WYSETEK SYSTEMS TECHNOLOGISTS: Wise Solutions For Corporates

The ingenuity of three smart entrepreneurs has enabled Wysetek Systems
Technologists to change its focus from systems integration to innovative
solution providing. Using the PC as an entry point to bag accounts, the company
presents solutions that corporates cannot refuse.

When Cherian Thomas, Neeraj Sabharwal and Rajesh Mathkar started Wysetek
Systems Technologists in 1990, little did they imagine that their company would
one day become a torch-bearer for other solution providers in the country. The
trio first met at a retail outlet called Computer Shack, where they worked
together.

Once they set up their own business, Cherian, a post-graduate in Computer
Science, looked after the sales, purchase and operations, while Rajesh, as an
engineer, headed the technical and production team. Neeraj used his MBA and LLB
skills in handling marketing and finance at Wysetek.

"Initially we started with assembled systems and then we took up
services. We did good business for nine years as we had a set of customers in
the hospitality and film post-production industry. But gradually, we realized
that we need to move up to provide branded solutions, as the margins were better
there," reminisces Cherian.

Wysetek started by selling HP Brio PCs for six months, but later switched
over to IBM. says Cherian. "We found people at IBM quite helpful and they
showed interest in our business. Things automatically started falling in
place," he adds. In less than a year, Wysetek became an IBM ASP and after
that an IBM Royal Blue Partner. The company started selling notebooks last year.

FOCUS ON SOLUTIONS

Wysetek started portraying itself as a solutions provider rather than a systems
integrator or a service partner, in the last three years. And onus of this
initiative lies with Rajesh.

"We found that many of our corporate customers want more than just PCs
or servers," says Cherian. The promoters also felt that although PC
business gives big volumes, it offers low or no margins. "Looking at areas
with higher margins is very important for a profitable growth. That is why we
tied up with CA, Tandberg Data, Cisco, Sonicwall, 3Com, HP, APC and Microsoft
among others to provide complete solutions," says Cherian. The company is
well equipped to offer solutions including security, mailing and storage.

As the business began to grow, the need for a national presence was felt.
"Our customers would come up to us asking for support in multi-locations.
So, in 1998 we went national by appointing Wysetek Franchisee Service Partners
across the country," says Cherian.

But soon, the company found that the franchisee model was not working out.
"The problem was deciding how much profit would each partner share.
Ultimately, it was the customer who was suffering in this situation," says
Cherian.

To put an end to all these retail hiccups, Wystek decided to start its own
service locations. Starting with Bangalore in 1999, Wystek opened its service
locations at Delhi, Hyderabad, Pune and Chennai as well. At the same time, it
continues to rely on its franchisee partners to operate remaining 20 centers.
This helps Wysetek to be well-represented nationally.

CUSTOMER BASE

Corporates form a bulk of Wysetek’s clientele at 80%, while SOHO comprise the
rest. Cherian considers the PC as an entry point to bag an account. Once the PCs
have been supplied, it becomes easier to sell customers the solutions. "So
far, we have served over 1,000 customers, ranging from small users to large
corporate accounts," he proudly claims.

One of Wysetek’s long-standing corporate buyers is the Confederation of
Indian Industries (CII), where it supplied and serviced over 50 computers. And
CII gives a glowing report about Wysetek’s service commitment.

"Wysetek is a company anybody can depend on for excellent service,"
says Rajendra Khatate, Executive Officer, Western Region, CII. "In the last
seven years, we have never faced any problems with the company’s support
setup. Every service call is attended within half-an-hour by their excellent
service engineers," he adds.

Another company which lauds Wysetek’s service offerings is Cox & Kings.
"We were impressed by the young and dynamic team, where even the directors
were taking a personal interest in servicing their customers," says Karthik
Venkatraman, Sr. Manager-IT, Cox & Kings.

TEAM WYSETEK

From just one employee in its first year, Wysetek has grown to become a team
of 90, with a turnover of Rs 18 crore in 2002-03. The turnover target for
2003-04 is Rs 24 crore and the company is well on its path to achieve this. The
three directors of the company give the credit for this growth to a team effort
put in by all employees.

Wysetek team members have only positive things to speak about the company.
For Devendra Salvi, Business Development Manager, who has been working at
Wysetek for the last seven years, it is the combination of people, environment
and satisfactory remuneration that has bound him to the company.

But, things were not the same two or three years ago. Increasing competition
has put a lot of pressure on the sales team and this has caused the company to
drift away from the merry days that employees used to enjoy. "In the past,
we used to have regular seminars, stress management workshops, picnics, etc. All
these have stopped because of increasing work pressure," notes Devendra,
hoping that things will change soon.

Another employee, Bosco Remedious, Sr. Team Manager, who has spent nine years
in the company talks about his satisfactory tenure. It is the technical exposure
and sense of brotherhood, that has kept him in the company for so long. "My
bosses have alway been like our colleagues. They are a great encouragement for
us in our work and it is fun working in such an environment," he says.

Wysetek is continuously devising new business strategies. It is currently
doing its homework to provide a solution to the banking industry, which the
company will announce in the near future.

NELSON JOHNY