28 I COMPUTER RESELLER NEWSI JULY, 2019I crn.in
News Analysis
Moumita Deb Choudhury
[email protected]
H
ome grown value added
distributor, iValue
InfoSolutions which
provides solutions around
data, network and application (DNA)
for businesses, has direct partnership
with over 35 OEMs and has over 6,000
customers through over 700 partners.
The company boasts of over 100
complementing offerings in the digital
transformation area and adds over 600
new customers every year, which are
then leveraged for cross and up
sell of other OEM offerings on an
ongoing basis.
Yes, the customer and partner base
numbers are conspicuous. But it's not
just the numbers which set the
distribution company apart. The brand
power of iValue has made it possible to
corner international investments,
which is a rarity for distributors and
hence a notable achievement. Recently,
Sundara (Mauritius), an affiliate of
Creador, has invested US$ 18 million for
a significant minority stake in iValue.
The investment will provide further
momentum to iValue’s efforts in gaining
superior market share in the
cybersecurity market, by expanding to
newer geographies, adding newer
technology OEMs to their portfolio,
executing larger projects for the current
OEMs and growing inorganically
through acquisitions.
iValue has grown four to five times
the market growth rate in the last 10
years. “We have reached a critical stage
wherein this investment would actually
help us transform to the next level,”
says Srinivasan Sriram, Co-Founder and
CSO, iValue InfoSolutions.
Market position
iValue is a technology enabler in the
DNA management space with skills in
consulting, design, deployment and
integration based on the partner needs
to meet customer business and
IT challenges.
“Our approach is consultative. We
understand the key business and IT
challenges and offer customised and
optimised solutions in partnership
with a partner as per the customer's
choice. The team at iValue has been
focused on DNA management for the
past 20 years. This focused approach
has helped in building expertise across
technologies, verticals, compliances
and geographical needs. This helps
develop industry contacts and
relationship across the OEM, customer,
partner and consultants base, resulting
in over four times market growth rate
consistently over the years,”
claims Sriram.
“iValue’s unique GTM strategy
aligns business development activities
in line with offerings' maturity in
product life cycle evolution, thus
creating a scalable and sustainable
business. Also, customer lifecycleadoption through analytics provides a
ready-made platform for current and
new OEMs to target the right set of
customers in all the geographies for
specific set of solutions, across more
than 6,000 customers. This helps in
focused and targeted business
development leading to faster growth
for both OEMs and partners with
iValue,” he says.Leveraging partnership
with Creador
The partnership is aimed at five
broad focused investment and
growth areas. The company is
expanding its Data Network and
Application offerings with greater focus
on corporate and enterprise sector.
From a geography perspective, it is
planning to further invest and expand
to new geographies in India, SAARC,
Middle East and Africa.
“The VAD also plans to invest in
transforming internal capabilities on
the technology front, focusing around
governance, risk and compliance areas,
with an objective to complement the
skill sets of our OEM and partner teams
for effectively addressing emerging
customer needs in their digital
transformation. It focuses to build
consulting and service revenues around
its OEM and partner needs,”
Sriram adds.
iValue plans to strengthen its GTM
team across locations, countries and
verticals including BFSI, enterprise and
government practices with partner
focused teams, solution focused teams
and technology focused teams with a
view to maximise big ticket
opportunities. It is also making its
digital sales engine strong with a view
to provide validated leads to its
focused partners.WHAT IS SO SPECIAL ABOUT
IVALUE’S DNA?
THE COMPANY ALSO PLANS
FOR INORGANIC GROWTH – IT
IS ACTIVELY LOOKING AT
CONSULTING AND PLATFORM
BASED CYBERSECURITY
SERVICE FIRMS WHICH WILL
COMPLEMENT ITS CAPABILITY
AND ADD TO PARTNER AND
CUSTOMER NEEDS IN THE DNA
MANAGEMENT AREAIt is a rarity for a home grown distributor to attract international investments, and the fact
that iValue InfoSolutions has made it possible, is a a mark of significant achievement