CA&S Solution sees growth in Government vertical

CA&S Solution was set up in 1997 with a small business as a System Integration company. The company started the business with System hardware, sales and services.
And today with the focus on technology like cloud computing, the company is converting lot of customers in its portfolio while giving solutions for cloud computing. In an exclusive chat with Surendra Chikkala, MD, CA&S Solution, itVARnews finds out their go to market strategy.

What is the present focus of the company?

We have transformed our business into services and are focusing on data center set up, cloud computing, firewall networking, security and storage.

What are the solutions you are offering?

We provide solutions that span the entire technology life cycle from design and set up to integration and management of infrastructure. We are offering complete solutions for ERP, Cloud and MRMS. We are also providing infrastructure support. Implementation of advanced technology, continuous innovation and a commitment to service quality gives us an upper hand in meeting sophisticated demands of corporate customers.

Which are the potential verticals for your business?

From last 15 years we are doing business with education and government sectors where we see most of the potential for our business. Besides, we are also focusing on IT/ITES, infrastructure and manufacturing sectors with our solutions. We are getting 60% from government, 20% from education, and 20% from IT/ITES in our total revenue.

How do you approach the verticals?

We are working with government from last 15 years so we have got very good contacts. Initially we expanded our solutions and filled up tenders to approach the government sector. My sales team also works on getting the leads from the government department.

What are the challenges you face. How do you overcome them?

We do find difficulties in targeting government sector as they are time consuming deals, customers do not have budget. So to overcome the challenges firstly we find out the customers who have adequate fund to buy complete solutions. We also give customized solutions.

Today education is in very bad shape as it depends on government funds and is completely scholarship based. The sector is not getting any funds from last 2 years so all education institutions are in trouble.

What are your core competencies?

IBM, HP, Lenovo, Microsoft, TATA IOM. We get more business from HP and Lenovo.

What is your go to market strategy?

We go in field and generate enquiries and close it. We are completely driven by our sales team and vendors, promotional activities.

What are your expansion plans?

We are expanding towards Eastern region and will be opening office in Bhubaneswar with the same set and are also planning to add one more office in Guwahati soon.