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North
Artek Enterprises, Delhi
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Mohamed Yamin Khan, National Channel Manager, Extreme Networks, presenting the award to Anubhav Gupta, Director, Artek Enterprises
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The company grew by 20 percent to post a topline of Rs 109 crore in FY 2008-09 as compared to Rs 91 crore in FY 2007-08. Networking contributed Rs 90 crore to its turnover. 60 percent of the turnover came from sub-distribution while 40 percent came from its networking solutions business.
“The growth last year was due to an increased focus on the solutions business, with dedicated teams to look after various verticals. This helped us win some large orders,” explained Anil Gupta, CEO, Artek Enterprises.
A large project, worth Rs 9.66 crore, was executed by Artek for Aligarh Muslim University where it set up a network of over 2,000 nodes, including core switches and giga routers, and WiMax connectivity through satellite.
Another major project, worth Rs 4.80 crore, was from West Central Railways to computerize 550 remote sites for ticketing.
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Performance Highlights
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• Bagged project from AMU to set up
network of over 2,000 nodes worth
Rs 9.66 crore
• Computerized 550 ticketing remote sites for West Central Railways worth Rs 4.8 crore
• Added solutions such as WiMax, SDH equipment, solar power systems, and security & surveillance
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Company Snapshot
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Company: Artek Enterprises
CEO: Anil Gupta
Year of inception: 1985
Turnover 2008-09: Rs 109 crore
Turnover 2007-08: Rs 91 crore
Employees: 152
Certified employees: 30
Principals: D-Link, MROtek, RAD, Extreme, Cisco, VSNL, 3Com, Krone, Systimax
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The company also executed a project for
HQ 16 Corps, Jammu, amounting to Rs 4.64 crore. This involved setting up UHF links as a back-up to an optical fiber network in remote terrain.
In all, Artek executed 200 projects during the year with a clientele largely dominated by the government, PSU and retail sectors.
In 2008, the company tied up with Tejas Networks, Loop Telecom and Tandberg ASA, and ventured into solution areas such as WiMax, SDH equipment, solar power systems, and security & surveillance.
Artek also set up a presence in the north-eastern states and MP.
With a target of achieving Rs 500 crore in turnover over the next five years, the company plans to set up a branch in Pune in the next three months. Already having a considerable presence in the north, Artek’s aim now is to set up a countrywide presence.
“We have a strong presence in the north with 86 percent of our business coming from this region; our aim is to reach out to markets across the country. To this end, we will go ahead with our plans to move down south next year because it is the only region that has not been addressed by us so far,” said Gupta.
On the product side, the plan is to add new items that would complement its existing product line. “We are keen on tying up with more principals. This could be on a case-by-case basis, or on a long-term partnership basis with a focus on WiMax and the security business because they are complementary to our existing line of business,” Gupta stated.
West
Infonet Network, Mumbai
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Mohan Devadiga, National Head, Finance, Infonet Network Systems,
receiving the award
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Infonet posted a turnover of Rs 41 crore during FY 2008-09, a growth of 16 percent over the Rs 36 crore topline posted in the previous fiscal.
“We did add a few new customers during the year, but most of the revenue came through repeat business. Our expertise in planning and executing large multi-location networking projects helped,” explained Joson Thomas, CEO, Infonet. Nearly 81 percent of the company’s revenues came from the six branches in the west, while 19 percent came from the two branches in the south.
Nearly 90 percent of its solutions revenues came from networking; the remaining from storage and services. The last fiscal saw the company enter storage by becoming a Netapps partner; this accounted for about 4 percent of its revenues.
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Performance Highlights
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• Executed multi-location projects for India Infoline, Tata AIG and HDFC Bank
• Helped M&M at Chakkan to go live
• Set up logistics hub in Singapore to cater to dollar customers
• Implemented SAP for both ERP and CRM
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Company Snapshot
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Company: Infonet Network Systems
CEO: Joson Thomas
Year of inception: 1995
Turnover 2008-09: Rs 41 crore
Turnover 2007-08: Rs 36 crore
Employees: 267
Certified employees: 115
Principals: Cisco, HP, Juniper, Netapps, Nortel, Krone, Tyco
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One of the largest end-to-end networking projects executed by Infonet during the fiscal was for India Infoline which involved connecting its 456 locations to its centralized operations in Mumbai. For Tata AIG, Infonet set up networking infrastructure across 100 locations in the south, while for HDFC Bank the company executed a 120-site inter-branch networking project.
