Dell says India contributes 60% IPs coming from the Wyse CCC portfolio. In a chat with SME Channels Santosh Pandey, India Head, Dell Wyse, talks about how Cloud Client Computing (CCC) business is witnessing double-digit growth.
The launch of the new Dell Wyse 5215 All-in-One Thin Client Desktop marked a development in the CCC business for Dell. Tell us more about this division?
With the acquisition of a company named Wyse, a manufacturer of cloud computing systems, gave a fillip to Dell’s CCC business. The terminology coined by Dell is nothing but same as desktop virtualisation solution or thin client computing. And unlike other companies Dell has we have end-to-end solutions for VDI: We have compute, storage, network; are partner to Citrix, VMware, Microsoft; and have our own VDI software. When we say end-to-end, we mean it.
How long have you had this solution and why are you partnering with others when you have your own VDI solutions?
We have had this solution for the past two years. I want to sell to customers who make sense to me; for whom this application makes sense. CCC puts Dell in a very sweet spot. How many IT companies are growing in double digit? Not many. But we are witnessing a double digit growth globally according to analysts and they are projecting higher growth. According to them India is fourth or fifth largest market in the world.
Why is it still not known in the market then?
A couple of years back Dell acquired a company named Quest which was into monitoring and migration tool, and had lot of solutions, and as per my personal view they probably didn’t get that attention that they deserved but when Dell acquired it along with dell client cloud computing it completed the story. We have sold to few customers in India and there are many who are testing and evaluating it. We have sold it to customers across the world. I can only say that some of the big financial and IT companies are among our clients in India.
You have been in the market for two years now; how would you rate the journey?
In India we have grown. In the last two years this business has been exciting for two reasons: with Dell’s assimilation our story became complete, we became unique for customers and partners, then we came out with partners training certification program where we certified and trained the partners for the whole infrastructure.
We are also going a step forward. We are trying to reach out to customers who are big in size; we are going to share our commitment and what we have in store for them. Since we have every product we can do tailor-made training and certification, specific to a vertical and make it commercially more attractive.
We will have interactions by inviting those who are into these domains. It’s not the first time we are engaging but for the first time we are expanding. We have crossed one level and moving into another.
Going forward, what plans are in store for CCC?
We are going to continue our efforts of enabling and certifying the channels. We are going to increase our width geographically as well as vertically like govt. and education; our go-to-market strategy will involve schemes like partner engagement, enablement, certification etc.
