the company has a strong customer base in defense, oil & gas and space research.

“Our specialty is providing networking and communication solutions and products that run along furnaces and boilers, and through seismic and saline environments; we also specialize in submarine cabling,” informed Mahendran Srinivasan, Managing Director, Pranaav Tele-Ventures.

Nearly 54 percent of Pranaav’s revenue came from the defense sector while manufacturing contributed 25 percent. Transport with 15 percent and BFSI with 6 percent accounted for the rest.

Performance Highlights

• About 54 percent of Pranaav’s revenue came from the defense sector • Bagged a project worth Rs 2.27 crore from ISTRAC, Bengaluru. The project is the first wind profiler radar project in India • Won a Rs 69 lakh optic fiber-based networking project for the Mangala Processing Terminal • Spent 6 percent of its revenue in training staff

Company Snapshot

Company: Pranaav Tele-Ventures CEO: Mahendran Srinivasan Year of inception: 2006 No. of branches: 3 Turnover 2009-10: Rs 3.1 crore Turnover 2008-09: Rs 2.4 crore Employees: 27 Certified employees: 7 Principals: Juniper, Molex, Avaya, HP, Verint, Hubbel, Tandberg, CA

One of the largest projects bagged by Pranaav last year was worth Rs 2.27 crore and came from ISTRAC, Bengaluru. The project is the first wind profiler radar project in India. Implemented at Sriharikota, the project includes the complete design, supply and implementation of the solution along with a 3-year maintenance contract.

Another order, valued at Rs 69 lakh, was for an optic fiber-based networking project for Mangala Processing Terminal which is a part of the Rajasthan Northern Area Development Project. One of the biggest sources of natural gas in the country, the Terminal is expected to provide power to remote parts of north Rajasthan. “We have laid optic fiber cable alongside the gas pipes between three plants through the Rajasthan National Highway covering a distance of 200 km,” he said.

The National Atmospheric Research Laboratory gave Pranaav a contract of Rs 30 lakh to connect their radars to the field antennas; the project is expected to be commissioned by this month (June 2010).

Pranaav spent 6 percent of its revenue in training staff. “We spend more than the industry average in training our staff because the terrain we operate in is complex and challenging,” Mahendran explained. The company also invests in organizing seminars and workshops for its target customer base.

Pranaav is planning to offer information security solutions during the year. It is also planning to launch a series of seminars and workshops on cybercrime threats. “We are in the process of establishing a pan-India presence with proper sales, support and project-skilled resources. Besides, we are establishing our presence in Singapore (for logistics) and in the Free Trade Zone in Dubai for addressing the Middle East market,” Mahendran informed.

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