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Omnitech Infosolutions launched its RIMS business in 2006. By the end of 2009 the company expects to have over 1 lakh end-points under RIMS.
The company has so far invested Rs 15 crore in its managed services business with a 75-seat (scalable to 150 seats) NOC in Mumbai. It is in the process of building another NOC at Hyderabad to offer tech helpdesk services.
Says Avinash Pitale, Director, Omnitech, “Though much of our business comes from offshoring of RIMS for large MSPs in Europe, over the last two years we are finding good acceptance for these services from domestic customers. We currently support 25,000 end-points in India, and the ratio of remotely-managed nodes is inching toward 25 percent.”
Pitale believes that the slowdown has compelled customers to look for cost and service optimization without degrading service levels. “I see this as a tipping-point for RIMS and other managed services; RIMS will grow even faster after the economy revives.”
Omnitech is planning to launch a well-defined partner model for RIMS. “This model has been successful for our overseas MSPs. We intend to launch it in India from September,” informs Pitale, adding that the partner model will ensure exponential growth.
Partners can choose between selling a white-label service (where they can sell their own support without the customer knowing that the RIMS component is being managed by Omnitech) and selling Omnitech-branded services.
In both models partners can enjoy 15-30 percent margins based on the partnership level. Says Pitale: “Selling Omnitech-branded services is more beneficial for partners because it will enable them to enter large enterprise accounts by leveraging our brand and then upgrade the value proposition by selling their own services and products. Our pan-India support will enable them to sign contracts with diversified customers.”
Omnitech has three branded services. OmniMonitor provides monitoring services for servers, networks, desktops, databases and security. OmniManage involves managing a customer’s entire IT infrastructure with scheduled activities to keep the infrastructure operating at optimum efficiency. OmniHelp involves services around customer relationship management.
According to Pitale, using Omnitech RIMS partners can sell RIMS-backed AMC contracts at a premium of 30 percent as compared to the legacy break-fix support. “If RIMS support is pitched from the preventive angle where customers can save a lot of downtime they are ready to pay that kind of premium without much negotiation.”
Omnitech also plans to launch managed security services, business continuity services and remote backup management through both NOC and in the cloud. These will be available to partners as well. |