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With the focused approach of giving value added services to the customers, Sunil Gupta, Director, F1 Infotech is driving the business at a faster pace. The company has grown more than 50% in last four years and is targeting to touch the turnover of INR30 crore next fiscal.
F1 Infotech was started in 2003 and is a self funded organization. The objective of F1 Infotech is to invest within the system. The initial investment was the company’s efforts, mind, which was the capital for us. Sunil Gupta invested INR 5 Lakhs in the business and through his rich experience in IT he capitalized this experience to grow up. The company has started with CA partner which is Computer Associate and the solution focus of the company was security and storage and is now slowly and gradually moving to other technologies as well.
Today the competition is growing, buying pattern is changing, customer behavior is changing, the products, solutions is changing from time to time. Sunil feels that every year the company has learned something new in this 11 year journey. The company was started as a proprietorship company, in 2006 we have become a private limited company, in 2008 we became ISO certified and from last four years the company is growing at a pace of more than 50%.
The company is adding products, services depending upon the customer requirements and adding our team and growing individuals within the team to cater to next level assignment with us. Excerpts from interview…
What is the present focus of F1 Infotech?
The present focus are the four areas namely security, storage & Services where everybody is demanding 24×7 services and that’s where we are focusing on the solutions to help you make your business continuity, and the last is process automation. We are using RSID, bar code which will cut down the time and make the business productive.
What are the solutions you are offering?
The solutions revolve around the four focused areas. For example for security from endpoint to gateway, for storage- all primary storage solution, secondary storage solutions, backup solutions. So we have created our solutions which are different and effective.
In which verticals you see potential for your business?
We see the potential in almost all verticals. We are working with government, education, IT/ITES, healthcare, telecom, BFSI etc. We are focused with our customers, OEMs so relationship is key within F1 and the services again which is very critical for us.
What is your approach to target your verticals?
Before start of the financial year we meet different OEMs, take their mind share and according to the mind share they set the target for financial year and you have to focus these customers. So, we demand 5% to 10% of revenue with us and then we take the same set of customers to second OEMs and third OEMs. Our efforts are less and the results are good.
What challenges you find while targeting the verticals?
Definitely there are challenges involved. Government has challenges in terms of pre qualification criteria and the tender. They have challenges in terms of their mind set. So when we approach to the OEM we say we are the consultant to you and are coming with solutions. We try to find out their challenges and suggest solutions accordingly. The services are the secondary part. For us the product is not important, for us the solution and services is the critical part.
Where is the growth likely to come from?
The growth is coming from the relationship we have developed. The product revenue is increasing because of the relationship, the services revenue is increasing and the solution revenue is also increasing. It is difficult to make new customers but easy to retain the existing customers. We upsell the product, upsell the solutions, got referrals from the customers and OEMs and focus on those referrals and we grow.
What was the turnover for last fiscal year?
The cumulative turnover was almost INR 18 crore and look forward to grow to INR 30 crore.
How much revenue you are getting from different verticals?
25% from government and education, 10%-15% from healthcare, 20% from manufacturing, 15% from IT/ITES and the rest comes from other sectors.
What are your expansion plans?
Right now we are targeting to the present geographic area only. Our first target to come in a turnover of 70-75 crore then we look for other geography like south region or west region or might be international market. Today we are catering those customers also but while sitting in Delhi only. If required my engineers can fly there. We have done projects in Bhubaneswar, Chennai, Bangalore, UK, Brazil, Japan, Bangladesh, and Afghanistan. Fortunately technology is moving so fast that while sitting in one location you can support the customers in multiple locations.
What are your core competencies?
Our basic role is to grow the revenue, grow the individual member within the organization because we want if the company is growing all the members will grow along with the company and third creating a brand in the market and take it as a service provider and not just the box pushers.
Which are the vendors you are working with?
Today our focus vendors are EMC, Checkpoint, Fortinet, and Riverbed. Then if the requirement comes we give our own solutions also. Process automation is our focused area where we have developed our own software solutions and giving to our customers. Our 40%-50% revenue is coming from the EMC solutions.
