'We identify ourselves as a technology-enabler in the storage and security space'

Byju Pillai projects Select Technologies as a technology-enabler and not just
an SI. The differentiation according to him is that consultancy forms a core
part of Select’s business. While driving the storage and security business at
Select, he is looking at further scaling up its solutions and services
portfolio. Byju is looking at over 60% growth in the coming fiscal to reach Rs
50 crore-mark. Excerpts from an interview:

How has the business landscape shaped up for Select Technologies since WeP
Peripherals acquired it?

We have security and storage-based business, which is solutions-centric.
Select continues to work as an independent entity as it wanted to leverage on
its brand equity. Prior to the acquisition we had a large base of end-customers
and we continue to engage closely with them even today for our storage and
security solutions.

Over a period of time, we have moved our networking business on to WeP,
wherein they look after the distribution, SI and OEM activities. As far as the
service is concerned, both WeP and Select utilize a common infrastructure to
assist its partners/end-users.

In revenue terms, we would touch nearly Rs 35 crore in FY 2003-04. Compared
to the Rs 20 crore turnover we had in 2002-03, it marks over 70% growth. The
coming fiscal too we should be able to maintain similar growth rates. However,
we would like to maintain that our focus would be more on bottomline than the
topline.

But why this segregation of product segments between the
two entities?

It has got more to do with focus. In networking, there are low-end as well
as high-end products. Low-end products are of stock-and-sell kind while high-end
require integration work around them. On the other hand, storage and security
are largely sold as solutions, which is where our domain expertise lies in.

So it made sense for us to look after a pure solution-based
business instead of putting our energies in mere product sale, which in any case
WeP is well-equipped to do.

So then, what would be the correct positioning of Select?
Is it an SI or a distributor?

I would refer to ourselves as a technology-enabler in the network security
and storage space. So if you were to ask who is my competition, I would say no
one! We are more like consultants to end-customers. And it is in this direction
of being a technology-enabler that we also organize number of end-user meets and
seminars and come up with various innovative solutions.

You carry a certain set of vendor products with you. How
can you then really claim to be a consultant, which requires you to be
vendor-neutral?

We are vendor-neutral to a very great extent. What we are saying is that
certain products are good for certain user requirement or a combination of few
other products more efficient for a specific customer segment. We also look at
price-points and offer our customers a range of products from different vendors
in a give price-range.

As a consultant, we always advise our customers which
solution is best for them. However, if there is a specific and reasonable need
for a different product, we do try to take care of it as well. In fact, we don’t
have anything against competing products as well. If they have some unique
features, we could be using them is our solutions as well.

What is the roadmap that Select has outlined for itself?

Our main focus for the times ahead would be to build up cases with
end-customers in the enterprise space. Then we want to add on to our existing
solutions and service portfolio. There’s an increasing demand for 24/7
support. We have been providing eight hours/five days a week support and in some
cases on saturdays and sundays as well. So we would be quickly moving on to
increase our support levels as well bring down the resolution time.

What are the major customer segments that you currently
address?

If you look from value point of view, then number one is enterprise, then
corporates, SMEs and government. >From a volume perspective, corporate and
SME would be our top two customers. And it is in these two segments, that we see
more growth happening by way of newer customers getting added. We also see an
increased spending by enterprises thus adding to our value business.

What are your bets on the SME?

In India there are a large number of SMEs. So the business opportunities, we
think, would be equally large. While the value of solutions that one can provide
to each SME account may not be very high, we expect a good growth in our
existing accounts as well as hope to get many more newer customers in this
space.

GOLDIE