Offering an integrated suite of IT infrastructure management solutions, both on-premises and cloud-based, ManageEngine helped businesses adapt to the remote work model
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“After the pandemic, with the remote work model resulting in employees being distributed across multiple locations and the seamless transfer of data required to ensure business continuity, moving to the cloud essentially became a top priority overnight.”
Arun Kumar J,
Regional Sales Director,
ManageEngine
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The Pandemic has forced businesses to shift to online operations and there has been a massive adoption of remote working culture and online learning, resulting in digitalisation on an unprecedented scale. Along with the shift to online has also come an unprecedented surge in demand for IT solutions and services, turning 2021 A Golden Year For IT Services Companies.
The spurt in demand has thrown open a big opportunity for IT Solutions Providers.
As the India market remains in the eye of a major digital transformation buoyed by a tech-centred Union Budget, SME Channels embarks upon recording the voices of the who’s who among the IT Solutions Providers landscape.
In a special interaction with SME Channels, Arun Kumar J, Regional Sales Director, ManageEngine, reveals his organization’s strategy to leverage the growing demand for IT solutions; the key trends in the IT solutions and services market in 2022; how vertical-specific solutions have brought in greater traction for channel partners; and his vision and plans for the channel community. Edited excerpts…
There has been a significant uptick in the development of new IT products and services triggered by digital adoption and transition to cloud due to the Pandemic. How has ManageEngine been leveraging this hike in demand for IT solutions?
We have seen a huge increase in cloud adoption post pandemic. Before the pandemic, cloud adoption and digital transformation existed, but they weren’t a high priority for organisations. However, after the pandemic, with the remote work model resulting in employees being distributed across multiple locations and the seamless transfer of data required to ensure business continuity, moving to the cloud essentially became a top priority overnight. Since cloud technology enables seamless transfer of data across multiple locations, employees could access data and maintain business operations.
ManageEngine offers an integrated suite of IT infrastructure management solutions, both on-premises and cloud-based. We already had these product offerings before the pandemic; however, we realigned our strategies to focus on the solutions that could help organisations adapt to the remote work model. We had specific solutions for remote work operations that ensured employees could access data across different locations without compromising on security.
What key mega trends does ManageEngine foresee in the IT solutions and services market?
We predict these trends in the IT solutions and services market:
- The hybrid model will continue even after the pandemic as most organisations will be adopting a hybrid work model.
- Cloud adoption will continue increasing in the coming years.
- IT teams will prioritise ensuring data is simultaneously secure and accessible to offer a seamless customer experience since data will be accessed on multiple platforms across various locations.
- Security will continue gaining importance because of the evolving threat landscape. Organisations will invest in tools like endpoint management and security, privileged access management, remote access, and Zero Trust.
What are your major Product/Services offerings?
ManageEngine offers a comprehensive IT infrastructure management suite that includes solutions offering:
- ITIL-based IT service management
- IT operations management
- Unified endpoint management and security
- Security information and event management
- Windows Active Directory management
- Privileged access management
- IT analytics
All the products in the above categories are offered both on-premises and in the cloud. Based on demand, the top three categories of IT solutions are:
- IT service management
- Endpoint management
- IT security
Recently, AIML (Artificial Intelligence Markup Language) capabilities, cloud enabled services and analytics have registered remarkable growth. How have your partners benefited from the opportunities created by these techs?
At ManageEngine, we continue to invest in the latest trends and technology. AI and ML play an important role in the hybrid model, which is why we have incorporated our AI-assisted chatbot Zia into several ManageEngine and Zoho products. Given that these AI capabilities are a natural extension to our products, our partners are able to offer our customers comprehensive support on these features .
IT Solutions Providers are focusing on specific verticals and even have built very specific capabilities across a few verticals, which helps them differentiate. What vertical-specific solutions do you offer to ensure greater traction for channel partners?
ManageEngine’s suite of products is industry agnostic and useful across all verticals.
What are the major factors that are impacting the growth for the IT Solutions providers? Is cannibalization of revenue, a major challenge?
The main priorities for organisations today are to ensure they stay relevant to dynamic market conditions, offer a seamless experience to both employees and customers in the hybrid work model, focus on automation, and stay compliant with local regulations. As the role of IT teams grows throughout the organisation, IT teams will need solutions that can help them solve pain points for their customers and keep the organisation relevant.
IT solutions business is highly tech-intensive. How do you upskill your partners to help them tap more into market opportunities?
We invest a lot in training our partners and conduct regular training programs on the latest product enhancements and market trends. Along with the product training programs, we also ensure all our partners are certified on our products.
Have you recently made or plan to make any major investments in terms of channel expansions or product development in India and SAARC?
We are moving towards building value-added partners on the channel strategy and not just being transactional, as customers today expect partners to not only implement the product offerings but also to provide domain intelligence by solving their business challenges. Our investments are focused on enabling partners to deliver value to customers based on their business needs and market trends.
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