The World Is A Data Center

And if this means looking beyond domestic market, he is willing to have footprints on a global landscape too.

Try looking through the eyes of MS Sidhu and all you will see around him is
data rather an overflow of it. And in this data, the MD of Bangalore-based
Apara Enterprises, sees opportunity. Opportunity to store this data, manage it,
add the element of connectivity, security and so on. To Sidhu, the whole world
is like a data center, to which he wants Apara to provide as many solutions as
possible.

Way back in 1992-93 period, Sidhu identified 'information availability'
as a promising business opportunity and since then never looked back. What
drives him to help Apara grow as an organization is his conviction to offer
solutions that are way ahead of competition and adopt technologies that not many
have even heard about. "At Apara, our constant endeavor is to excel in our
ability to identify newer technologies, that are integrable and independent at
the same time," remarks Sidhu.

And in order to ensure that Apara retains its leadership position as a
solution provider of choice of customers, Sidhu has continually invested heavily
on its people as well as creating newer partnerships. These partnerships have
not only been with technology vendors but also with a select set of channel
partners, who further take Apara's solutions to end-customers.

GOING WHERE NO SI HAS

It was this forward-thinking approach of Sidhu that got the company get into
a channel model as well, a step no systems integrator in the country has
taken till day. In this model, Apara's partners-some 30 in number across the
country don't sell a product per se but sell solutions that Apara has already
tailor-made to be marketed.

It was this dual model of direct and indirect channels that helped Apara post
a healthy revenue of Rs 93.25 crore in FY 2003-04. Compared this to two years
ago (2001-02), the company's revenue stood half at nearly Rs 50 crore. In
terms of head count too, the company has grown from 50 about two years ago, to
nearly 140 at present. Currently, BFSIs contribute 30%, Telcos 20% and IT/ITES
another 30% to Apara's overall revenues. Some of the major orders that the
company won last year were from clients like TCS, Intel, Accenture, Daimler
Chrysler and MTNL among others. "We are now setting our eyes on tapping
segments like oil and gas, energy sector, and e-business," informs Sidhu.

And while Apara continues to largely address the enterprise segment, it is
also ensuring through its channel model, that a vast opportunity in the SME
space gets tapped. "We are pushing lot of  low-cost entry-level
solutions for the SME segment through our channel partners. This will help the
small and medium enterprises' requirement also to graduate to high-end
solutions with time," points out Sidhu.

GLOBAL VISION

Despite its urge to target a wide range of customer segments, Sidhu's
company has never harped on a brand or a vendor's name. On the contrary, he
feels that customers get confused by size and brand image of a certain vendor
company. "Many a times we find it a challenge to make the customers
understand that even a small-sized technology vendor can provide solutions to
their needs, that too in a far more effective manner than the much bigger
brands," admits Sidhu.

And it is this effort to create adequate awareness among customers that Sidhu
doesn't want to put a stop to. "We believe by introducing a fair pricing
in our solutions, we can tackle this issue very well," assures he. It is
this confidence of his to provide max value to customers that is now propelling
Sidhu to go global. The company has firm plans to enter the international market
through MoUs, JVs and subsidiaries. Sidhu is targeting European, American, South
and Middle-East market, among other geographies.

EYE-CATCHING ACTION

Established a 30-member channel network to resell solutions developed by the company Offered technology solutions that are ahead of time and yet to see full-fledged adoption Steady increase in brand portfolio, being vendor-neutral at the same time

On his vision for the company, Sidhu remarks, "I want Apara to have a
global footprint and possibly even float an IPO in the next three years. From
being an infrastructure management company, we also want to evolve into the
areas of application consulting and then finally business consulting."

And if the strong resolute and confidence that reflects clearly on Sidhu's
face is any indication, Apara Enterprises would soon become a strong 'solution
providing brand' in the areas of storage, networking and security.

GOLDIE