IWQ: What about growing your market share in India? Is KVM still a good business story for solution providers?
Karthik: After China, India is the largest revenue for us from APAC region. With a dominant market share of 60 percent in the Indian KVM market, we work closely through our sole distributor Cubix Microsystems.They have a 500 plus partner base of system integrators and resellers across India. With a majority of over 60 percent revenues from Altusan, we are empowering partners to focus on enterprise/SMB products from this brand. The KVM industry is growing multifold and is expected to touch 1 billion dollars by 2012 according to the industry reports. Apart from KVM opportunity, our foray into video is another marketplace for partners to make margins.
IWQ: Your main competitors like Raritan and others are introducing innovations like IP based KVM switches. What makes Aten a market leader?
Karthik: We have rightly priced technology for KVM market. Vendors like Raritan and Avocent operate across certain set of KVM solutions. With a comprehensive portfolio, we are a one stop solution for KVM needs of enterprises of all sizes. In KVM over IP solution, if a customer needs accessories related to entry level product, they would not be able to provide it. We recently bagged number of Government tenders against competitors in India on price factor without compromising on quality.
IWQ: Will the same set of partners who sell KVM be selected for other technology offerings?
Karthik: Cubix has been engaged with a dozen odd partners who will specialize in video space. Partners who have expertise in A/V integration and good customer base in medical, education, hospitality.Digital signage is huge business in India across ATMs, check in kiosks. Video is an important vertical for us as our products are technology compliant with latest technology needed by users like HDMI, Compatibility, HD A/V and so on.
IWQ: Do you think virtualization would reduce the demand for KVM switches with decline in physical servers? What is your roadmap to leverage such emerging technologies?
Karthik: Virtualization is relatively nascent in India due to high cost of setting virtual infrastructure. As data and related business applications record exponential growth, the demand for physical servers will continue to grow. Servers cannot exist without KVMs and vice versa. Be it storage or server virtualization, there would be need for KVM switches in a different format. Infact, we are looking at virtualization in our technology roadmap to incorporate co-existence of virtualization and KVM in a typical enterprise architecture.