From Hardware to Holistic Solutions: How Bluecom is Leading IT Transformation

In an insightful conversation with Biren Yadav, CEO of Bluecom, Amit Singh explores the dynamic landscape of IT and the pivotal role Bluecom plays in driving technological innovation. Yadav shares his vision for the company, detailing Bluecom’s evolution from a traditional hardware distributor to a comprehensive solutions provider, aligning with the rapidly changing needs of the IT industry. He emphasizes the importance of adopting a solution-centric approach to meet customer expectations, highlighting the transformation of IT from merely supporting infrastructure to being at the forefront of business enhancement. Yadav also discusses Bluecom’s strategic initiatives, including investment in people, technology, and new business verticals, positioning the company for continued growth and success in the competitive IT landscape

Amit Singh: I’d like to understand more about Bluecom and its relationship with Lenovo. Can you highlight Bluecom’s recent achievements and current projects?

Biren Yadav: Bluecom is a two-decade-old system integration company. We focus on integrating systems around hardware and operate through several key verticals: distribution, system integration, government, retail, and software and services. Our distribution vertical is particularly strong, covering Lenovo’s entire commercial portfolio across Mumbai and Pune. We’ve been an exclusive regional distributor for Lenovo since its entry into the Indian market, and our long-standing relationship reflects our commitment and performance. Our slogan, “Think Lenovo, Think Bluecom,” illustrates the deep association we’ve built.

Recently, Bluecom has achieved significant growth, with a turnover nearing 400 crores. We are also expanding our business by adding two new verticals and exploring opportunities in the growing Indian IT market.

Amit: As businesses undergo IT transformations, what major challenges are they facing, and how is Bluecom helping them overcome these challenges?

Biren: The IT landscape has shifted dramatically. Traditionally, hardware was central, with software and services built around it. Now, solutions and services are at the forefront, with hardware supporting these core elements. At Bluecom, we’ve adapted by developing our software and services verticals and focusing on end-to-end solutions.

We are preparing to meet new challenges, particularly in the government sector, which is a significant spender. Our approach includes investing in services and aligning with market and customer expectations to deliver comprehensive solutions.

Amit: How do you suggest IT channel partners address changing customer expectations, especially in the post-COVID era?

Biren: Channel partners need to adopt a solution-centric approach rather than just selling hardware. IT has become integral to every aspect of life, and customers expect vendors to offer solutions that enhance their business. Partners should focus on providing solutions to specific problems rather than just selling products. Embracing a “from pocket to cloud” perspective, where partners offer a full range of solutions, will better meet customer needs and expectations.

The shift is from being a product seller to being a problem solver. This approach will enable channel partners to succeed and address customer needs effectively.

Amit: What are Bluecom’s top focus areas and plans for the next few years?

Biren: Our primary focus is on investing in our people and shifting their approach to problem-solving. We are developing solutions around the hardware we sell, ensuring we provide comprehensive value to our customers. For instance, rather than just selling tablets, we’re positioning them as part of a broader solution to specific challenges.

We are also building our software capabilities and integrating these with our hardware offerings to provide holistic solutions. These investments and strategic shifts are designed to enhance our product positioning and meet evolving market demands.