Infonet helped Mahindra & Mahindra’s new plant at Chakkan to go live. This involved setting up the basic network and connecting it with other key locations. These projects accounted for nearly 50 percent of Infonet’s revenues during the fiscal.
Infonet also deployed SAP’s ERP and CRM which the company says helped in planning resource allocation and the timely completion of the large multi-locational projects undertaken.
The company has set an ambitious target of Rs 73 crore for the current fiscal. “Though we have eight branches, most of our revenue is contributed by our operations in Mumbai and Bengaluru. This year we want other branches to add more to our revenues,” says Thomas.
To achieve the target, key staffers from Mumbai have been given the responsibility of overseeing non-performing branches. There are also plans to add new branches in Gujarat.
“We intend to attain higher certification and accreditation from all our vendors so that they can entrust us with bigger and more complex projects,” informed Thomas.
Infonet wants to add expertise in the unified communications space, and enter new verticals such as cooperative banking, oil refineries and media. It has also applied for ISO 9001 certification, which it expects to attain soon.
During the last fiscal Infonet started a branch in Singapore which acted as a logistic hub for dollar billing.
South
Precision Techserve, Chennai
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Mohamed Yamin Khan, National Channel Manager, Extreme Networks, presenting the award to R B Maran, Head, Networking, Precision Techserve
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The company saw its topline scale from Rs 23 crore during FY 2007-08 to Rs 29 crore in FY 2008-09.
“A combination of reasons including deep-selling within existing accounts, attention to security and remote infrastructure solutions, and tailoring solutions across domains helped us post a decent growth rate for the year. There was a conscious shift of focus for the sales team from product sales to increasing sales in the consultancy and services businesses. This contributed to the profit growth,” explains P Ramesh, CEO, Precision Techserve.
Most of the revenues were contributed by BFSI (25 percent), IT/ITES (25 percent) and manufacturing (20 percent). During the last fiscal, Precision launched its managed security services and data center management services which contributed a significant 15 percent to the turnover.
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Performance Highlights
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• Set up the credit department at Tech Pacific; created credit management systems
• First to launch services like door-delivery and drop-shipment
• Introduced channel financing for partners to access relatively cheaper credit
• Pioneered the value-added distribution
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Company Snapshot
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Company: Precision Techserve
CEO: P Ramesh
Year of inception: 1999
Turnover 2008-09: Rs 29 crore
Turnover 2007-08: Rs 23 crore
Employees: 600
Certified employees: 415
Principals: Cisco, Fortinet, EMC, Systimax, Tyco, Websense
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One of the large projects executed during the last financial year was implementing a total network security solution for a pharma major across its offices in India and the UK. Precision designed the solution using products from vendors such as Websense, Cisco and Trend Micro to counter various security threats at the endpoint, perimeter and WAN. Later, the customer received ISO 27001 certification.
Another project was providing a Web 2.0 portal solution built on a service-oriented architecture for a software company for which Precision provided a high-availability solution with load balancing. The solution also addressed security aspects such as denial of service, SQL injection, and cross-site scripting.
Yet another project executed was a remote monitoring system for civil works for a real estate company using IP cameras and a WAN solution.
In 2008 Precision implemented ERP and material management using Microsoft Dynamics NAV. In addition, the company also implemented ISO 27001 for all the processes within the organization. “The security certification provides customers with the confidence that their data is secure while in our network as we meet their compliance requirements while handling their network infrastructure remotely from our NOC. Additionally, this brings in the best practices implemented in global companies and mitigates the exposure to risk of sensitive data,” said Ramesh.
In the current fiscal, Precision is planning to expand the number of seats at its NOC, and also continue investing in its data center management solution. Plans are on to venture into tele-presence and video conferencing solutions. It will open a branch in Delhi, and is in the process of getting ISO 20000 certification for managed services.
l Methodology l Outstanding Channel Contribution l Company of the Year l Systems Integrator l Solutions Provider - Integrated l Solutions Provider - Software l Corporate Reseller l Systems Builder l Retailer l Sub-Distributor l Solutions Provider - Emerging l Sub-Distributor - Emerging l Retailer - Emerging l Managed Services Provider l Solution Provider - Security l
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