Being a market leader in the development of network infrastructure products, Eurotech Technologies created a successful IT brand “BestNet” which encompasses a variety of networking, voice, data, security and surveillance products
Give a brief on how and when Eurotech Technologies started? What are the challenges you faced at that point of time? What are the breakthroughs that have been happened till now?
We are a market leader engaged in the development of network infrastructure products (both active and passive) and have created a successful IT brand “BestNet” encompassing a variety of networking, voice , data, security and surveillance products. Today, it has been over 15 years and we are moving along with the speed of innovation. Optimally positioned to address the unique demands of networking and communications requirements of enterprises across all industry verticals. Our BestNet brand of product line today enjoys a considerable market share.
We are an ISO certified company and offer a wide range of IT Infrastructure solution that brings in efficiency in delivery and performance at competitive price points and the brand’s journey in the Indian market has been extremely encouraging. Our products are a key component of a robust network infrastructure since our focus is on the adoption of technology to reduce expenses, quick ROI, enhance employee productivity and time to market. We are constantly working towards reducing energy consumptions in the network that encompasses intelligent design thereby significantly reducing the carbon footprint and its impact on the environment.
What about your geographical presence and headcount?
Eurotech Technologies is a 50+ member strong team. Apart from our presence in New Delhi, Chennai, Hyderabad and Bangalore, currently we have 4 channel partners in the metros and we look forward to appoint three to four system integrators, and resellers in select B&C class cities. The company is keen to engage with channel partners who are aggressive with a sound technical background, as well as having a strong market presence in the up-market cities in the country.
According to you, what are the opportunities and challenges in India market?
Among SMEs, there is a greater demand of collaboration and the ability to integrate different devices with enterprise IT applications. With the proliferation of high speed data and smart devices, voice and video solutions market would witness significant growth. For enterprise applications there are immense opportunities open with the maturity of communication standards. SMEs are making substantial investments to maximize efficiency of networks, reduce capital and operational expenditure, streamline the workforce output and create new opportunities.
Among all of your product ranges which one is doing the best? How much of your business comes from each of the range?
The BestNet product line is helping accelerate the complex deployments of IT infrastructure with fast access and quick turnaround time. Our copper, fibre and networking components (both active and passive) along with voice and video solutions form the core set of offerings.
What kind of product ranges are you offering under the brand BestNet?
BestNet brand ensures strict compliance with industry standards in quality and reliability. We keep enhancing our product line and our current range of offerings include : fiber and copper cables, chassis for surveillance cameras, cable cubby, connectors, cable assemblies, fiber networking components, USB, firewire products, network and server Enclosures and voice & video Solutions in order to provide customers and channel partners the ability to design, implement and support leading-edge technology solutions.
Can you mention the name of your domestic as well as global clients?
Our current clientele are from verticals like: SMEs and large enterprises, software development centres, BFSI, data centres, manufacturing, hospitality and retail. On the other side, we have strong presence with public sector undertakings like: defence, railways, ISRO, and DRDO to name a few. We continue to focus on these verticals since there is ample growth and opportunity.
Eurotech is a is a one stop solution provider of networking components, voice, data & video solutions, etc, so what kind innovations are you bringing in each of your product ranges?
We are focusing on ensuring a robust technology solution that is viable and suits the customers’ demands and we have been successful in positioning the BestNet products amongst the enterprises. We are working on bringing newer technologies and products to address advance enterprise communications market across verticals. Recently, we have introduced BestNet chassis for surveillance cameras; suited for video surveillance application and the rack-mountable chassis is equipped with media convertors making it a complete, clutter free and optimal video security and surveillance system (CCTVs).
Recently you have added security and surveillance products to your product ranges? Can you give a brief on that?
Video security and surveillance systems (CCTVs) are an important component in today’s scenario. The addition of BestNet Chassis for surveillance cameras to our existing product line allows us to offer complete connectivity solution for CCTV surveillance application needs of our customers. Equipped with a host of advanced features and benefits, the BestNet Chassis with Media Converters ensures system expandability, easy to install, effectively troubleshoots system performance and comes with individual power modules & hot-swappable slots, making it a seamless and manageable entity ensuring zero down-time.
What is your GTM strategy?
We are scaling up our operations through partners across SMBs and mid market segments. We are also opening up our technology solutions portfolio to add compelling networking products. Since inception, we had a culture and philosophy of customer as a partner and community involvement and driven through our vision, strategic planning, and execution. We are looking at the Indian market with our go to the market capability, by better servicing the customers through our well-equipped resellers. Today we are addressing our customers and partners with a much broader value proposition.
What is your channel partners’ strategy for this year?
We encourage our partners and work with them closely and help them evolve better in handling technology requirements coming from the enterprise segment. We provide necessary training and education and equip them with required tools and strategy. We also ensure that our product line is complemented with the right support strategy.
We are committed to our partners and therefore have created an ecosystem to help them engage with us along with their core competencies right from demand generation to post sales support. We are expanding our partner programmes and provide partners with customized courses, necessary technical training and certification. Our reseller programme offers partners training and education that is needed to transform their customer’s environments into converged Infrastructure.
How can channel partners leverage on the opportunities?
Instead of looking at standalone products, channel partners should focus on creating end – to- end solution and value for customers. Partners and SIs should acquire capacity and capability that can offer products structured around solutions. Metro cities and Tier II towns offer lot of opportunity in IT consumption and they should focus on investing into new and innovative technologies.
Ours is a partner driven organization and we believe in engaging, enabling and empowering our partner so that they understand the specific requirement of the customers and offer them the right solution.
What kind of channel model do you follow and how do you categorize your channel partners?
Each of our resellers located in various cities and towns has key competencies and that give us enormous reseller strength. Our go-to-market strategy ensures that our partners earn more through higher sales and better incentive programmes. With IT and Communications converging we want our partners to capitalize on this growing trend. We understand and respect our relationship with channel partners and offer necessary supportive measures.
What is your anticipation in terms of revenue for this year?
We have successfully managed to deliver consistent results and remained competitive and committed to improve revenues and productivity. Our solutions have successfully managed to make in-roads in SMEs, large enterprises and government sectors. There has been a greater acceptance and demand of networking and surveillance solutions from new generation enterprises and various industry verticals. We are growing at a rate of 60-65% year-on-year.
