“Optimizing the Datacenter is going to be the key trend”: Sanjay Motwani, Raritan

by November 30, 2017 0 comments

Sanjay Motwani, Regional Director – APAC at Raritan explains the downfall of KVM and talks about the trends in datacenter future with PC Quest. 

Sanjay Motwani. Regional Director – APAC at Raritan

How does Raritan see the PDU Vs KVM Market?

Raritan is predominantly into datacenter space for 30 years. We started in KVM space first then we migrated towards PDU market. KVM market is now slowly declining globally and reasons for that have been largely is virtualization, introduction of plate chassis and plate servers, and the third is some of the functionalities of KVM are now began incorporated into the servers by the vendors themselves. So these factors played the major role into downward trend and Raritan ventured out into intelligent PDU market.

Now, when we talk about datacenter infrastructure, we now use PDUs. The idea was to understand what’s happening in the datacenter from all aspects of it. When we were migrating we kept in mind several aspects. Starting point was the compute load, the power consumption of the IT infrastructure side, which is why the PDUs came into the scene. So we started to educate the market about the need to have intelligent PDUs in the datacenter space and that’s how it has grown substantially over the years. And now PDUs are contributing substantially in our revenue globally while KVM has gone down.

What are the Indian figures in PDU Vs KVM?

If we talk about India, the revenue ratio can be distributed in the ratio of 60 and 40 in PDU and KVM respectively. This is because the adoption of technology in India is relatively slow. My observation is that India is about 4 years behind The USA and Europe in terms of technology adoption. The only region in Asia Pacific which is under 1 year or 9 months behind than The USA is Australia.

What is your GTM strategy post acquisition?

It’s not easy to integrate or offer products on a one common single platform. And after acquisition within Legrand, we want to offer a more holistic and complete solution to the datacenter guys. So, currently as Raritan we are offering every solution which has KVMs, PDUs and environment sensors etc. The current work which is going on is we are trying to integrate the teams. So we will offer down the line UPSs, Cable management, structured cabling, cable trays etc. For this we have multiple companies and we need to integrate all the teams in one for the Indian market. This team will be called datacenter division team. At this stage we are going to customer as a Legrand group and at the backend still things are being sorted out. Lot of trainings and understanding sessions are going on and it will take some time to become one single platform. That’s the path we are heading on.

How Raritan is working on SMB sector? What are the opportunities there?

Right now in Raritan, enterprise part constitutes about 80% of the revenues. However, we are also focusing on mid market as well. With cloud coming into the market, SMB has opened various opportunities. There is a decent amount of migration which is happening to the cloud environment. The small guys are also moving out there. However, traditionally Raritan has been largely into enterprise space. The SMB space is largely managed by channel community. Now when we talk about SMBs moving down the line, surely this space will continue to interact with our channel team and our channel will be there to offer trainings and solutions to them. Infact, cloud providers are one of our larger customers. And they have datacenters which would need more infrastructure and tools to able to manage there operations, where we will help them.

We have two distributors, one is Inflow Technologies and other is Exclusive Networks. We have also created a team of dedicated 11 service partners across the country that is extensively trained on our products.

What are the verticals, where most uptakes of PDUs and KVMs are happening?

Mostly consumption is happening is in R&D Labs (Government Research Centers). Most of the people are surprised when I talk about it. Yes, it is not BFSI, IT, Telecom; they all come under secondary verticals when it comes to uptake of PDUs and KVMs. We have Space Research, BHEL, Intel & Microsoft labs etc they mostly uses PDUs and KVMs. The reason behind it is the complexity of the equipment which the R&D center labs deal with is very high; because R&D labs have to cater with the changing market place. They have to be ready for what’s coming 3 years down the line. So, they have to continuously test and work on lot of equipments at the backend. In a very high mix of heterogeneous environment KVM is the only solution which is there for them.

In terms of datacenter infra, what are the key trends that most of the organizations are looking for?  

It is very clear that optimizing the datacenter is going to be the key trend for quite a long time. The ground reality is that everybody had to optimise their existing infrastructure, and I have seen this is as an ascending in last 2-3 years. Today, because of the changing market place and the dynamics, what’s happening is the rate of growth of the IT infrastructure at the backend has to be extremely fast. Now IT is not the enabler of the business anymore but it is the one which is giving you the competitive edge in the business place over others. It is IT which will help you gain market share and bring you consumers. So IT is now the key player which gives you huge advantage. So if I have to be a CIO, I will not only think in terms of technology, but also would think in terms of the consumer behaviour, consumer access points into play and I need to adapt and adopt and modify my infrastructure to deal with the changing market place. Then comes Cost; CIOs today are forced to optimize their datacenter infra to the hilt in every aspect whether it is power, storage, reality cost, physical space etc. And there are various tools which are available in the market place to help optimize the datacenter in every aspect. So optimization will be there for long.

What are the advantages of a hyper converged infrastructure in the Indian context?

Hyper converged infrastructure is the fastest-growing category in the data center hardware market and will reach $5 billion, which is 24% of the market, by 2019, according to Gartner. It is the most efficient enabler of Infrastructure as a Service and will be in mainstream use in the next five years.

Greater flexibility, scalability, cost efficiency and ease of management have added Hyper Converged Infrastructure (HCI) in every CIO’s wish list. A faster adoption of converged solutions is witnessed among organizations. It helps them to develop and run applications in a more flexible and less expensive way with the benefits of shared computing and storage resources. It also ensures utmost availability of data security with high fault tolerance, so that data is safe even in case of network failure.

Besides, Hyper- Convergence ensures secure mobility and allows organisations to provide greater mobility to mobile workforce and applications. It provides the user an easier and smarter way to access the virtual capabilities from any location as long as it is connected to the network in a secured and protected environment.

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