Realizing The Dream
 Girish Krishnamurthy,
MD,
Kaseya India
Over the last 18 months, Girish Krishnamurthy, MD, Kaseya India, has popularized the concept of remote infrastructure services or automated managed services (AMS) among the partner community.
With his marketing skills, he has convinced and compelled several leading tier-2 partners to rethink their break-fix infrastructure services delivery model and invest in what he believes is the future of IT management—AMS. Along the way, Kaseya has emerged as the largest AMS platform provider in the country.
India has already become the second largest market for Kaseya with over 7,00,000 licenses sold. This is more than 10 percent of the company’s global installed base.
More than 65 partners have invested significantly in building their AMS portfolio, and Krishnamurthy and his team have jointly charted a business strategy and plan for each of these partners.
However, the real test for Kaseya and Krishnamurthy lies ahead. While partners have bought into the potential of AMS, their biggest challenge still remains monetizing it.
“We have made substantial capex and opex investments in AMS over the past 12-18 months but are yet to witness the expected traction,” says Biren Selarka, CEO, Acma Computers. “There is no doubt that AMS is the future, but the greatest challenge is to get customers to buy into this concept. That’s where Kaseya will have to play a very important role in the coming months.”
Dwarakanath M J, Director of Choice Solutions, agrees. “Krishnamurthy has done a great job in selling the concept of AMS to partners. However, the next big priority for him is to sell it to customers. They need to run an aggressive campaign to create customer awareness, and do joint marketing calls with partners to promote the concept among customers.”
Adds Selarka: “Just like any other business, partners like us have invested in AMS with a clear ROI timeline. If over the next 18 months partners are unable to achieve the ROI they will lose interest.”
Being the astute business leader that he is, Krishnamurthy realizes that the big dream of AMS which he has sold to partners will remain a dream if partners are unable to achieve their ROI. Surely he has to deliver. |