“Hyper-Converged Solution Boosts Opportunity for Our Partners”

By: DT News Network
July, 19, 2016

VCE is the converged platforms division of EMC and offers converged infrastructure and converged solutions. VCE accelerates the adoption of converged infrastructure and cloud-based computing models that reduce IT costs while improving time to market. VCE delivers the industry's only fully integrated and virtualized cloud infrastructure systems, allowing customers to focus on business innovation instead of integrating, validating, and managing IT infrastructure. Mr. Rajesh Ramnani, Regional Director at VCE, shares his opinion on current market growth, challenges and upcoming channel plans with DT.

Q: How do you see the adoption of hyper-converged infrastructure solutions in India?

A: Hyper-converged infrastructure (HCI) has gained notable traction in India. It is one of the most preferred methods for deploying IT in the data center, as IT departments seek ways to adjust to their new role in business and new responsibilities entrusted on them. It helps in simplifying and expediting the delivery of application workloads. HCI market is growing at 60% YoY, as per analysts expected to touch USD 4Bn+ by 2020. According to Gartner it is expected to become a $5 billion market by 2019; thereby becoming the category leader by revenue in pre-integrated full-stack infrastructure products. It is promising to dramatically shift the way infrastructure is procured, deployed and managed. Market potential in India for Hyper-Converged solutions can exceed USD 15Mn in FY 2016 itself, of which 50% will be in Midmarket and rest will be in large enterprises and corporates.

Q: What are the major growth factors for this solution?

A: One of the most important factors for the growth of hyper-converged infrastructure is the critical need for a simple, scalable and flexible infrastructure that can help enterprises to address all their business need in a timely and cost efficient way. It helps in the creation of virtual data center by consolidating key IT components. Secondly, organisations across verticals maneuvering from the traditional ‘build-it-yourself’ infrastructure to converged ‘ready-to-use’ infrastructure that is simple, scalable, secure and cost efficient are contributing in the surge in demand for hyper-converged infrastructure. Thirdly, the option for “Buying” ready solutions rather than “Building” their own is also leading in the growth of this solution.

Q: What are the main challenges for this industry?

A: Traditional IT has long dominated the IT Infrastructure landscape, this was same challenge when users moved from assembled PC’s to branded laptops. There is a comfort factor with every mode of deployment, in this case as well, we see the same comfort factor set in, there are established price points and processes which will take some time to displace, but once Enterprises see the benefits of Buy v/s Build, it will be conscious and easy transition.

Q: How do you offer excellent solutions to your customers?

A: In India EMC has five certified partners in every region. Our partners will play a significant role to ensure appropriate reach and support to our customers for this technology across India and associated geographies. Our customers will be able to leverage VMware hyper-converged software, hardware provided by EMC, and include ended lifecycle management automation and EMC data protection software not available from other vendors. Customers have a single contact for support. Customers who purchase our recently launched hyper-converged solution, VxRail Appliances from either VCE or EMC will be supported by EMC Support (EMC Maintenance contract). EMC Maintenance options are offered (premium and enhanced). EMC Support Delivery remains the same.

Q: What are major verticals which contribute to your overall business in India?

A: The verticals which contribute to our overall business in India are IT/ITES, BFSI, Telecom and Federal organizations for large Hyper-Converged systems. Purpose built Hyper-Converged systems are popular Large Enterprises, Public sector and Manufacturing Units.

Q: How do you plan to add partners or associates for selling more solutions Pan India?

A: The launch of our hyper-converged solution VxRail widens the scope of opportunity for our partners. Hyper converged industry is a space which will continue to grow and partners now have an opportunity to work with EMC and VMware and redefine this market and establish themselves as leaders in this space.

Q: What are your investment plan to boost better after sale support?

A: VxRail is part of EMC Support. What comes with every appliance is ESRS Support from EMC. ESRS is proactive call home support from EMC, failure alerts are provided much before the system is about to fail, so that support team can take proactive action. EMC has support centres and warehouses across the country, VxRail will be supported from those centres. A global Toll free number will provide access to the support office which will co-ordinate spare deliveries, anywhere in India, within 4 hours of support call.

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