A provider of end-to-end solutions and services in data warehousing, big data and analytics, and marketing applications, Teradata transforms the companies into data-driven business.
The company present in India since over eleven years encompasses a strong team of 1700 plus people across five locations in the country. “The Indian organizations are clearly talking about how they can utilize company’s data as an asset and we are the right set of folks in the same business and doing the same thing for the past thirty five years. And we do it better every year,” says Sunil Jose, Managing Director, Teradata India.
ChannelWorld India spoke to Sunil Jose, Managing Director, Teradata India on the new analytics world, the real value of data for organizations and Teradata’s value proposition for channels and the end customers in India.
Excerpts from the interview.
What are the USPs of Teradata for Indian Inc to work with you versus the competition?
We increasingly see the whole discussion with key stakeholders of organizations move from pure play analytics towards being more data driven. In past three to four years, there is a trend of the senior management of the organization now having a lower age group and relying more on data to enhance their business. We have seen the organizations globally change the scope of how data can been used than in the past. LinkedIn, air bnb are all classic examples of the same.
Today the CEO, management and board of Indian organizations have started to realize the real importance of data. And the discussion has gone beyond pure analytics dashboards and now people are looking at using data as an asset more than anything else. And I think that’s the culture which is building up.
In the past decade, we have built good work with some of the biggest telcos, BFSI and manufacturing customers in the country. Those segments have been very vibrant for India and we see that space growing for us. The new age industry like healthcare, e commerce are very exciting as we see the more traction with government and some of these segments.
More than 50% of IT budgets do not emerge out of IT teams as per Gartner. Do you witness a shift of conversations beyond CIOs and spread across C-Suite executives at your customer end?
Absolutely. Couple of years back, CIOs had IT budgets but about three fourth of that budget was utilized to keep the lights on with impetus on more storage, networking gear, more infra etcetera. And only fifteen to twenty five percent - on an average – was typically put back into innovation.
Today the company’s LOB (Line of Business) whether marketing, sales, R&D have individual budgets for innovation and everyone is now starting to pool in those budgets to innovate better. That’s how data driven economy is catching up a little bit more.
Today we see the combination of CIO working with a CMO figuring out details about a digital strategy. Or probably data scientists in the organization introspecting at how they can leverage data better for their business.
Teradata has been a predominant enterprise to large enterprise player. Do you plan to move down stream and address the vast segment of mid-market and SMBs?
Globally as an organization Teradata has been catering to the top 3000 to 4000 companies and helping them with their ‘data-centric’ roadmap. And it remains fairly the same in India (catering to large to very large enterprises).
We have also seen traditional change in our strategy. Today a large organization consuming technology is not involved with typical eighteen to twenty month deployment cycle to derive value out of it. But it is a much shorter project cycle of five to six weeks being worked upon. That differentiation in data driven economy between large enterprise and SMB brings down the scope. A large manufacturer might not be able to become a Flipkart if they are not a better aggregator. Those kind of companies (unicorns) are now emerging thick and fast. And you cannot call the Unicorn a SMB anymore.
What is Teradata’s ‘Go to Market’ strategy in India? Are you traversing an indirect route through an army of channel partners too?
We traverse both routes. We have sales teams directly working with large enterprise and enterprise customers and also prospects who want to explore the path ahead with data.
We are aligned with lot of partners including large systems integrators. They are working with us in India and globally too. Some of them are Indian partners working in India and globally with us. Some of them are global partner companies who have outfits in India.
Teradata is working mainly with tier-1 channel partners in India. The tier-2 partners are building technology in that space in which we play. Today lot of people building skills around Hadoop and open source ecosystem and those partners are welcome to work with us around services and all those ‘data-related’ domain areas.
What typical credentials should channel companies possess to potentially align with Teradata?
It’s more about the capabilities than the credentials of GTM. We have clearly reasonable visibility around GTM on the kind of the potential customers and the kind of the customers that have the data which works well with our technology stack and solution offerings.
Channels partners can work with the ecosystem with the creativity to work with us from technology perspective and then built it for the customer. It’s more outcome driven. The partners who have that kind of capabilities can see the real value of the combination of our consulting folks, services plus technology which they can place in front of the customers and really build value out of it.
A common problem with newer technologies is the fact that most technology OEMs do not evangelize the market. Are there enough skillsets for Big Data, IoT in India?
I seriously think that India as a country with a billion plus population has some of the best engineering universities. And the amount of skilled people we produce are dramatically higher than most parts of the world.
There are adequate skillsets across various domains as many global organizations have their R&D centers in India and many SIs and Indian KPOs are building skills in India. Some of the organizations in Bengaluru itself have thousand plus data scientists in their organizations and building the practice as factories for skillsets for big data, IoT etcetera.
The skillsets are there but it is more about how do we move them to the desirable level as per industry demand and how they become more globally viable to take it to next level is highly important.
What are distinctive opportunities and possible roadblocks for Teradata in India?
It’s more about adoption than roadblocks. While speaking to organizations within India, there is still a sense of traversing this route as they take time to look at better alternatives, how they can do better or maybe relook at what their peers are doing. The sales cycles are still as long as in the past which kind of hinders their outlook.
The agility is tad less at times as some CIOs are still probably grappling with the fact that something better will come out in next six months. However we seeing a definite change of mindset amongst India Inc and the sooner it is the better it is for the industry.
In terms of opportunities in India, we are acquiring new customers in every market segment and new age verticals to grow to the next level. We are building enough capabilities within the organization to cater to the emergent data driven economy. The organizations are clearly talking about how they can use data as an asset and we are the right set of folks as we have been in the same business and doing the same thing for the past thirty five years. And we doing it better every year.
And we are building an ecosystem of channel partners, service providers and industry alliances for organizations to benefit an effective ‘data’ strategy.