“We want to be known as a strong value added distribution company"

color="#000000">How
robust
is your channel network? With how many SI/VAR partners do you
operate?

RAH
Infotech has been into the reselling business since 2005 and we have
over 250 SI/VARs and tier-1 SIs with whom we do business. Most of our
partners do regular business with us and our channel base and
their engagement is growing every year. In 2010, we decided to change
the nature of our business and become a VAD, to provide more and more
value-added solutions to our channel partners. We are very carefully
adding solutions that can provide good margins to our partners and
have a great demand among end customers. Our distribution focus will
be around networking and security solutions.

color="#000000">Please
elaborate
on your partner expansion plans.

As
of now we are looking at consolidating our channel base rather than
expanding it. We already have a strong channel base, but what we were
lacking is a strong and comprehensive bouquet of solutions to offer
our partners. We have very aggressively worked in this direction and
brought the #1 European UTM brand-- Astaro to the Indian market last
year, as their sole distributor in India. In 2011, you will see RAH
adding more such value solutions to its offerings.

face="Times New Roman, serif">What
is your product and solution offering?

href="http://www.dqweek.com/RAH-Infotech-to-expand-reach-amp-product-portfolio">RAH
Infotech is fast establishing itself as a networking and network
security-focused value added distribution company. Providing
innovative, good quality products at affordable prices to our
partners/end customers and backing them with great support is our
commitment to our customers.

color="#000000">What
are
the new trends in networking solutions? What are the market
challenges in solution deployment/adoption, and how are you
responding to them?

Networking
business is becoming a commodity business with reducing margins. The
end customer is well aware of the all the competing brands and is
dictating the prices. This is putting tremendous pressure on partner
margins and partners are unable to come out with compelling
differentiators. The value proposition that a partner may be able to
offer is declining day by day. Multiple partners are working on same
opportunities since skill set level for such requirements have become
very common. The best way to come out of this situation is to focus
more on an integrated solution selling approach rather than push
boxes. We are helping our partners design end to end solutions with
various networking and security solutions combined together, to form
a compelling value proposition. Also, we are working with some of
our partners to offer these solutions on an opex model rather than
capex.

color="#000000">Please
share
some insights on WAN-based solutions with voice/data
integration for the enterprise sector. Who are your major clients in
this domain?

Everyone
with a dedicated WAN connection is implementing some kind of voice
over IP (VoIP) solution these days. The setup process is too easy,
the cost too low, and the quality of service too high to ignore this
application of your data channels. SMB/SMEs are the biggest markets
for this kind of an application.

face="Times New Roman, serif">What
are the adoption trends in routers and switches rental in India? Are
there any price pain points or bottlenecks?

face="Times New Roman, serif"> style="font-weight: normal;">Enterprises
have slowly started opting for a rental model for their routing and
switching requirements. This gives them liberty to get rid of the
maintenance and support headaches of the hardware. There is still
some resistance from businesses for this kind of a model color="#000000">though,
since
the companies do not have an ownership of the hardware. T color="#000000">hough,
since the companies do not have an ownership of the hardware.

face="Times New Roman, serif"> size="4">What
is your organizational roadmap for 2012? What are the new
implementations that you are handling? Also, kindly share some of
your upcoming projects.

RAH
Infotech is committed to making a strong presence in the IT
distribution space. We have a clear cut channel focus plan in place
and want to be known as a strong value added distribution company. In
the next few months we will be rolling out some very strong channel
programs for our resellers throughout the country. We are also
committed to expand our reach across metros, and tier-2 and tier- 3
cities as well. We are also in an advance stage of discussion with
some niche vendors to launch their solutions in India. Our endeavor
is to become a trusted VAD in IT network and network security
distribution space.

face="Times New Roman, serif">What
are your major focus areas? Will you go for diversifying your
solutions/products portfolio? Please share your business strategy for
FY 2011-12.

Year 2012 will see a major expansion for RAH in terms
of reach of the company as well as increasing the product portfolio.
We are very discerning in terms of choosing our OEM partners. We
intend to partner with strong SMB, mid-market and enterprise OEMs
with a clear cut service and support structure, a clear RMA process
and a very strong channel focus. We want to give our partners great
products with a great support and a good bottomline. We plan an
organic growth for our organization with unwavering commitment to
fundamentals and transparency with our partners and customers.