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Senthil Shanmugasundaram estimates the Indian product lifecycle management
to be more than $100 million and expects it to grow at more than 30 percent
annually for the next few years. He believes that channel partners who can bring
in market knowledge, good customer support right from beginning have a lot to
benefit from this space
EDS Technology is aggressively tapping the India market with its product
lifecycle management (PLM) solutions. What is your strategy to drive the
acceptance of your products?
The Indian market is in an aggressive growth mode. All around us you will
see adoption of new technology in manufacturing with the focus on reduced cost
and performance. This requires a high level of commitment to bring in new
products with shorter lead-time.
Also in today's competitive world, innovation is vital. The company that can
deliver a good value right from the beginning will gain the early mover
advantage and to sustain this, our customers are constantly innovating new
products using new processes and techniques with a higher reliability.
EDS Technologies has tied up with industry leading solutions in the PLM
space. It is focusing on the manufacturing space mainly in the SME segment as
well as engineering services organization and government and defence
establishments.
You have partnered with Dassault Systems recently; brief us about the
tie-up.
Dassault Systemes is the world's leading PLM solution provider. We are one of
their oldest business partners in India, and are currently supporting more than
700 plus customers in using their solutions for their day-to-day activities.
With Dassault Systems' range of solution, we are able to give our customer a
complete range of product suite and we can configure them to specific customer
requirements.
What new initiatives and products can we expect from EDS for the India
market this year?
We plan to bring in initiatives that will focus on specific verticals. We
will have highly specialized domain experts who can also bring in value to the
customer in configuring the right solutions for their requirement as well as
helping them to implement the complete PLM into their process.
We reach our customers through various ways. The most prominent one is our
direct sales force meeting the customers face-to-face and working with them to
understand their requirement. We also participate in a wide range of industry
events as well as conduct technology shows, direct mail campaigns and industry
specific solutions.
How widespread is the Indian PLM market?
The Indian market is just about maturing in this space. There are very few
customers who have adopted this technology successfully in its totality and are
reaping rich benefits. Many players have made their first entry in product
design and are now looking at extending from product design to managing its full
lifecycle.
Given the huge opportunity in the SMB space in India, are you looking at
entering this arena?
We are already very active in the SMB space and have a large number of
customers using our solutions. We are very strong in the automotive, aerospace
and in tooling industry segments. We provide them total solutions in the PLM
space including very specialized solutions in die design, styling, sheet metal
design, casting solutions, etc.
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