Having A Clear Focus

Quadsel Systems

Starting off in 1996, the company today has touched the revenue of Rs 81 crore.From being a reseller for Compaq and HP, Quadsel has slowly expanded its business arena to a wide portfolio of products that includes servers, storage and printing solutions.

A rich portfolio and a clear focus on stable markets like government and education did not prove to be sufficient for Quadsel Systems to defeat the growing effects of the economic slump. The Chennai-based SI had begin to see decline in sales by the middle of 2009. The first thing the management at the company did was to increase their focus towards their government sector customers as continued investments were seen here despite the downturn.Quadsel already had inroads in the government sector and it only had to spend more time identifying new opportunities from existing and new customers in this area. The company also took a conscious decision that they would focus more on acquiring project-based orders to reduce their cost on inventory.

Quadsel's next important strategy was to slightly change the way they were approaching customers. It realized that the customers were becoming very cost-conscious themselves and were extremely concerned about things like RoI and TCO. So, Quadsel started working on allaying these fears while designing a solution for the customer and it was this concerted effort that really helped the company in convincing its customers. As a result, they also decided to increase their efforts around the pre-sales phase. About 40 percent of the current outlay at QuadselBytes is contributed for pre-sales activities which also include the designing of the solutions and giving POC to their customers. Apart from the enterprise segment, Quadsel has large focus on the SMB segment as well. The company is investing on a Network Operation Center (NOC), combined with a datacenter that would host the applications of its SMB customers. For the future, the company is planning to integrate its various offerings to have a large, connected portfolio and also upgrade its technical skills to embrace more technologies and products.

Highlights

• Focus more on government projects
• Investing on a Network Operation Center