How do your offerings differ from your competitors'? And how are your solutions able to deliver total cost of ownership (TCO) savings?
SimpliVity's offerings have more functionality and it is more efficient in terms of reduction of costs and simplification. We are also able to deliver up to three times TCO savings because we reduce the operating expenses such as labour costs involved in managing the product, power consumption and maintenance. As for capital expenditure, customers need to buy less products thus, it reduces the acquisition costs.
In 2014, you've achieved nearly 500 percent increase in sales and customer acquisition over the year before. What's driving the adoption of hyperconverged infrastructure / infrastructure virtualisation?
The value proposition is profound in that once customers start believing that it is possible to dramatically simplify and reduce TCO, they immediately want to test the product. Once they test it or speak about it with other references, they'll reach the same level of confidence as our existing customers and thus purchase the solution. Therefore, everything has been very rapid with very quick decisions and deployment. The value offered by hyperconverged infrastructures has been very appealing for customers.
What are some of your customers' concerns when it comes to adopting a hyperconverged infrastructure? How do you persuade them to adopt it?
We have had customers who questioned the possibility of true hyperconvergence so we allowed them to speak to our existing customers. Since we have deployed over 2000 systems, we now have our existing customers who are able to testify the benefits of hyperconvergence to potential customers. It is about believing that such an advanced level of technology is possible today.
In some cases, we also run Proof of Concepts with our customers and most of their questions can be very easily verified. We have a corporate cloud that we run tests and evaluations on and from there the customers' purchasing decision becomes very fast.
You've recently opened a regional headquarters in Singapore. Why did you choose Singapore and what are your plans for the HQ?
We wanted to move into Asia Pacific and Japan, and Singapore is a great location for us to manage this market from. We intend to grow as rapidly as we can hire people.
Given the short time of five months that we have been here, we have quite a few customers and partners. Cisco is a tremendously important partner for SimpliVity here in the region. One recent customer win that we have had is Cloud FX who is a service provider in the financial (currency exchange) markets based here in Singapore. We also have a few other customers around the region. It is a pleasure being in this geographic location as this market has great potential with very fast adoption and that is why we have a significant team here that is committed to this market.
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