'Convincing SMEs to adopt new technologies quite challenging'

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Namrata Kath Hazarika | 30 Jan, 2012

In an exclusive interview with SME Times, Naved Shafi- Vice President - SME & Channel Business, AGC Networks Limited said making SMEs aware of technology & its benefits is doable but convincing them to adopt over their existing system is challenging as at times this adoption can disrupt their way of operating.

Excerpts of the interview...

Could you tell our readers about the âChannel Partner Connection 2011â program?
Naved Shafi: To further strengthen our relationship with our partners we regularly try & run innovative programs. Channel Partner Connection 2011 has been launched with same motive. Under âChannel Partner Connection 2011â we invite our existing & potential partners at a common forum & understand their perspective of potential segments. This has been quite a revelation in some of regions for us as well. Our partners brought a new perspective to the way we looked at and understood SMEs in some of the region. Our partners proved that they knew pulse of their market better than anyone else. In these forums AGC NETWORKS leadership team then briefs the partners on various solutions they can propose to these segments and how AGC Networks will support them at every stage of sales cycle & beyond.

How will this be helpful for the SMEs in the country?
Naved Shafi:SMEs need simple, flexible, scalable & cost effective technology solutions which are easy to understand and adopt. These SME are closely & frequently in touch with our entities like our partners. SMEs also get updated on technological advancements by partners only as they are looked up as industry experts. Thus our effort is to equip our partners with latest technology knowledge which they can share with prospective enterprises, may it be small or large. These partners once enabled serve as a âone point contactâ for all technology needs of these customers. And when they partner with AGC NETWORKS they are trained on all ICT solutions front.

For SMEs, do you have any new ICT solutions available? Can you put your views on IT infrastructure problems usually the SMEs in the country face?
Naved Shafi: We are here to help them choose, manage, and provide seamless upgradeability of all their Information & Communication Technology (ICT) related needs, be it voice, data, storage or security solutions. We work with best of the technology brands to create solutions ranging from basic EPABX systems to complex secured Networking Solutions through data switches, routers, Wi-Fi etc. We also specialize in Video Conferencing solutions, IP Surveillance, Information Security & Storage Solutions, IT audit services, Contact Center Solutions & whole lot of other Applications which can help them to run their business smoothly & efficiently. All these custom sized for SMEs.

What kind of support services you provide through the WIZ partnership program?
Naved Shafi: Once a partner engages in our WIZ program, a host of support services from AGC Networks are opened to them. A partner becomes a member. He is trained 360 degree to manage complete ICT requirement arising from any customer and can expect supersonic response to his requirements. We can say that he becomes like a PRIVILEGE CUSTOMER of a bank. The range of rewards is an add-on to the fringe benefits which are provided.

What kind of opportunities do you witness in second-tier cities that can be developed as the next IT destinations?
Naved Shafi: Today, there is no industry which is not looking beyond the metros and capital cities. We all are confident of the opportunities which will garner in these markets. This confidence is backed by the infrastructural developments these territories are witnessing. Today these locations are not only well connected by road, rail and air but also well provided by power / electricity thus becoming an ideal hub for setup & expansion of enterprises. This creates opportunities for small enterprises to be born and grow. India has witnessed this story for over two decades now. Thus, there is growth story driven by corporate India in these markets. I can confidently say that there is development of urban market with huge development potential. In such a scenario âlocal channelâ will play a major role in terms of providing the âreachâ for Original Equipment Manufacturers (OEMs) and Systems Integrators (SIs) to these SMEs. SIs need to move fast & start working closely with these âchannelsâ & develop them through proper training & solution design support in order to serve the local SMEs with appropriate technology offerings.

Do you think Indian SMEs are lagging behind their global counterparts in using IT solutions?
Naved Shafi: It is not just Indian; I feel there is gap between Asian markets viz-a-viz the west. The reason is obvious, IT development started in western world long before it even reached Indian shore. But things have changed. In this century we see that there is lot of optimism and hope laid on Asian economies and IT adoption rate has been improving significantly across all segments as well as industry verticals. To conclude, I agree that we are lagging behind, but this situation wonât be for long.

What are the challenges you usually come across for the expansion of Information Technology among SMEs in India?
Naved Shafi: We are in the technology industry. We create and promote solutions which help enterprises operate efficiently & effectively. But does an SME owner see technology as a boon or he feels that the way he is operating now is the best way? This is where the challenge lies. Most of these SMEs are mostly owner driven. Making them aware of technology & its benefits is doable but convincing them to adopt over their existing system is challenging as at times this adoption can disrupt their way of operating, momentarily though. Secondly these SMEs are scattered over a larger geography as compared to the large enterprises which are mostly located in major metro cities. So building a strong Channel Network across the country becomes imperative in order to stay close to the target customers.