Leap With Linux

His thorough understanding of Linux has enabled GT Enterprises to offer the
right kind of solutions to its clients.

Dealing with products based on open-source code like Linux is not an easy
business. Support, hardware compatibility and software upgradation are some of
the challenges that have kept dealers away from entering the Linux world.

But this was not the case with Bangalore-based UM Taranath. His 15 years in
the defense enabled him to accept the challenges of Linux and make a success out
of Linux-related business.

By mastering the skills to translate a buyer’s interest into actual sales,
Taranath has made GT Enterprises a

 landmark for Linux and related software in India. The company’s Rs
1.5 crore revenues during 2001-02 from selling open source products proves this
further. In fact, GT Enterprises today has come to be popularly referred to as
the ‘Linux Guys’ in Bangalore.

MAKING LINUX ACCEPTABLE

With a goal to offer Linux and related softwares to end-users and resellers,
Taranath and his wife Geetha founded GT Enterprises in December 1995.
"Initially I imported software worth Rs 15,000 as I wanted to test the
market for the acceptance of Linux," says Taranath recollecting his days of
struggle. Taranath imported Slackware, one of the oldest Linux versions and
FreeBSD software products, and started marketing the same from his
residence-cum-office.

"I was a keen observer of the open-source software market since the year
1994. I noticed that there was going to be a Linux revolution and so decided to
be a part of it," recalls Taranath with a smile.

Later it became evident that he could not make profits by marketing free
software. He realized that selling support and services along with Linux
products was lucrative. This inspired him to build a strong support team
consisting of four engineers.

Functioning as a national distributor, GT Enterprises has grown from catering
to a handful of customers to one of the largest suppliers of Linux software in
India. Currently it is concentrating on Linux OS and various other applications
and utilities available on Linux such as office suites, development tools, RDBMS,
database clippers and many more.

FOCUS ON TEAM EFFORT

A thorough understanding of Linux and features of related software has
enabled Taranath to offer the right kind of solutions to his clients.
"Today GT Enterprises is among the top dealers in India who can handle
service and support queries independently," comments Ajay Kapoor, Country
Manager-India, Lineo Inc. The service capability of Taranath became his strength
to succeed in the open-source software market, which so far has seen only a
moderate demand.

Taranath knows it too well that motivated employees are an essential asset of
his company. He has managed to instill a sense of ownership among all his
employees. "We all have a deep sense of belonging in the company,"
says one of his support engineers.

But success has come through aggressive measures as well. "I always
focussed on team effort, instead of regional or territorial operations,"
says Taranath. He points out that a focused team provides a single contact point
for customers making it easier for them to register complaints or enquiries. He
adds, "This also helps create a tough team that does not break down in the
face of a crisis."

CLIMBING UP THE SUCCESS LADDER

GT Enterprises today has grown from being a regional player to a national
distributor for Lineo product-line. "As the foremost Linux distributor in
India, we offer more than 200 Linux titles from over 25 of the most well-known
publishers, including Red Hat, Caldera, Walnut Creek, SuSE, Mandrake, SSC,
TurboLinux, Definite Linux, Multisoft, Ovrimos and many more," adds
Taranath.

In addition to product sales, GT Enterprises also provides a complete
solution for Linux such as installation, systems integration, networking and
technical support with the help of Linux Consultancy India (LCU). "Our
company has chalked out a detailed growth plan by diversifying into networking
services on the Linux platform," says Taranath.

Talking about his future initiatives, he informs, "We plan to include a
host of services and products that one needs to derive advantage by using the
Linux platform." His support team helps users load and configure the
software features of their choice, install the system at their site, integrate
it with their network, and also train them to use it. These services from GT
Enterprises has helped several users to operate Linux at ease.

BEYOND THE HORIZON

Setting-up of a overseas branch and obtaining a quality certification from
Lineo will mark Taranath’s foray into the global arena where the company wants
to become an active player. In the domestic market, GT Enterprises plans to open
branch offices in Chennai and Hyderabad shortly.

Taranath also plans to foray into software development after establishing
himself more firmly in the Linux market. According to him, this initiative will
further strengthen GT Enterprises’ mission to offer unique products and
services on Linux platform to end-users.

SUNILA PAUL in Bangalore