Dhanush Infosol is the solution champ in Networking Services

Top 5 Players:
Dhanush Infosol
Proactive Data Systems
Nirmal Datacomm
Targus Technologies
Concepts and Devices

 

Solution Champ: Dhanush Infosol

Bengaluru-based, Dhanush Infosol has emerged as a strong player in the market. At Dhanush, the company's vision is guided by the strategy of globalisation, convergence, and diversification by growing along with the customers' success, setting up a stage for customer care and loyalty with an edge over Information Technology. The system integrator boasts that its growth is directly proportionate to the client's growth.

Dhanush has a wide gamut of offering primarily Networking addressing 50% of it, followed by IT Infrastructure Managed Services at 20%. Computing, other security services, and IT advisory and virtual CIO contribute 10% each. Interestingly, the company has a wide range of verticals contributing to its overall revenue. The maximum comes from Pharma & Healthcare contributing 25%, followed Government & PSUs and Real estate & infrastructure adds 10% each. While, IT & ITeS and BFSI contributes 5% each and other segments like IMS, DataCenter, CIO contributes about 25% to overall revenue. Relationship and Performance are the two key factors which bridges between the Principal / OEM and the System Integrator believes the system integrator. Transparency in the system is the key as when there is a transparency in the ecosystem like case locking, non-disclosure and protect the SI against competition means a lot to win the deals.

Proactive Data Systems

Delhi-based Proactive Data Systems is strong player in the northern markets in the networking services segment. The system integrator is banking big on Cisco's Smart Services and believes it to be the most exciting change in the Networking Services space. This has given a great handle to the end users and their partners to keep a bird's eye view on the Cisco part of the network and that too at a negligible extra charge.

For Proactive, ITeS contributed to the maximum revenue. In addition, in the next fiscal the company has taken on the Education as another vertical of focus during 2014, as they are seeing a lot of interesting networking possibilities in this segment. Video and Distance Learning, Mobility and Network Security are getting good traction and the SI intends on creating Labs and POCs to show the possible results to decision makers in this segment. With regards to regional break up, Proactive's maximum business came from the North region. The break-up for FY13 is as follows: North contributed for 62.6%, followed by South at 26.3% and then West at 11.1%. The company is yet to close big deals in the eastern market.

As per Proactive, 2013 saw some shrinkage in the number networking channel players. Some with major strengths in re-distribution, tender manipulations and lower price points; were less effective. Technical and financial strengths started to play out in the difficult times. Another good trend for channel partners was that, because of greater competition between OEMS, OEMs have started working with greater proximity with the partners. Margins and Cash Flows are negatively affected, so lot of efforts are going in keeping businesses going, which was a challenging aspect of the last fiscal.

Nirmal Datacomm

Mumbai-based Nirmal Datacomm, founded in 1996, is a leading network integrator providing end-to-end solutions to its customers. The company in the last fiscal managed to bag significant orders especially in the physical surveillance and networking related projects. Apart from this, the company witnessed good traction coming from focus on new solution areas.

Nirmal has been a strong networking player in this region. Networking contributed for more than 50% of its overall revenue. The company this year has forayed into new solutions like end-to-end data center implementation and related solution. Another segment where the company intends to increase its focus and spending is mobility solutions. Also, the company has an extensive training center.

As per reports, the company has executed about 15 large projects in networking with an average deal size of Rs 1 crore. Also, there were couple of mobility projects as well as physical surveillance projects. Going ahead, the system integrator plans to strengthen its offering in networking, mobility as well as surveillance segment with a good portion coming from data center solutions.

Targus Technologies

Gurgaon-based Targus Technologies has carved out a niche and place for itself not because it has solid backing of product knowledge for selling but also for providing the complete integration of the turnkey projects. In the networking segment, the solution provider has established itself as a strong Network Integrator with strengths in routing, switching, security, wireless, load-balancing, voice and structured cabling.

For Targus, close to 50% of its overall revenue is generated from the networking business wherein it has closed big deals in telecom segment. Apart from this, IT-ITeS and defense are major contributors. It had closed its books in the last fiscal at Rs 144.5 crore, wherein it had posted overall growth. The system integrator intends to continue with this momentum in the next fiscal too.

In terms of projects, it has bagged significant projects from Airtel, AAI, educational institute project (UP schools project), DRDO, Dabur, BHEL, NDMC, ABC Consultants, Lalit chain of Hotels, and Whirlpool. Going ahead, the company will expand its offerings in security portfolio and there are plans to address WAN optimization and application acceleration market.

Targus Technologies sustains over 700 clients across all verticals in India, Singapore, USA, Canada and Middle East. In the last years, it had realigned its internal organizational structure with sales, products, pre sales, and services as different groups while retaining sales as the central nucleus team.

Concepts and Devices

Established in 1989, Concepts & Devices (C&D) has developed core competence in powerful and flexible communications infrastructure solutions for diverse businesses across all verticals.

The system integrator has two decades of experience In the industry, and has a client base of over 500 customers, wherein 80% turnover from repeat orders. The company has deployed solutions at vendors like Nokia India, Sun TV, Hansen Drives, Caterpillar India, Areva T&D, Shasun Chemicals and Drugs, Brakes India, ITC, Schenker India and many more. C&D is a premium partner of CommScope and Alcatel-Lucent and offers turn-key Voice & Data Solutions for diverse business needs. C&D offers a diverse range of solutions for complete requirements in Cabling Network Solutions in Fiber and Copper for enterprises, to reliably power mission-critical, high-bandwidth and emerging applications and help support advanced, new services and improve the profitability of its customers business. It also offers voice centric solutions in the areas of Business Telephony (TDM/IP) applications, Contact centre, Mobility & IP Telephony. From a host of services spanning multiservice software for fixed networks, VPN, messaging, platforms, portals and multimedia applications to Resource servers, Softswitches and Media Gateways.

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