4 Wipro: Hardware To E2E Solutions

CHAIRMAN Azim H Premji START-UP YEAR 1981 DEALERS 250 BRANCHES 45 Product: Computers, printers, networking products, storage devices, consumables and software Agency:  ATG, SAP, i2, Ariba, Pivotal, IBM, Sun, Cisco, Computer Associates, Nortel   ADDRESS Doddakennelli, Sarjapur Road, Bangalore - 560 035. TEL 080-844 0011 FAX 080-844 0056 WEB SITE http://www.wiproindia.com/  http://www.wipro.com/   POINTERS TO PERFORMANCE An ISO 9001 certified integrator Introduced SME-specific products POINTERS TO FUTURE Expansion into under-represented territories  New partner profitability policy to beat slowdown

Wipro Infotech, a hardware and solutions arm of Wipro Limited, recorded 56 percent growth in its agency business during 2000-01 against its previous year's growth of 44 percent. Its operating margins went up from five percent to 10 percent and it held on to its Silver Club ranking of four. 

Wipro Infotech's revenue from its own products continued to decline, contributing only 17 percent to total revenue as compared to 29 percent and 35 percent in the previous two years. During this fiscal, there were a series of changes to transform it from a hardware arm to a solutions company.

The year saw the company's entrance into appliance server market with its ezyNet brand, which enabled it to set a benchmark in this space. It also introduced a variety of products, including a range of storage solutions called the Netstor. 

Wipro Infotech currently offers end-to-end (E2E) IT deployment solutions to business houses. It also offers a vast range of system integration solutions, products and services. Its portfolio spans the entire range from computers, software and printers to networking products, storage devices and consumables. These are backed by after-sales support by an efficient channel network and other value-added services like facilities management.

Wipro Infotech carried out 200 major projects during the year. A look at its revenue shows that it is strong in manufacturing, banking and finance, telecom and ISP, IT, and government sectors. The contribution to the its total revenue pie from these horizontals is 12, 29, 20, 27, and 10 percent respectively. 

Success for Wipro comes from its synchronized restructuring as an end-to-end solution provider. Its in-built specialized skill-sets and a pool of certified professionals in all technology areas will catalyze the company's growth pace. 

In addition, its strong professional services partnership with principals and its edge as an ISO 9001 certified integrator will help the company to stimulate its market presence. 

According to Rajib Ghosh, Channel Sales Manager, Wipro Infotech, the company's channels have gained ground among corporates and governments. Plans are now afoot to expand into territories where Wipro Infotech was underrepresented. 



However, the growth would primarily come from government, SME, SOHO and service markets. This is why the company will focus additionally on these segments. 

To help its channel beat the slowdown, Wipro Infotech has introduced a new partner profitability policy. It has also introduced some new key products primarily for the SME segments, which is a relatively fast growing segment. 



The company continues to work closely with its partners and plans to introduce schemes to improve their performance. Rajib expects Wipro Infotech will grow at double the market growth rate.