The Hindu Business Line : IBM to tap small, medium businesses for growth

Kolkata, Dec. 7 With nearly 60 per cent of IBM India’s revenue coming from the small & medium business (SMB) segment, the company has decided to focus on the SMB market for business growth.

To complement its strategy in this regard, IBM India is expanding its footprint to non-metros and smaller cities. Over time, the company plans to extend its presence to 14 non-metro cities. They include Bhopal, Chandigarh, Coimbatore, Kochi, Goa, Jaipur, Jamshedpur, Lucknow, Nagpur, Nashik, Surat, Vizag and Bhubaneswar. It will soon set up operations in Ludhiana and Madurai, according to Mr Vivek Malhotra, Vice-President, Global Mid Market, IBM India/South Asia.

Affordable solutions

Replying to a questionnaire from Business Line, Mr Malhotra said IBM India had recognised the challenges faced by Indian SMBs and their need for specific and affordable solutions and services.

“To tap this growing market, we have invested in the development of products and services specifically priced and designed for the SMB marketplace under the ‘IBM Express Portfolio’ brand, which comprises hardware, software, services, solutions and financing and is designed to meet specific criteria for SMBs,” he said.

Expanding footprint

On expanding the company’s footprint to Bhubaneswar, Mr Malhotra said the initiative was aimed at providing better support to small and medium enterprises in and around Bhubaneswar and help the company’s customers to leverage IT for business growth.

Among the company’s existing customers in Orissa are the Orissa Computer Application Centre — an organisation under the IT Department of the State Government — the State Government’s Department of Treasury, Paradeep Phosphates Ltd, Vedanta Aluminium Ltd, Utkal University, Biju Patnaik University of Technology, Kalinga Institute of Industrial Technology, etc.