Small Is Beautiful

DQC Bureau
New Update

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paradigm shift from large enterprise and SOHO segments, the

solution providers and technology integrators see a bunch of business

opportunities within the SMB space. As it has been recognized as one

of the growing sector that typically employs 50 or more individuals,

the IT needs are becoming critical for their day-to-day business

operations. During the href="">

SP Summit- 2011 held at Kuala Lumpur, the

panelists discussed the SMB opportunities and need for customized

approach. Moderated by Ibrahim Ahmad, Group Editor of ICT

Publications, CyberMedia, the panel that include Jayesh Kotak,

VP-Product Marketing, D-Link India, talked about the growing

requirements for enterprise applications and solutions around

virtualization. “It is interesting to talk about SMBs today, and

there has been a great hype around cloud within the SMB space. It is

important to know, how the solution providers can be a part of this

bandwagon,” said Ahmad, while kicking off the discussion. Many

SMBs turn to SIs and VARs for advice and service on a number of

technological advancements to accelerate business processes. The SMB

sector is showing a stronger-than average commitment to IT as a

strategic investment for both short and long-term gains. Amongst

other enterprise applications, virtualization

is slowly but steadily getting into the SMBs' parlance. A recent

survey by a research firm, Forrester also views virtualization as one

of the key technology that holds interest among SMBs. In one of its

study, the research firm revealed that majority of companies have

adopted server virtualization during the last couple of years. In

addition, SMB respondents said they expect to virtualize 61 percent

of all OS within the next two years. The findings of the survey

includes that, 53 percent of SMBs have

implemented x86 server virtualization or are in the deployment

process; and SMBs have virtualized

about 36 percent of their OS instances.

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approach towards customer to cater to this segment, and

compliance, security and statutory requirements are some of the key

concern areas. Ranjan Chopra of Team Computers said that there SMBs

should be defined as there is apparently no clarity. “In India, we

are focusing on mid-sized enterprises that have a turnover of Rs 200

crore to Rs 2,000 crore. Typically, a company with 1000 PC users

or employees can be defined as midsized organization,” said Chopra.

He said that, they generally deal with infrastructure and can not be

a complete solution provider unless they provide complete solution.

“Building relationships is important today, and companies that fit

to our own size can be easily educated on the business benefits,”

he commented. According to Chopra, there is a need to create

trust so as to get in tune with the customers, and the technology

integrators are increasingly playing a role of security keepers for

enterprises. Chopra also said that infrastructure plays a very

important role within the SMBs. Team Computers embraced cloud two

years ago, and has been selling

solutions around it. A financial company created local backup for

20,000 users around cloud that was recently deployed by the company.

The large integrators like HCL and Wipro can not walk alone, and they

need a face for customer interface.

style="background: transparent none repeat scroll 0% 0%; -moz-background-clip: border; -moz-background-origin: padding; -moz-background-inline-policy: continuous;">Anil

Gupta of Artek Enterprises

said that the solution

providers should standardize our approach around products and

solutions, before presenting themselves to customers. “We are

focusing on SMBs, and go to them with our quality-driven networking

solutions, and have better understanding,” quoted Gupta. Saket

Kapur of Green Vision said that from their perspective SMBs can be

defined as an organization with 50 to 500 users. “We do not go

by the volume of business but help companies and organizations to

integrate IT policy. During the

last two years of experience, SOHO customers are now big enterprise

today,” said Kapur. Girish Madhavan of Quadsel Systems said that

the requirements for SMBs may be huge and the top management like

CEOs and MDs are involved in whenever there is a change in need

patterns. Jayesh Kotak of D-Link said that if a company has just 50

employees, the IT needs of that company becomes very important.

Chetan Shah of Xpress Computers said that a lot of solution providers

are gearing up

for cloud, but the biggest challenge is how to present it to the

customers. Shah said that virtualization helps in SMBs to cut cost,

but however the SMBs are little apprehensive in terms of security.

“Today, everybody is talking about cloud but the lack of clarity is

creating a roadblock. Also, the billing mode has become increasingly

important for SMBs,” added Shah.