Vikram Dham, CEO and MD, Emkor, spoke to ChannelWorld about the vendor's channel landscape for India. He also explained why he believes Emkor will be a "disruptive cloud company" that will completely transform the way business is done and pose a threat to traditional on-premise service providers.
CW: Emkor is a relatively new company. What led to the formation of the company?
Dham: I have worked with Dell and many other legacy IT companies before. I was working for industry leaders when the trend of outsourcing had just begun, and was at the helm of those lifecycles. This ensured that I gained good insight on the concept of managed services during my stints at these companies. What intrigued me is why small companies did not have the desire to become full-fledged services companies. I thought it was better for a company to be entrepreneur-driven than board-driven.
CW: Why do you call yourselves a disruptive cloud company?
Dham: We are going to disrupt the way businesses operate. On-premise players will feel threatened by what we do. They will feel the heat. Our model is going to give SIs a new model to run their business.
CW: Who are Emkor's prospective clients?
Dham: We are targeting the more evolved companies whose revenues stand between Rs 50 and Rs 2,000 crore. We are also looking at verticals like manufacturing, distribution, retail, logistics, and realty (infrastructure) in India. We have clients in all these sectors today. But we majorly target SMBs.
CW: What kind of services does Emkor offer to the SMB market?
Dham: We are a cloud-based services company, and we do not offer anything on-premise. We have christened our offering "Business Function-as-a-service". It is a combination of four cloud practices: Software-as-a-Service (SaaS), Business Process-as-a-Service (BPaaS), Business Intelligence-as-a-Service (BIaaS), and Business Consulting-as-a-Service (BCaaS). We can deliver the entire line of automated services over the Web. And we have the infrastructure to facilitate this through our datacenter in Mumbai.
CW: All said and done, how does your service fulfill this promise to SMBs?
Dham: With our service, customers do not need a CIO or IT manager or anyone who understands technology to be present at their premises. It is completely outsourced. We classify our offerings into three broad categories: Business-critical, office, and communications. When we go and talk to customers, our foot in the door is towards business-critical applications. The worldwide trend implies that SMBs are the prime movers of adoption of business-critical applications and business processes on the cloud. The main reason is that these kinds of business bodies are keener to adapt to new changes, compared to their bigger IT counterparts. At least the more evolved ones have realized that IT is important to drive business. Emkor's service offerings leverage the flexibility of the SMB workforce.
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