|Sanovi strengthens pre-sales|
Sanovi, a disaster recovery management software provider, has planned to strengthen its team of pre-sales engineers in a bid to support partners with high level of pre-sales support.
The company recently announced the appointment of Anurag Kuthiala as Head, Pre-Sales.
“We are not changing the business model, as it is still partner centric. At the same time, we want more feet-on-ground to help partners sell effectively and demonstrate the technology benefits to customers. Our pre-sales team is rapidly expanding, and our recent high-level recruitment (of Kuthiala) is testament to the importance we attach to this function. With his direction and guidance, we will be able to proactively address the needs of the customer and partners,” informed Ashis Guha, President, Global Sales, Sanovi technologies.
The company was recognized by Gartner as a prominent vendor for recovery exercising in the Gartner Hype Cycle for Business Continuity Management (BCM) and IT Disaster Recovery Management (DRM) in 2011. According to analyst estimates, the total addressable market (TAM) for IT-DR is around $39 billion, out of which, Sanovi TAM (globally) is around $4 billion and in India is $100 million.
“Our traditional strength and successes have been in the banking vertical. The BFSI segment comprise more than 45 percent of the existing customers due to the strict DR policies, regulatory requirements etc. We are looking at consolidating our position to number 1 here and adding more customers,” Guha said.
The company is working aggressively in the government and manufacturing segments. “These segments provide a major business opportunity – with various wings of central and state governments (such as income-tax, land and revenue records, the UID program, transport departments etc.), investing heavily in e-governance projects. We have also made good inroads into manufacturing/engineering and telecom. The power sector is another high-prospect,” he added.
The newly set-up team of sales and pre-sales executives would train to understand customer requirements and deliver services. “They will ensure that the DR software brings value to the customer’s IT environment,” Guha concluded.