In an insightful discussion with Amit Singh, Anuj Gupta, CEO of Hitachi Systems, delves into the critical nuances of cloud adoption as he shares strategic considerations and a consultative approach employed by the organization. Gupta shares the foresight on emerging technologies, from AI and edge computing to 5G and quantum computing. Unveiling Hitachi Systems’ initiatives, including AI-ops deployment and strategic alliances, Gupta paints a picture of how the organization aligns itself with the evolving needs of clients.
Amit Singh: The IT industry is often at the forefront of adopting emerging technologies. Which technologies do you foresee gaining prominence in the coming years, and how is your organization incorporating them into its solutions to meet the evolving needs of clients?
Anuj Gupta: Technologies like AI/ML, edge computing, 5G, cybersecurity, quantum computing, Blockchain, XaaS, and application performance management are expected to continue gaining prominence.
To leverage the above technology trends, we have taken the following initiatives:
- We have deployed an in-house solution around AI-Ops to ensure faster response to customer tickets at least on the L1 level and in some cases L2 as well.
- Alliances with OEMs to deploy the latest products /services and technologies.
- We as an organization are trying to align ourselves with the AI-managed cybersecurity
- We ensure scalability and a reduction in time to market for our customers by leveraging emerging technologies
Amit: Digital transformation is a continual journey for businesses. How does your organization help clients navigate their digital transformation initiatives, and what strategies do you recommend for organizations to stay competitive in the digital age?
Anuj: Digital transformation is no longer a catchword but has become hygiene like security. Successful digital transformation is a journey and cannot be achieved overnight. It requires a serious commitment of management bandwidth and commitment of resources to win in the short and long term. It entails its share of trial and error and wins and losses and learnings.
Key parts of digital transformation where we are involved are:
- Strategic consulting: Aligning the customer to key trends in the marketplace and with key OEMs and their products to solve business problems and achieve the business objectives of customers of increasing profitability and increasing market share. Providing insights and guidance on aligning technology with business objectives. Help in creating and reinforcing the roadmap of our customers for digital transformation. This includes a mix of on-premises, Hybrid, and multi-cloud architectures.
- Agile development: Embracing agile methodologies to enable quick adaptation to changing business needs.
- Change Management: Assisting with organizational change to ensure a smooth transition.
- Having a good governance and oversight framework to achieve long-term and short-term goals.
- Co-creation of IP/ co-create solutions tailor-made to their specific needs and requirements.
- Running various POC for customers in a testbed environment
- Cost control and leveraging technology to reduce time to market, bring down unit cost, first time right, and improve employee productivity.
To stay competitive our customers, need to:
- Keep an open mind and flexibility to change and adoption of new tech and trends in the market.
- Invest for the future: Expenses in the short term can be a winning advantage for long term.
- Always measure RoI and visible benefits of digital transformation, for instance, increase in no of branches, time to market to address end customers.
- Use technology especially AI for process excellence leading to business excellence.
- Have a roadmap for digital transformation.
- Change their definition of long-term and short-term. The long term now is no longer 5 years but reduced to 2-3 years, especially in the IT/Digital landscape.
Amit: How is your organization supporting clients in their cloud adoption journeys, and what considerations should organizations keep in mind when migrating to or optimizing their cloud infrastructure?
Anuj: We are one of the very few cloud enablers who are aligned to multiple hyperscalers namely AWS and Microsoft and have started the journey in GCP and Oracle cloud. We also have a portfolio of cloud-managed services.
Getting the first time right is important in the cloud business as otherwise, customers are very hesitant to migrate to the cloud. We offer a consultative approach where in some cases we may even advise customers to come back to on-prem for certain workloads or applications.
Here are the considerations organizations should keep in mind when migrating to or optimizing their cloud infrastructure:
- Migrate in clearly defined steps as per the roadmap
- Start with Non-strategic workloads
- Sensitize and sell the cloud as a concept to all stakeholders inside the company and position improvement in employee productivity as a strong pitch to them.
- Adopt a balance between CSP to ensure redundancy
- Possibly employ a strategic partner /CSP reseller who will provide a consultative approach on cloud as well as cloud-managed services offerings.
Amit: Top of Form
What will be key business priorities for your organization in 2024?
Anuj: In 2024, our compass points towards innovation, customer-centricity, and expansion. We’ll fuel our growth by continuously pushing the boundaries of technology through R&D, ensuring every solution we create directly addresses our customers’ needs and empowers them to be more productive. We’ll explore new markets, broadening our global reach and extending our helping hand to a wider audience. Strategic acquisitions hold potential for inorganic growth, while we’ll never neglect to nurture our talent through capability building across in-house and on-site teams.
We’ll deepen our relationships with existing customers, increasing market share, wallet share, and product penetration. Recognizing industry trends, we’ll strategically invest in flourishing business units like Security, Cloud, and APM, equipping ourselves to be at the forefront of technological evolution.
Amit: What expectations do you have from IT vendors to support channel partners in 2024?
Anuj: In 2024, channel partners crave three pillars of support from IT vendors/principals:
- Empowerment:
- Robust training and resources: Equip us to confidently sell your products, not just learn them.
- Collaborative marketing: Join forces on co-branded campaigns and lead generation to amplify our reach.
- Open communication: Keep us informed with timely updates and responsive channels for questions.
- Motivation:
- Competitive margins and incentives: Reward our success with fair commissions and performance-based bonuses.
- Seamless technology integration: Provide pre-sales support, clear documentation, and technical resources to smooth implementation.
- Partnership:
- Dedicated account managers: Invest in relationships that understand our needs and navigate your ecosystem.
- Adaptability to market shifts: Help us stay ahead with evolving products and resources to meet changing customer demands.
- Transparency and fair practices: Build trust with clear terms, pricing structures, and ethical business practices.
By focusing on these pillars, IT vendors can cultivate a thriving partner ecosystem and achieve mutual success in the fast-paced world of technology.
Amit: From your perspective, what are the key elements of a successful and collaborative vendor-channel relationship?
Anuj: Key elements of a successful and collaborative vendor-channel relationship:
Mutual Trust & Alignment:
- Open communication: Honest and transparent information exchange builds trust.
- Shared goals: Aligned strategies ensure everyone works towards the same objectives.
- Senior-level commitment: Regular engagement strengthens collaboration and fosters trust.
Empowerment & Support:
- Comprehensive training: Equip partners with the knowledge to sell effectively.
- Dedicated channel support: Personalize interactions and provide prompt assistance.
- Collaborative marketing: Joint efforts amplify reach and visibility.
- Performance measurement & feedback: Track progress and refine strategies together.
Motivation & Recognition:
- Fair and competitive margins: Reward partners for their efforts.
- Effective incentive programs: Drive performance and exceed targets.
- Win-win agreements: Negotiate contracts that benefit both parties.
Adaptability & Continuous Improvement:
- Embrace change: Adjust to market shifts and customer preferences.
- Commitment to innovation: Be open to new ideas and evolving technologies.
- Regular evaluation and adjustment: Adapt the partnership to ensure mutual success.
A successful vendor-channel relationship is a two-way street. By focusing on these key elements, both parties can create a thriving partnership that drives mutual growth and satisfaction.