“Data, Network and application has become the DNA for every business” – Sunil Pillai, Co-Founder and Managing Director, iValue InfoSolutions

29th May 2013 | By Mouseworld Now Correspondent |

Sunil Pillai Co Founder and Managing Director at iValue InfoSolutions Mr. Sunil Pillai is Co-Founder and Managing Director of iValue InfoSolutions. He has distinguished himself in his current leadership role. In an exclusive interview to Mouseworld Now, Mr. Sunil Pillai reveals his business priorities, plans and much more. Here are the edited excerpts…


MWN:    iValue InfoSolutions is considered one of the fastest growing Value Added Distributor (VAD) in India in the Networking, Security & Storage offerings addressing DNA management solution.Would you share with us the growth rate of your company in the last five years?

Sunil Pillai: iValue has been consistently growing at 5 times the market growth rate since inception during june’2008. Our CAGR for last 5 years is around 80%.

MWN:  Where would you like to reach by 2020? 

Sunil Pillai: The larger mission behind iValue formation is to help business across size and vertical, to identify, protect and manage their “Digital Assets” for ensuring profitable growth. Data, Network and application has become the DNA for every business and we want to be the best in effectively addressing customers IT & Business challenges, in Digital Asset protection and DNA management space. By focusing on our customer business success, we firmly believe our goals and needs will be taken care of.

MWN: What’s the total size of the Indian Internet security market? iValue InfoSolutions contributes how much of it?

Sunil Pillai: Our focus and approach is not internet security centric. It’s rather customer’s business, IT and compliance challenge covering Data, Network and Application. Our estimate of this market is around 3Bn USD and growing at 15% CAGR. By growing at 5 times the market growth rate consistently for last 5 years, we are increasing our share of the pie at a descent rate.

MWN:  Very recently iValue was appointed as a VAD in India for Sourcefire International GmbH, a subsidiary of Sourcefire.Inc., a leading player in intelligent cyber security solutions space.Would you tell us more about this new relationship?

Sunil Pillai:  One of the key aspects of our GTM is customer life cycle management where we have mapped 5000+ customers. This helps us in taking the right offering to the right customer at the right time in a structured and focused way. As part of this approach, we were on the lookout for the best in threat management space covering Next generation firewall, next generation IPS and effective protection against Malware for some time now and glad to bring on board Sourcefire.

MWN:  Please tell us in detail about your unique, proven & continuously evolving Go-To-Market Strategy?

Sunil Pillai: The GTM team at iValue has been focusing on Information management and protection space for 13+ years. Most of the large brands in this area were introduced and established by this team. Hence the GTM at iValue has been refined and optimized over time. Our GTM is proven, evolving and differentiates strategy and approach based on product life cycle evolution – from inception to maturity. This approach helps in optimizing efforts and results in a structured way at various traction stages for every product.

MWN:  What measures do you take to keep your channel partners happy?

Sunil Pillai:  Our offerings portfolio due to high focus on customer business and IT challenges are very relevant for our partners. We have good mix of niche and popular offerings for our partners to meet all their financial needs. Our approach is to focus on few offerings with identified partner based on the relevance. We work with partner front end team in the market to jointly grow the business along with our OEM’s. We also complement our partner’s capability in all fronts – pre sales, sales, post sale technical support & business development. Simplest way to make partners happy is to ensure predictable and profitable business with quick sales cycles.

MWN:  Would you please reflect upon your range and type of clientele?

Sunil Pillai:  With an approach to help business grow profitably by effective digital asset management, the applicability and relevance of our offerings is for most business across size and vertical. We have customers from SMB to State / National Data centres. Key vertical based on volume of business for iValue are BFSI, Government, ITeS, Telecom, Manufacturing, Hospitality and Education.

MWN:  How many Channel partners you have? In which zone in India, You have the strongest Channel presence and which zone you are weakest?

Sunil Pillai:  With a 100% indirect transaction model, partners are our face to market. We have 400+ partners who did business with us during last year. We typically have 3-4 focused partners across geography catering to different customer segments for each of our popular offerings. Close to 95% of our business comes from west, north and south zone. Our weakness is east and we are making inroads off late with our direct presence over last 3 quarters.

MWN: Which zone contributes the highest in terms of sales turnover?

Sunil Pillai:  With BFSI being the largest vertical, West zone is our largest contributor closely followed by north and south.

MWN: Your message to the Channel community?

Sunil Pillai: In a market which is uncertain with limited budgets, we need to align our approach to understand and address customer business challenges. This approach helps in not only expediting sales cycles but also unearth larger set of needs at every customer. With consolidation happening fast across levels, its critical for each partner to focus and build expertise in relevant areas based on their customer base so that we remain integral to customer business needs over long time.


© Mouseworld Now News Service


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