We Are Confident Of Growing By 100 Percent

The company believes in having few partners who are thoroughly trained on its
products and are able to provide solutions and add value to the entire process

Established in 1985, Raritan is one of the leading providers of power and
energy management, and KVM and access solutions. The company offers energy
management software and environmental sensors that facilitate remote power
control and monitoring at the rack and device level. Raritan's offering is
braodly classified into three categories-infrastructure and asset management and
intelligent power portfolio.

"We are proud of our partners who truly offer solutions (as compared to
boxes). Individually, each product category also has some unique pointers, such
as our Power suite offers Intelligent Power unlike any other vendor in similar
product portfolio. With our suite of Power products, users can actually measure
and improve efficiencies within their datacenter," said Sanjay Motwani, Regional
Manager-India and Middle-East, Raritan.

The company is a proven innovator of power and infrastructure management, KVM
and serial solutions for datacenters of all sizes. In recent times, the power
management space has been growing very rapidly. The increasing power demands on
today's higher-density computing environments are creating a variety of power
management solutions. "Raritan's Power IQ energy management software can issue
carbon usage and change reports for independent certification and the issuance
of carbon credits. The analytics software collects device-level power data and
calculates carbon produced to generate the energy consumed by the IT devices,"
he said.

Raritan and EDSA have combined their datacenter power analytics solutions to
help companies to automatically calculate and present energy efficiency ratings
based on the new Advanced Power Usage Effectiveness (PUE) metric (formerly
called Level 3), developed by the global IT association, The Green Grid.
According to Motwani, the advanced/Level 3 PUE requires datacenter energy data
that can be monitored and recorded continuously, down to the server level,
making the Raritan/EDSA collaboration the first such commercialized solution.
The two companies' combined offerings deliver a solution that pulls real-time
data values, continuously and automatically, to calculate and present energy
utilization results in the manner specified by The Green Grid's PUE
requirements.

Raritan operates through two distributors-Transition Systems and Iris
Computers. Speaking on the channel partners, he said that they believe in having
few partners who are thoroughly trained on our products and are able to provide
solutions and add value to the entire process. "Having too many resellers, who
are opportunistic in nature; hold little value in the value chain. Therefore, we
pride in quality as opposed to the quantity," said Motwani. Raritan's Authorized
Partner Program places rigorous requirements such as detailed product knowledge,
technical expertise and customer service. The company is expected to expand its
channel base for the SMB segment.

"Besides educating the target audience through a host of activities,
Raritan's strategy for growth is simple yet effective. We believe in entering
the market with the best of products and solutions in the domain, appointing the
right channel partners with appropriate skill sets (both at the distributor and
tier-2 level), training the channel partners, and supporting the products and
solutions deployed," he said. The company regularly organizes various training
programs for its partners. "In 2010, we are confident of growing by 100 percent
and look forward to at least 50 percent growth in 2011," concluded Motwani.

Muntazir Abbas

muntazira@cybermedia.co.in