Sakri IT Solutions is a well-known name in the Indian IT distribution system. The company has helped many brands to establish their feet in India by enhancing market presence across all regions. Sakri has well defined distribution network and covers more than 400 locations in India. They are associated with almost 10k-15k partners who are working directly or indirectly with them. Despite certain challenges which all distribution companies are facing, Sakri has maintained its growth momentum throughout the year. Ravi Lakshman K, CEO, Sakri IT Solution Private Limited outlines his achievements in year 2017 and also shares his upcoming channel plans with DT.
DT: What have been the crucial milestones of your company during year 2017?
Mr. Ravi: We have consolidated our product portfolio as we added ESET Technology Alliance products to our products offering in Enterprise and SMB segment. In the consumer product segment we introduced ESET Internet Security and ESET Smart Security Premium (Total Security) in the Indian Market. ESET Internet Security - 3 user pack was successful in tapping tier 2 and tier 3 market especially south India Market. We have added new channel partners in Pan India which includes VARs, SI partners and increased our channel penetration. ESET Consumer products Activation growth has been more than 100% in consumer domain segment. We successfully achieved 80%+ Enterprise and SMB key accounts retention level. We also gained 40% growth YOY from new cliental business in the enterprise and SMB business. Particularly in the Mobility Security Solutions we have managed to increase the activation tremendously. India is no 2 in terms of ESET Mobile Security activations for ESET.
DT: How GST changed your business affair in year 2017?
Mr. Ravi: GST has replaced the complex structure of Central taxes and duties such as Excise Duty, Service Tax, Counter Veiling Duty (CVD), Special Additional Duty of Customs (SAD), central charges and cesses and local state taxes that was Value Added Tax (VAT), Central Sales Tax (CST), Octroi, Entry Tax, Purchase Tax, etc. The problem is tax policy is still confusing and has lot of ambiguity with lot of amendments coming in post launch of GST. We expect clarity in the coming days. We expected that the tax component would be lowered on the IT products and this would have boasted the IT sector but the outcome was different. With GST implementation it has slow down the pace of IT Market. The tax exemption which we enjoyed earlier are not there as of now.
DT: What's your channel strength currently in India?
Mr. Ravi: We have a well-established distribution network. We have almost 10k-15k partners working directly or indirectly in our distribution network across 400+ location across India. To support the distribution network we have sales fleets of around 100+ business professional in Pan-India. To stay upbeat in the competitive market we are relooking at current distribution landscape, redefining customer segments and aligning the geographies to expand and enhance our businesses in India.
DT: How do you keep motivating your partners for better business volume?
Mr. Ravi: We keeps on running channel engagement program. Our Channel loyalty program has got very good response with 600+ partner registered for the loyalty program and it growing. As digital marketing is gaining momentum we are helping our channel base evolve in the digital marketing segment helping them with all new digital marketing initiatives like Social media campaign, Whatsapp marketing, so that they can cater to all potential and existing customers who are online. Strategic marketing initiatives in the offline market like mystery shopping, channel meet and training program had been successfully to increase product penetration. Channel Offers and Schemes have been very much successful in the past. We had very good response to our Buy and Fly offer with almost 100+ partners flying to Bangkok, Switzerland and other exotic location on completion of successful sales target.
DT: What are the current focused product solutions from ESET?
Mr. Ravi: In the consumer product segment we introduced ESET Internet Security and ESET Smart Security Premium (Total Security) in the Indian Market. As our focus is to tap huge opportunity among enterprise segment, we have added ESET enterprise and technology alliance solution to our product portfolio. With the aggressive SI channel network, we hope to increase our footprint in the enterprise segment this year.
