Relevant Solutions, Not Merely Profit

 Sysware Info Tech came into existence in the year 1999 as a partnership company with a small capital of Rs.70,000 with two partners, and in  2000, it became a private limited company. The focus for the company was more on the home segment and smaller organizations supplying assembled or branded PCs like Vintron and Compaq.

This was the time of the dotcom buddle burst and any business with a PC centric focus was bound to suffer. Sysware also faced challenging times but gradually moved on to tendering business and took a foothold in the government sector. With the realization that it was time to move beyond the PC box pushing business , Sysware moved rapidly to a solution based offering. The company started focusing their resources on Network management, network deployment and building large infrastructure. The focus initially was individual users, home users or the assembled users and then moved on to corporate clients. With a focus on service, Sysware gradually gave up government jobs and the key criterion then became technology deployment and services excellence (which the government sector was not willing to pay for. Yogesh Mehta, Director, Sysware  Info Tech shares insights on Sysware’s move from a PC seller to a solutions and service excellence brand.

1. What is the present focus of Sysware  Info Tech?

As of now, we have different verticals like consulting vertical where we do consulting services for upcoming infrastructure projects in hospitality and healthcare infrastructure set up and also focusing on smart cities or may be a commercial complex. In addition, we focus on end- to -end IT integration, telephony integration, and audio visual services integration. Security is a key vertical where we talk about premises security, gateway level security. Essentially integration and design consulting are two key verticals that we have. When we talk about deployment of these services we cater to Hospitality industry as a very focus approach, corporate, hospitals, airport service providers.

2. What are the solutions on offer?  

We have complete packages to design and build complete data center architecture, complete set up infrastructure for that, mailing solutions, complete set up controlled access for any organization for gateway level security using UTM devices and lot of other software based solutions. Second area where we focus is Unified Communications where we talk about deploying Cisco based solutions. Third area is where Surveillance comes into picture where we integrate CCTV with access control on same platform and you can have redundant recordings, failovers, remote recordings, alerts and required footages can be shared on the Smartphones.

3. Are you doing managed services for printers?

We have a customer support team which does maintenance as well as provides equipment for rental basis too. We are giving services to the hospitality industry- with 50 hotels to our credit, large organizations like Unitech, Ansals and  Maruti Suzuki. We deliver products and services to these segments. We are offering services to large enterprises as well as SMEs. SMBs set up are smaller and they typically migrating towards paperless offices as it’s easier to manage things in smaller set up. So most of these organizations are gradually doing away with their printing requirements. These days marketing communication has also shifted to e-mailers, soft copies, PDF format, data sheets. So, small organizations do not require printing facilities much.

4. Which are the potential verticals in MSP division?  

When we talk about printing services, we usually target at industries like real estate, hospitality, government, and manufacturing.

5. What is the revenue you share from managed services to the total revenue?

This is not a focused vertical for us. The revenue should be in the range of 8-10% at best. A huge amount of printing business has been taken over by e-mailers. Earlier if one had to submit a proposal to any customer, you need to give a bundle of papers, now all that happen over e-mail. Tendering has switched over to e-mail tendering. As a result, now a bulk of the load from marketing or procurement side has been reduced. For any organization, printing is restricted to accounting needs, HR, appraisals, or may be appointments.

6. Do you feel that printing market is shrinking?  

Yes it is shrinking but it may not be wiped out because we still need some hard copies. But the way the government is pushing, the way Modiji is trying to project things that everything should be available at the click of a mouse, of course you don’t need to submit too many documents repeatedly. Paperless offices are going to be the reality in the next 3-4 years. Even at government level, the amount of print load will reduce to 30-40% of today.

7. How much of your business in printing has shown reduction?  

Fairly large because when we talk about printing business earlier smaller printers, stand alone printers, they use to move very frequently. Every organization use to have one laser printer for manager level people. Typically every organization where you have more than 500 employees would have 30-50 printers. However, these days they have decided to do away with stand alone laser printers. So the number of laser printers, deskjet printers has drastically come down. The industry has moved on to office jet series printers and multifunction devices which may work out economical for consumer segment. Larger organizations have consolidated printing requirements at one single station by putting a bigger laser printer with automatic document scanner, and photocopier. In terms of number of devices for every organization, it has come down to almost a third over the last 4-5 years.

8. How do you see security business?  

Security is an emerging market. The number of cameras and CCTVs that are there in Indian context is still very low, so major cities like Delhi and the other metros and larger cities are going to see a massive increase in terms of requirements. We see demand in terms of consumption in airports, railways, public places, buses, bus terminals, market complexes, almost all the key installation of government offices, residential buildings, MNCs and even hotels. The growth would be at least 50-60% increase Y-O-Y over the next 3-4 years.

9. What is your Go To Market strategy?  

As a company we have a very clear policy that we work for our customer and key focus for us is service support. When we go the market we only carry two things with us. First is the level of service standard that we maintain and second is focusing on solutions. We look at what is the need of the customer and his pain areas. Our objective is to address those pain areas rather than pushing a product. We work for solutions, not merely profit.

         10. What are your expansion plans?  

We have started focusing on the south and east India market. We do have plans for setting up office in Eastern region in next three months because that’s where the major activities are going to happen in next 5-6 years time. Mr. Modi is thinking of linking India with Myanmar and Thailand by road so of course we need to develop our Eastern segment. We are open to doing projects outside India as well.