ONTRACK SOLUTIONS: Technically sound

Ontrack Solutions has had a commendable growth in areas like Internet
security, enhancement in business of Tivoli software, and in terms of providing
storage networking. In the Internet security arena, it tied up with Fortinet in
December 2004, which followed with several lucrative projects for security. The
most significant was the implementation of RFA tokens for authentication for
IPCA.

As a company that initially used to only focus on hardware, Ontrack now has a
reasonable amount of business coming from enterprise software too. Dealing in
hardware products gives this solution provider almost 75% of its revenue, while
the remaining 25% comes from storage networking.

These include the deployment of IBM-Risc servers, HP's Itanium servers and
Citrix servers. The bottomline of this 25% contributes almost 75% of the
profits.

The company decided that it could not afford to be choosy about the verticals
it wants to deploy solutions in and that it's imperative for it to be present
in all of them. To cater these verticals, it has six branches and it includes a
new branch opened in Gurgaon in April 2005. And in just one quarter, this
northern branch has managed to rake in business worth Rs 1 crore.

Ontrack is a player that doesn't believe in the numbers game when it comes
to revenues. On the contrary, it prefers being technologically sound over
generating higher revenues.

Certifications have been an inherent part of the company's manpower
enhancement program and 30% of its 110 employees are certified in those special
technologies that they work on. Employees could have multiple certifications
also, depending on their skillsets.

Despite this, attrition is a big problem for Ontrack, as with the rest of the
players in the industry. The biggest HR threat the company faces is poaching by
bigger solution providers like Wipro Infotech.

Ontrack aspires that by 2007 it should get 40% of its revenue
from solutions and services. But at the same time, it is working on getting 60%
of its bottomline from the same chunk.

Foremost among accolades, Ontrack was conferred with the 'Best
Value Reseller for Enterprise Servers and Storage — Silver Award' from HP
India at its HP Achiever Conclave — 2004, at Kuala Lumpur. Two of the company's
employees were awarded 'Business Manager of the year -2004' (Amarish Shah)
and 'Best Relationship Manager — Most Strategic win 2004' (Prasanna Ranade)
from RSA Security.