Wipro breaths back life into its PC, server biz

After a year of lackluster performance in its own-branded PC and server business, Wipro Infotech looks all set to take long strides of growth. The company, which grew very marginally in both its server and PC business in fiscal 03-04, is now training its sights to record growth rates much ahead of the industry-levels this year. It is in this direction that the
company has outlined a four-pronged strategy.

This includes putting a strategic account program in place, setting up new sales structure, revamping its channel focus and
tie-up with Redington  as a national distributor. In the strategic account program, the company
intends engaging directly with its top 120 clients across the country. Its sales team has now been divided into three categories to look after metro,
next top-6 cities and upcountry markets.

It is also looking at forging stronger relationships with key partners instead of having a broad-based engagement. And to meet the requirements of other partners, it has brought Redington in place. In addition to this, the company will also bank on its wide service network across 100 cities. 

At the same time it has set up a toll-free helpdesk facility called Simple Connect
for its customers. And looks like company's efforts are already paying off. In the first
quarter (AMJ) of current fiscal, it posted a 45% growth in server, 60% growth in PC and 30% growth in notebook sales as compared to a similar period last year. "Last year we focused very strongly on our bottomlines even while toplines recorded unimpressive growth. But then we wanted to bring a certain amount of focus in our business. From this year on, we
would be addressing key accounts and business verticals in a very aggressive
yet focused manner," explains Anil K Jain, GM-PC Business, Wipro Infotech.

Last year, the company's server sales in terms of volume experienced a dip though with a small increase in revenue terms (around 10%). Likewise for its range of SuperGenius range of PCs, the volume growth was just around 5%. At one point of time, the market was rife with speculation that the company may completely de-focus from its PC and server business.

However, Anil attempts to clear this aberration and informs that in the recent past company has acquired a number of good customers. "Also as a growth strategy, this year we would focus more on selling high-end servers, which would contribute significantly in terms of revenue" adds Anil.

GOLDIE

CI NEWS BUREAU

Bangalore