Softcell joins the big league of Microsoft LARs

Mumbai-based Softcell Technologies has joined the ranks of leading solution
providers who are also Microsoft Large Account Resellers (LARs). The other
channel organizations in the country that also enjoy the LAR status are Wipro
Infotech, Tata Consultancy Services, Sonata Software and CMC.

A Microsoft LAR is an independent company through which customers can buy
licenses in great volume and obtain value added services. The LAR channel can
exercise discretion regarding distribution, invoicing, final pricing and
collections. Most of all, they offer a number of additional services such as
migration planning, technical support, asset management and, in some cases,
payment options. Through a LAR, customers can maximize their software investment
in terms of getting volume pricing for licenses of Microsoft products.

One of the biggest benefits of becoming a LAR is that you can lock in a
customer for three years, once a contract is signed. "This gives us an
assured revenue for three years, as long as we meet all the service
deliverables," said Ujwal Andhari, Director, Softcell Technologies. Also
LARs deal directly with Microsoft rather than placing orders with the
distributor.

To become a LAR, a channel organization has to display business commitment to
Microsoft and should have the requisite technical skill sets, for instance to
help customers migrate their software platforms. Softcell, which was ranked as
#13 by DQ Channels in its Silver Club for solution providers in 2004, clocked in
Rs 65 crore of its Rs 83 crore-turnover last fiscal from Microsoft sales.
"This year we hope to touch the Rs 100 crore revenue mark, with the LAR
status," Ujwal added.

VINITA BHATIA