Lenovo provides us Peace of Mind

Growing from strength to strength with Lenovo’s support, Pankaj Sanchetti, Owner, Comprint Computers, says it’s time to focus more on smaller businesses for growth. It’s not only about selling a product, it’s about selling the concept of a return on investment, he says.

Tell us something about the beginnings of Comprint’s business – conception and growth through the years?

Comprint was set up in 1993. We started as a PC assembling company, and at that time, worked as a small system integrators team. After 1998, we enteredthe enterprise business. In 2004 we closed down our PC assembling unit and since then we have been only in the channel partners business.

Over the last decade, we have been growing steadily. We have just opened an office in Bangalore and another in Pune, earlier we only had a presence in Mumbai. Over the last eight years or so, Comprint has seen a double digit growth every year. Last year we crossed Rs. 107 crores in revenue.

When did your association with Lenovo begin? What were the initial products you sold for them?

We had enterprise business association with IBM and HP in earlier years.  We moved with Lenovo when it took over IBM’s enterprise business.

Today, which product from Lenovo is selling best in the market and what is your role in promoting it?

All enterprise products from Lenovo sell well in the market- both for serversandstorages, though Comprint sells only Server storage and enterprise packs and that only in the west.

How do you think Lenovo stands as a support for channel partners like Comprint?

We are consistently working with Lenovo for a couple of years now. We have been getting great support from Lenovo. Apart from having great products, Lenovo’s channel policies, schemes are very consistent. The engagement at various levels has improved a lot and has helped us gain more confidence.

How has the association with Lenovo been beneficial for Comprint? Do you think it can be made better?

As far as they come up with new products, Comprint will definitely be taking them up. In the enterprise server space, whatever new technology or products they create or put in the market, we will work with them.

We are looking at growing leaps and bound in our new set ups and expect Lenovo’s continuous support and encouragement.

What, in your opinion, works as the biggest motivator for business for channel partners? Just profits? Or something more than that?

Of course, profit is the biggest motivator, but also peace of mind. Even if there is a little margin, as long as we are selling a stable product, and it makes a customer happy we are in a comfortable space. So, in my opinion, it cannot be just profits. A product like Lenovo’s with a technological edge works great. Besides, a product that provides the customers with a high RoI, making the end customer happy, works in the market. If the end customer is not happy, the whole chain cannot be successful. A short term gain cannot be the biggest motivator for selling any product. So as partners in the chain, we also do well when we sell products that give better returns to the end customer. That, I think, is our biggest motivation.

As far as new ideas for growth are concerned, I think we need to address the SME market that is growing in India. We need to focus on that rapidly growing market. That will be a good, profitable option. The smaller companies’ market is here to stay!  To get success in this market, it is finally the small things that we need to try to push and create.

Even though it requires very high level of effort, that is, at the end of the day, the ripest market for profits. We need to ensure a synergy between vendors and OEMS, and that will get us a bigger market in India.

What are Comprint’s plans for 2016 and beyond? Any new products or strategies that you have n mind?

As planned for 2016, we have already donethe expansion. Bangalore and Pune will be set on the profit path by this year end.

Products wise we are planning to add some more products to our portfolio to ensure the planned growth for Comprint. Lenovo is planning to offer new products, and we are looking forward to take that up.

We are not focusing too much on the end customer plan this year, since our back office needs to be better established. We are in the process of doingjust that, and have hired a team of skilled and enthusiastic people. Right now we are getting our certifications done, and very soon, we should be reaching the solutions partof the chain. It’s a matter of a quarter or twountil we have a fully functional expert team set up, that is able to support customers. Exactly when, I cannot say at this point, but can certainly say that we are working on it.

The bottom-line for Comprint is – whichever vertical we are in, whatever product we sell to whatever size of enterprise, we are always going that extra mile to ensure that Comprint is on top of its market requirements.