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In this unique segment of DQ Channels, we have covered the Cloud journey of ElectroMech Corporation Cloud being a Cloud Partner. Nilesh Vaghela, Founder 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?
Before cloud Business, we were in the Open Source infrastructure domain since 1996. We have expertise in Linux and Open source infrastructure and were handling a few customers on AWS Cloud in 2013. So AWS ask our customer about their experience with Cloud and most of them point out to us. AWS offered us to be consulting partners and that is how our journey began.
What are the different Cloud services do you offer?
We offer the following Cloud services.
- Migration to cloud
- Cloud adoption
- Cloud-Native Development
- Container (ECS,EKS) support / deployment
- Serverless architecting
- Auto-scaling and Load Balancing
- Digital transformation
- Application Modernization
- Industrial IoT
- Alexa app development
- Backup and DR
What sort of changes have you done to move to the cloud within the organization in terms of Team, skill set, infrastructure, and others?
I started building a dedicated team for AWS Cloud. Initially, it started with two people and certified them as AWS Solution Architects. Then expanded the team to five dedicated resources and certified them. I use some APN portals and conducted an internal training session to upskill our staff. We have given a laptop and internet connection to the AWS team to support any emergency calls. We also needed to change the mindset of support staff to take care of TCO in the cloud. Which was not needed before we entered the cloud business.
Previously on Cloud Partner Journey: Kritva Technologies
How does Crayon Software help you to grow your business and customers?
Crayon help us in the back end process for AWS partner billing. We onboarded lots of customers for AWS partner billing and it helps us to increase not only the top line but over profitability. Crayon has lots of national level tech service vendor offerings. They introduce us to them. They also help us in various promotional activities with AWS. The process is very simple and automated with crayons, which help us to manage it efficiently with minimum manpower.
How your old and new customers adopting the new technology and moving to the cloud?
AWS Cloud traction is extraordinary. We are also benefited by not only AWS reputation but our long and strong success history also help us to gain/migrate customers to the AWS Cloud. We convey the benefits of the cloud to our customers with dedicated events and in a personal meeting. We educated the customer’s tech team with training sessions and converted old clients. AWS and Crayon help to get the leads and we converted it to a successful closing. We also win lots of customers from customer-to-customer references.
AWS free POC also help us to gain customer confidence and eventually win the customer
How many customers you have, who are taking Cloud solutions and what are their different verticals?
We have 200+ customers with almost all verticals:
- Enterprise Customers
- FinTech
- Public Sector
- Government
- Startup
- Education
- Edutech
- Software Product Companies
- Health care Hospitals
- SMBs
What are the different challenges did you face in the Cloud Partner journey?
Customer mindset in initial stages. But now mindset is changed and customers are connecting us. Prepare and retain support staff.
One important mindset of the customers is that they believe once moved to the cloud, all the problems will be solved. We have had some hard time with customers to explain AWS Shared Responsibility Security Model, to understand what is needed to handle at the customer level.
What is your overall growth being a Cloud Partner?
We started with a registered partner. We become a select partner and last two years we achieved Advanced Partner.
We have now 25+ dedicated AWS certified resources in our team. We are also introducing our own grown product as CloudLabs.
I am an AWS community leader at Ahmedabad with 4600 members to date. Due to my contribution to the AWS Tech community, AWS awarded my AWS Community Hero.
What are your future goals?
My future goal is to reach triple the growth in the next two years in terms of turnover. We want to achieve AWS Premium partner with 50+ AWS dedicated cloud resources. Also, we want to launch CloudLabs products on AWS successfully.