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n FAST TRACK

Spectra Computech

I

n 1995, about

160 kilometers from capital of India, in the city of Chandigarh some IT Professionals founded a company named Spectra Computech and started selling PCs of Tata Information Systems Limited, which was a joint venture between IBM and Tata group. In course of time the company has now become partner with world renowned companies such as IBM, SAP, Microsoft, HP, Dell, Apple, CA, Cisco, EMC, APC, SAP, Catia, Wacom, and Acer, to name some.

Today Spectra is catering to various verticals in different technologies around the country. Founder and Managing Director Sandeep Vig recalls, “We started with selling a range of IBM products including IBM PCs and servers. At times, whatever you sell you support also.

The first deal did not even cross one lakh rupees, then a project of around six lakh rupees came up.

From then we never looked back. At that time none of the tier two cities had good support services. So we grabbed the opportunity and gave support for all the products we sold.

Even then, that time commercially, we were not getting any money for services. Gradually that led us to deliver more of value added services. Then we also branched out in other areas in terms of peripherals and services and today partnering with major global vendors.”

A Different Ball game Vig believes that one should have has a completely different strategy for doing business in a tier 2 market. Relationship building is more crucial for business in smaller cities. “In tier 2 states market size is

Right attitude is the key to success, says Sandeep Vig, MD, Spectra Computech 38

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very small as compared to a metro city. You need to expand in all the cities around the state and the distances are large. We have to build strong relationships with clients to continue doing business with them.

One cannot afford to lose so many orders,” says Vig adding, “To generate revenue in a tier 2 city you have to become the jack of all trades.

You can’t specialize in a particular vertical, domain or technology and limit yourself with small revenues.”

Spectra is trying to adjust itself in almost all corners of technology business whether it is banking, eGovernance or technology in education. The company is trying to become the one stop shop for its customers. Right attitude is the key to success in these conditions according to Vig. He says, “Because of the background of selling to corporate space we know about what is possible. Here right attitude and knowledge of capabilities is missing in solution providing. People are more than satisfied in selling PCs and peripherals only, but we are not. We aim big, and hence are getting business and revenues.”

According to Vig It is essential to put some extra efforts in Tier Two markets to keep the company abreast of all the latest technologies and investments happening in IT space, Vig explains, “Companies in metro cities easily grasp big projects because of there early reach and quick actions. We send our employees in big cities to share more knowledge and keep up with the pace. Our management team also go through various IT publications and keep searching online for better opportunities. ” The company boasts about its experienced employees and intensive internal training. According to Vig quality matters over quantity, “we have people with over 15 years of experience in our company. Let people move in and out the knowledge prevails because of the rigorous internal knowledge sharing in our company. We keep schooling our people

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through web conferencing, web access training, vendor trainings and internal knowledge sharing.” he elucidates by adding, “I am certified by many vendors personally and our other employees also getting certified with various vendors at different fronts as we are moving ahead.

As team effort is crucial for success so we believe in building a good team rather than individuals.”

cloud as the Future Cloud Computing will go higher in the next year according to Vig. The Managing Director believes that SMBs and mid markets will adopt cloud computing at faster rates. “It doesn’t make sense for small businesses to buy servers, nor do they have enough people to manage this infrastructure, which is where the importance of cloud comes. They don’t even have their own email servers, the same is the case with applications, in this way dependence on cloud will be more in coming years,” says Vig. For corporate market Vig finds virtualization to be a key technology in coming years .

Vig finds it a right idea to maintain good relationship with selected partners in spite of having normal relationship with all the vendors.

He says, “We have very strong relationship with IBM. From the inception Spectra has remained loyal to IBM and in return has got immense of support and recognition from the vendor. It’s better to concentrate on a few rather than engaging yourself with all the vendors.”

“Initially we tied up with IBM as

Snapshot Founded: 1995 Revenue 2008-09: Rs 19.65 crore Revenue 2009-10: Rs 23 crore Key Executives: Sandeep Vig, Managing Director, Sanjeev Sharma (Director), Surinder Shanker Anand (Director) Key Principals: IBM, HP, Acer, TCS, SAP Headquarter: Chandigarh Branches: Ludhiana Number of Employees: 65 Website: www.spectracomputech.com

the exclusive IBM business partner.

In last five to seven years we have branched out into other relationships also. Only in last couple of years have we become a multi brand firm, but still we are focusing majorly on only a couple of brands.

For servers, it’s largely IBM and to a less extent HP. We are opportunistic with every brand.”

Recently Spectra Implemented Flexcube CRB at Punjab State Cooperative Bank and automated 40 branches. It was a successful deal of about Rs 12 to 13 crore, which persuaded the company to reach more in the government sector.

Vig explains, “It was a large project. In case of software selling it is important for the product to be good, hence it is important to tie up

Revenue Split

Vertical Split

20%

15%

SMB

30%

Government

Others

30%

30%

Mid Market

Enterprise/ Govt

25% Education

10% 20%

Telecom

with the vendors who are equally responsible to do a professional job with you,” adding, “Though we are looking for more opportunities to work with government sector, but it is quite challenging to work with government. You have to select the best suited project for your company as there are too many large and small projects and you have to scrutinize the best suited one and apply for that. Then you should bid early as otherwise you will surely lose the tender.”

Spectra also Developed and implemented dynamic web application for Indian Railway, to cater a collaborative environment between departments, employees, vendors and general public. “Apart from static pages, this application has various dynamic functionalities such as user management, menu management, complaint management, workflow, scrap management, tender, vendor payment details, news, discussion board and content manager etc,” explains Vig.

The Way Ahead Commitment and trust building are the two important factors in Spectra’s success according to Vig. “Customers have seen our commitment in past years.Therefore, they are still continuing with us.

We believe in spending more time with our customers rather than the vendors because more customers means more vendors in our business. Customer is the boss at the end of day,”says Vig They are looking to sell more of solutions than just the products.

Spectra believes to log a customer in its business and get a long time business. “We are looking for more global and national tie ups.

Recently we tied up with TCS in the space of cloud computing. Customers have become quite price conscious we are trying to provide cost effective solutions. Keeping ourself updated of the happenings in IT space, we are looking forward to more tie ups and to expand the company across the northern part of the country,” concludes Vig. 

Manufacturing

— Kartik Sharma

Source: Spectra Computech

february 2011

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