Becoming a Cloud Partner: Journey of Ripplewave Solutions

In this very unique segment of DQ Channels, we have covered the journey of Ripplewave Solutions  Pvt Ltd. becoming a Cloud Partner from a traditional Channel Partner. Tushar Shinde, Director shared his entire journey about how his organisation has moved to the cloud business, challenges, growth, and future vision. 

When and how did you move to Cloud Business?

Started the cloud journey in the year 2019 after analyzing and understanding the market dynamics and changing needs of customers. In today’s modern IT era, customer requirements have changed drastically, expectations of IT have changed for business continuity, and to cop up with the market trends we have opted for the cloud journey.

What are the different Cloud services do you offer?

We are specialized in infrastructure as a service (IaaS) and software as a service.

What sort of changes have you done to move to the cloud within the organisation in terms of the team, skillset, infrastructure, and others?

From traditional system integration and services, business to a cloud-focused business journey seems difficult but achievable. The Important factor is mindset, focus, and dedication. We have a dedicated sales, presales, and post-sales team for the cloud business & created a business unit solely responsible to develop skill sets required for Cloud Business.

How does Crayon Software help you to grow your business and customers?

Crayon has played a very important role start from making us understand the importance of cloud business, Handholding our team,  Enabling them on the sales and presales front, motivating them to be on the right path, and always support us with their valuable inputs. Like in Mahabharath Lord Krishna helped Arjun similar way Crayon has helped us throughout our cloud journey.

Previously on Cloud Journey: PlatiFi Solutions

How your old and new customers adopting the new technology and moving to the cloud?

With our focused plan, we started focusing on our existing customers. We have successfully carried out multiple webinars to gain awareness and knowledge of customers and then did the Proofs of Concept based on customer requirements.

Secondly, we make sure that during such webinars we cover customer’s pain points like Security, flexibility, backup, disaster recovery, IoT.

Due to the current pandemic customers are looking to transform their existing On-premise business to the cloud. It opened up more opportunities for various cloud services.

Our existing customers are realizing the importance of digital transformation and are adopting cloud for sustaining their own business in the long run.

With new customers, it’s very easy to position cloud as They don’t want to invest heavily on On-premise setup as the initial investment is high, and being a start-up company it’s difficult to predict their future growth in the initial days. Pay as you grow is the best Suitable for start-up companies.

How many customers you have, who are taking Cloud solutions, and what are their different verticals?

So far, we have managed to seamlessly migrate 30 odd customers on the cloud for customers from different verticals & Critical workloads like SAP, ERP, online business APP’s. Customers from different verticals like automobile manufacturing, e-commerce, online gaming, ITES, and education have adopted the cloud as a secured platform to host their business-critical workloads.

What are the different challenges did you face in this journey?

First of all, it was very difficult to convince customers to put their data/ workloads on the cloud as they were having concerns regarding data security & compliance policy, they were comfortable in keeping their data in-house in their server and storage. Initially, we convinced some customers to put their data on cloud which is non-critical and as most of the customers do not have in-house skilled resources to manage cloud infrastructure they were hesitating to migrate themselves to the cloud. We have made them understand the flexibility that they get on cloud, availability, and scalability and ease of management.

What is your overall growth being a cloud partner?

Cloud has become a reliable companion and a Source of recurring revenue for us. We have maximized our business from no customer to 30 new customers in a record break time of 10 months. Cloud managed services have increased profitability by 3x times as we bring in some value for our customers by extending our services.

What are your future goals?

To gain a greater footprint in the cloud business and become a preferred and trusted cloud partner.