Focus more on relationship management than just sales: D P Sinha, MD, Graphline Computers


D P Sinha, MD, Graphline Computers talks about the best practices that the company has followed resulting in its sustained growth over the past three decades

Graphline Computers has been the pioneer in providing a wide range of quality IT products in India for the last three decades. The company initially started with Digital PC & Server (a US based PC company that later merged with HP) in 1989. Today, it is one of the major distributors of HP Premium notebooks (Probook and Elitebook) and workstations for the northern region. Besides distribution of HP notebook and workstation, Graphline is also engaged in marketing and services of networking, server, storage, and software to various Indian corporate and multinationals. Currently, the company is authorized partner of leading brands like HPI and HPE, Microsoft, Cisco, Adobe, and Linux.

Best practices

For Graphline, reliability and good quality products distribution has played a key role in maintaining long term relationships with customers as well as channel partners. “We always consider customers and channel partners as an important part of company. We focus more on relationship management rather than just sales with our customer and channel partners. Our channel partners have always shown confidence while working with us,” says Sinha.

Behind the company’s success, there has been a team of more than 35 members, who have stood with the company as strong pillars. Besides, there is a strong team of 200 plus loyal channel partners and 100 plus corporate customers who have helped Graphline to grow its business year on year.

The last fiscal has been very satisfying for the company. It has witnessed growth across the sectors and the overall growth has been around 18 percent over FY’16. The company’s turnover in the year 2016 was ` 52 crores as against ` 44 crores in the year 2015. “We are looking forward to increase this growth percentage to 22% in current financial year 2017,” adds Sinha.

Focus areas

Currently operating from two locations i.e. Delhi and Patna, Graphline has been dealing with high-end notebooks, workstation, server and storage solutions. Besides, it has also been providing designing solution consultancy and surveillance solution to the customers.

The company’s major clientele include Religare, Extramarks, Quatrro, NTPC, Muthoot Finance, KHD Humbolt, DPS Schools, Jindal, Mattsen Kumar BPO, Oppo Mobile, Indigo, Shubham Housing, Religare Health, Oxfam India, ABT, Micronutrients, Emaar MGF, Alpine School, IMT Ghaziabad, Yamaha Motors, Yamaha Music, India Bulls, Asian School of Business , Power Grid, IIT Patna, Varun Beverages, RBI, Indian Oil , Jindal Pipes, and Jindal Photo among others.

The major projects undertaken by Grahpline include:

q Worked on DMS Solution for Shubham Housing across India.

q Toshiba JSW – Linux Oracle implementation in complex environment, also helped them with best Designing Solutions.

q Fitness First – datacenter setup in the NCR region.

q Most energy efficient client solution to Quatrro BPO – Gurgaon, Chennai, Mumbai (total ` 5 lakh electricity saving monthly).

q Datacenter setup – Mattsen Kumar and revamping old machine with latest energy efficient client solution (saving power and space).

q Worked for Religare health for DMS solution across India.

Business innovation

As a dedicated designing solution consultant / workstation consultant, Graphline is helping customers in acquiring right workstation to meet their needs. Besides, the company has in place a dedicated sales and service team to design and setup datacenter and cloud solutions.

However, when it comes to business challenges, Graphline has been dealing with issues like availability of materials, low margin due to competition within same brand, and lastly, payment delay both from channel partners as well as customers.

And in its growth journey, the company is constantly expecting technical support, better margin, new acquisition account working, and transparency in deal registration from all the vendors that it is working with.


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