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ISV is Our Key Route to SMB Market in India: IBM

Aritra Sarkhel | May 23, 2013
Viswanath Ramaswamy, Country Manager for Power Systems, Systems and Technology Group at IBM India/ South Asia, talks about the company's unique strategy for SMB market in India.

CW: Are you enabling traditional partners to become ISVs?

Not at all. They both are different to us. Ideally, business partners want to climb up the value chain and not always end up selling commodity stuff. We encourage channel partners through different programs, and solution bundles related to the Power portfolio. We give a lot of rebates to partners in different geographies, depending on the solution they implement.

CW: What are the different markets IBM is targeting?

Apart from the metros, we are also targeting tier-2 cities in Tamil Nadu. We have even done business in Cochin and Salem, besides Tiruchirappalli (Trichy), where it is picking up. We are seeing traction in Cuttack, apart from Bhubaneswar. When it comes to the North-East, we have done considerable amount of business in Guwahati, and further in the East, we are in the process of doing many e-Governance projects.

CW: Power Systems are priced lesser than HP's and Oracle's offerings in this market. Is this a targeted strategy?

Our pricing is not targeted to be lower per se. SMBs get a better-performing product at a competitive price, compared to a Sun product for the x86 platform or an HP Titanium product. Moreover, our solution is cost-effective.


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