Interview with Mr Vijender Yadav, Director & CTO, Thinspace Technology Ltd

17th September 2014 | By Mouseworld Now Correspondent |

Vijender-Yadav-Director-and-CTO-at-Propalms-NetworksThinspace is a global provider of application delivery, desktop virtualization, and cloud client technology solutions. Its technology enables IT and service providers to manage and deploy
secure application and desktop delivery solutions providing users instant access to applications on any device, over any network or cloud.

Delivering to public and private sector organizations of all sizes we offer secure, reliable and affordable solutions that simply work. Thinspace operate on the belief that application delivery and
cloud computing solutions should be flexible, dynamic and above all, simple to use.

With over 5,000 enterprise customers worldwide, Thinspace is recognized as leading player in application delivery, virtualization, and cloud technology markets.

In an exclusive interview with Mouseworld Now, Mr Vijender Yadav, Director & CTO, Thinspace Technology Ltd, shares the company’s plans, strategies in the Indian market and business priorities, the company’s channel engagement schemes and much more. Edited excerpts…

Q. What is unique about Thinspace Products? How is it poised vis-à-vis major competitions in
the market?

Ans: The uniqueness of Thinspace’s products is that we deliver all pieces of desktop computing and remote access, and we do that at really low TCO and delivers much faster ROI. Our customers
ranges from 5 upto 50000 user deployment and they all use the same products. It’s the simplicity and built-in scalability that enables us to satisfy such diverse customer base. Our products when combined in a solution set, delivers full end to end application, desktop and data delivery to all stakeholders in an enterprise. Thinspace is the only company which has a complete combination of software and hardware solutions to satisfy the desktop computing needs of organization of any size. We do not have a competitor today.

Q. There is a surge demand in India for application delivery and secure remote access solutions for Terminal Services, Application Virtualization and Virtual Desktop Infrastructures in India. As one of the fast growing players in the space, how do you view
this opportunity?

Ans: We see application and desktop virtualization and secure remote access as a great opportunity. We believe virtualization to take over the traditional desktop computing completely in next 5-6 years, might be lesser if network infrastructure can be improved faster. India is one of the fastest growing Internet country with almost 80% of India still untouched by Internet. This is a huge potential for newer technologies to come in and help deliver computing infrastructure
cost effectively, resulting in scalable information sharing and information consumption.

Virtualization makes the hardware at user side dumb, maintenance free and most importantly low cost. VDI and application delivery and secure access technologies are the building blocks of such large scale expansion of information network.

Q. What kind of service support does Thinspace provide?

Ans: We work through a distribution and channel partner network, but our support policy is that “we serve the customer”. Our global support center and engineering is based in Pune, Maharashtra, from where we support almost 5000 of customer base, 24×7. We believe in selling solution to the customer and not a product, and the solution has to work for the customer.

Providing service and support to the customer is part of our solution. We always encourage our partners to get trained to provide L1 or L2 support and provide regular trainings and knowledge base to them. This helps partners to service the customers better and add their own value to the whole solution. There is a partner program that requires partners to qualify based on their technical skills to get better revenue sharing options.

Q. Which new verticals, Thinspace is looking to expand into? Any major launches in the pipeline?

Ans: We acquired two companies last year in US and since then the company has been going through significantly positive changes. We had been primarily a software solutions company. We realized that we are solving only half of the problem of desktop and application delivery and customers are left wondering most of the times about the end point hardware. Application delivery is not about the software or the hardware alone, but its about the right combination of
both to provide optimum results. This got us into the endpoint hardware business and now we are complete workspace delivery company including application and desktop delivery software
stack and the endpoint devices including zero and thin client devices. We are working on some major releases in near future.

Q. What is the total size of the application delivery and secure remote access solutions market in India? What is Thinspace share in it?

Ans: IDC predicts the application delivery and VDI market size alone to be around 32 million USD by
2017. We are targeting to achieve at least 15% of this market share in India.

Q. As a leading market player, what major trends do you see in the application delivery and secure remote access solutions market in India?

Ans: From product perspective, customers want to see simple but a more integrated solution.
Customers appreciate flexible licensing policies to suite different needs. One of the key requirement, we see is flexible deployment options as well. We have been able to support our customers with deployment on custom hardware, our hardware, virtual platforms, outsourced data-centers and on public clouds like Amazon AWS. VDI has many moving parts and many of the customers find it very difficult to put the right pieces at right place. VDI is complex and requires significant experience and technical knowhow. Customers want a more simpler approach and benchmarked solutions to reduce the failure rate and get better ROI.

Q. What constitutes your key market strategy in India?

Ans: We have gone through many changes recently including a new brand. We changed our brand name from Propalms to Thinspace. Our main goal is to communicate to our customers and partners regarding our new branding and new product lines. We are doing lot of things in terms of new solution architecture. We have recently done road shows in major cities and we will be aggressive on doing more road shows for partners and customers. On product side, we are
simplifying our product terminology. As we acquired couple of companies, we have been juggling with several products and terms. We are simplifying that now and will be making the
new announcements soon. Simplification will also mean more integrated solution, so customers and partners should look forward to the new launches.

Q. How many channel partners do you have? What kind of channel engagement happens at Thinspace?

Ans: We have trained around 100+ partners now in all metros and tier 2 cities. Around 20% of them are opportunity based and does not add much value but only act as traders. Around 40% of remaining are actively doing business for us. We are also working with almost all the large system integrators. We provide full sales and pre-sales support till the partner is ready to take it up on their own.

We are a fully channel-oriented company and support our partners with
various schemes and processes. We have a certification program through which partners can qualify for premium partner programs and earn higher margins. We have 4 to 5 premium partners in each region. Our inside sales team generates leads through various channels and we
pass on the leads to premium and new partners. Our target is to do 3 roadshows every quarter, one each in Mumbai, Delhi and Bangalore.

We did two roadshows in Bangalore and Delhi last month where 80+ partners and system integrators participated. We do not plan to add too many partners but build quality among the current partner base and only add new value-added resellers. We will be promoting partners who have right technical and solution building skills
focused on virtualization.

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