In this very unique segment of DQ Channels, we have covered WinMethods Technologies becoming a Cloud Partner from a traditional Channel Partner. PB Srinivas, Director shared his entire journey about how did he move to the cloud business, challenges, growth, and future vision.
When and how did you move to Cloud Business?
We started working on this transition as early as 2015. The paradigm shift required our readiness with the appropriate business model ready to cater to the consumption-based billing, understanding of an elaborate cloud-based ecosystem not limited to the platform, and above all retraining our staff to get accustomed to the evolving business model. We actively started onboarding customers in 2017.
What are the different Cloud services do you offer?
Starting with Consulting Services, WinMethods offers Cloud Migration & Implementation Services, Backup and DR on Cloud, Cloud Security Services, and a host of Managed Services to suit a variety of customer environments. Today, our cloud practice spans across IaaS, PaaS, and SaaS. Our offerings are Hybrid and multicolored and we work with leading cloud vendors like Microsoft and AWS.
Previously on Cloud Journey: Xpress Computer
What sort of changes have you done to move to the cloud within the organisation in terms of Team, skill set, infrastructure, and others?
It was a paradigm shift. The first and foremost thing was to change the way how the team perceives the value of cloud business. Getting the team trained in cloud technologies by sponsoring the training programs was the immediate priority. We hired Cloud Experts to augment our existing resources while we also embarked on learning from successful companies in the business from across multiple geographies. We started using cloud solutions internally and focused on acquiring a variety of references irrespective of complexity as long as we are capable of doing a good service delivery.
How your old and new customers adopting the new technology and moving to the cloud?
We had a strong strategy of on-boarding our existing customers first. We successfully managed to overcome the initial resistance and predictable concerns like security by embarking on delivering a series of Proofs of Value and Proofs of Concept tailored to address these very concerns. In addition, we became very active in conducting workshops and seminars to ensure that the cloud messaging and understanding of the value derived from transitioning to the cloud is delivered. Once convinced, as part of our Cloud Best Practice strategy we gave a two-step approach to our existing customers, step one – moving smaller, non-critical workloads and step two – getting new workloads on the cloud. With new customers, it is easier as the discussion itself starts with a positioning cloud.
What are the different challenges did you face in this journey?
Change management was tough internally and externally. During the transition, our revenues fell by more than 50% as the deal values are very less compared with Brick & Mortar Business. With the cloud delivery model, we had the option of minimising our office locations and re-positioning the field staff. After the first year, the revenues started growing and now our revenue is equal to what they were before the cloud era.
What is your overall growth being a cloud partner?
Currently, our cloud revenue is growing over 100% YoY for the last 3 years and during the last fiscal cloud, business contributed almost 60% of our overall revenue.
What are your future goals?
We see managed services and our own IP as the levers for growth. We are getting active in the areas of RPA and RPA integrated with AI/ML. Also, we are working on expanding to new geographical regions and do have some success in the targeted overseas markets. Offering a variety of SaaS solutions is another area where we are going to focus on.