Tell us about the core competencies of Crayon?
Crayon Software Experts India is a SAM First. Cloud First organization. We help our customers to navigate through their complex cloud and hybrid environments in a seamless way. Our services include Software & Cloud Analytics, Cloud Managed Services, and Cloud Consulting & Advisory Services. Our intelligent cloud framework is a comprehensive, self-service customer lifecycle management platform, which provides augmented access to multiple clouds through a single window to our partners on a global basis and support them 24*7.
Our global partner network is 4000 + strong and consists of ISVs, global system integrators, datacenter providers, hosters, and cloud resellers. We serve them through our strategic partnerships with global technology providers like Microsoft, AWS, Acronis, Citrix, VMware, Veeam, RedHat to name a few.
With our partner-centric approach, we always work hard to make our partner’s life easier by providing them with technology options that suits all scales and flexibility.
“We amplify our partners’ solutions in the form of case studies and help them in creating collaterals.”
(Executive Director – Sales & Strategy),
Which are the verticals that are currently driving your business?
We see an upsurge in Multicloud solutions. A Multicloud strategy is at the core of driving digital transformation to meet the growing and evolving business demands. With the pandemic impacting businesses, where organisations had to take overnight decisions on remote working, they realized the benefit of cloud solutions. However, managing the realities of the process of adopting to a cloud-first approach is easier said than done.
Cloud-iQ is our self-service e-procurement platform, where one can manage cloud products, services, and economics across multiple vendors through a single-pane portal view. It provides instant access to cloud services, comprehensive spending reports, and flexibility to adjust services and costs as it goes. We assist throughout in any stage of the cloud adoption journey, and the earlier the process, the better it is, as we can provide deep advice and insight.
How was your last financial year and any expectation you have set for this year?
Despite all the global setbacks, we have fared much better. As our whole business is focused on digital transformation, it took us less effort to have our teams working from anywhere in tandem as normal times. The Crayon group has also registered a revenue growth of 32 per cent in the second quarter this year, a significant improvement in profitability.
As already mentioned, we are looking at growing cloud solutions market in India in the coming years. A Gartner report in early 2021 has already observed that spending on SaaS and cloud management and security services will experience double-digit growth in India for the first time.
What is the market sentiment now with the slowdown in COVID numbers?
I can say that the market sentiment is improving and is fairly optimistic at present. The last two years have been a testing phase for everyone. We observed a slight drop in business activities too. However, we know that everything will take positive turns once the pandemic situations get stable. We are now seeing a lot of enthusiasm, especially in terms of digital upgrading projects.
Presently, there has been huge demand and adoption of digitalization globally. Even SMEs are adopting digital faster now than ever. I firmly believe that the worst is behind us, and I am positive that the subsequent waves will not be that negative for all of us.
What is your Go-To-Market strategy?
The recent tough times have made us embrace digital platforms like never before. Today, every business is looking for ways and means to look out to their customers remotely and serve them with increased efficiency. Hence, we make sure that our GTMs also caters to our partners’ business interests. We have been working with leading media houses in the IT vertical to provide the right visibility to our partners by creating platforms for them to demonstrate their solutions to the world.
We amplify our partners’ solutions in the form of case studies and help them in creating collaterals. Most importantly, we align our partner’s solutions with various GTMs that are driving the market. Some of the examples on GTM initiatives are Webinars, Virtual Partner Round Tables, Content Curation, Digital Campaigns, Partners CRT’s, Interviews, Lot of Social Media Marketing, Media Visibility being rolled out.
It is a win-win value proposition for both our partners and us.