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“We are adding SaaS model to our software offerings”

Satish Kumar V, Country Head, DMX India
Satish Kumar V, Country Head, DMX India

DMX India is the Indian arm of DMX Technologies – a Hong Kong based IT Solutions provider, with a network of 24 sales offices in 7 countries across Asia. Recenlty, as part of its transformation to channel model sales DMX India recently tied-up with distributor Technobind. In a chat with Karma Negi of The Red Mark Satish Kumar V, Country Head, DMX India talks about his plans.

How is the partnership with Technobind working for DMX India?

Joining hands with Technobind is one of the biggest moves from our side this year as part of our transformation to channel model sales. While we bring in the product/software/domain expertise on to the table, Technobind compliments us with its wide presence across the Indian market with established partner network, deep understanding of the channel sales and its nuances for taking us through this transformation, and hands-on market information along with feasibility of combined strategy discussions.

Immediate benefits were feasible as we got a head start in our sales/ presence expansion by having access to Technobind’s sales and pre-sales resources across the country, pre-qualified set of partners with whom we can work very easily and confidently.

Which major verticals are you targeting and how are you customers benefiting from your services?

Everest IMS is a whole and whole Indian software that is developed and maintained locally from its R&D and support center in Bangalore. Customers across South East Asia have been benefitting from Everest IMS based software solutions for over a decade.

Key verticals like Telecom, BFSI and Enterprise are some of the strong segments for Everest IMS. Everest IMS is also used in Defense installations and SWAN projects.

Let us just take the case of telecom service providers itself – one of the very demanding customers with unique requirements. Everest IMS is being used by two of the biggest Telco players in India for years together now for their various operational needs.

The fact that Everest IMS is an Indian software with direct local presence is one of the criteria fulfilling the expectations of all these customers.

Please mention DMX India’s offerings for the emerging businesses in the country and the target market.

An all-encompassing IT Infrastructure Management Software solution that is available in both traditional on-premise/online SaaS models. Custom solution offerings continue to be on offer. This with new services being planned for launch in near future will ensure that we are in a position to cater to majority of customer needs.

Customers in India will able to manage their IT operational needs by choosing the scale & content of Everest IMS solution for standard needs along with option for our customization services to cater to their specific integration & technology adaptation needs.

What is DMX India’s localization strategy for the regional markets and how it’s going to benefit customers and partners?

We have been in this field for over a decade serving select customers through direct sales. On the basis of our relationship with Technobind, we are now more ready than ever to cater to regional markets across India.

As discussed above, our customers stand to benefit from being able to choose on-premise/online models clubbed with the confidence of dealing with their preferred IT vendor to serve them.

Being an Indian Software, Everest IMS provides our customers the peace of mind for relying on someone who is local by default instead of dealing with a 3rd party/franchisee for their custom solution design and future planning needs.

Our partners will be able to enhance their software offerings and be able to add in their services in order to serve their existing customer base more and more. They can look forward to greater customer stickiness and being able to engage their customers in a wider business opportunities. Everest IMS + Technobind will be an assuring combination for them.

What are your expansion plans for this year?

Our expansion plans include opening up our NoC for our partners who are willing to provide managed services to their customers in a joint approach that will make our partners avoid the hassles of setting up a NoC and related processes.

We are taking concrete steps towards adding the SaaS model to our software offerings. Our customers can look forward to multiple new services being made available to them on cloud/online models in the coming quarters.

What key differentiation sets the company apart from its competitors?

Everest IMS is not just a software product; it is in fact more of an IT Infrastructure Management Framework that is used to build software solutions to cater to specific needs of customers.

The way we see it, there are multiple aspects that makes customers/ partners to consider us seriously: first, the experience from serving customers of multiple verticals having varying business and IT technology/operational/integration requirements; second, Indian software with direct local presence; third, business model that encourages customers to be served by their preferred partners and partners being able to engage more with their existing customer base; and finally, choice of both on-premise and cloud models.

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