Compuware, the software development tools company, is all set to open its India office in Bangalore. “Setting up an India
office was on our agenda since long as the Indian market is showing a lot of opportunities for us,”
says Sachin Khanna, Sales Director, Compuware.
Compuware has been present in India through its partners for close to seven years, however now it has decided to make a
direct presence in the country.
The company has also appointed Grapecity India Pvt Ltd as its partner recently.
Says Navin Parti, Sales Head, Grapecity India Pvt Ltd, “We are positioned in
the value addition software reselling space and plan to offer customized sales offerings to our customers. We are looking at a face to face sales
model for Compuware products since the market size for these high end enterprise tools is very limited.”
Talking of the company's partner model, Sachin explains, “ We have a very
hybrid strategy for India, wherein we work with only selected partners, focusing entirely on our partners' needs for training and resource
allocation for our products.”
Compuware presently has seven partners in India spread over cities like
Bangalore, Chennai, Delhi and Mumbai. “Though we plan to expand our business in India with increase product offerings and making our products widely
available, we do not have any plans to increase our partner base. The partners that we presently have including Grapecity have a nationwide reach
and are capable of catering to various segments,” explains Sachin.
Compuware is betting big on the booming government, BFSI and telecom sectors in India for its DotNet and Java
Development tools and is looking to grab a sizeable market share here. “Indian market has tremendous potential in these
segments for us and we are looking to tap them The upcoming SMB segment being the next phase of growth for us once we
have our footprints in these segment across the country,” remarks Sachin.