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n FAST TRACK

VERTICAL SPLIT

CA&S Solutions

10%

50%

Government

Education

20%

Corporate/ SMB

20%

Manufacturing

P h o t o g r a p h b y S R I V AT S A S H A N D I LYA

SOURCE: CA&S SOLUTIONS

Snapshot Founded: 1997

I

Headquarters: Vishakapatnam F YOU think Vizag is just

broad roads and beaches, then Surendra Chikkala, MD, CA&S Solutions can help you change that perception. The Vizag Chikkala knows includes the many institutions you’d expect from Andhra Pradesh’s second-largest city. And they’re more IT-savvy than you think. Here’s proof: Since the end of 2009, Chikkala has been selling educational institutions and manufacturing companies an on ‘ERP on Cloud’ model. “Educational institutions here, be it engineering colleges or schools, love the opex model. The initial apprehension about the cloud and ‘pay-as-you-go’ is the key challenge. But once the decision maker is convinced, they are hooked,” he says. For those who want to open up

Branches: Bhubaneswar Key Executives: M. Srinivas, Key Account Manager; S.K. Dhal, Branch Head Revenue 2010–11: Rs 10 crore Revenue 2011–12: Rs 14 crore Revenue 2012–13 (projected): Rs 18 crore Employees: 30 Key Principals: IBM, HP, Lenovo, TCS Key Business Activities: System integration, service provider, cloud services Website: www.cassolutions.in

offices in Vizag, Chikkala has a piece of advice: Ensure that pitches are never aimed below the level of

a key decision maker of a company or institution. “No one below this level actually understands where we come from and what we are trying to sell,” he says. A long standing player in the local market, CA&S Solutions, started off as an assembler, but today shares premium relationships and goodwill with big vendors like Microsoft, IBM, HP, and Lenovo for most of its solution portfolios. The enterprising entrepreneur has carved out a small and efficient team, comprising six members, dedicated to Tata ION solutions, including sales people to engineers for monitoring and servicing. Besides being a service provider for Lenovo, Chikkala says it’s the company’s impeccable equations with IBM that landed it the sign-up for Tata ION. Through the years, the company has increased its revenue. In FY 20011-12, CA&S clocked Rs 14 crore and is projected to hit Rs 18 crore mark in the current fiscal. Not one to rest on his laurels, Chikkala plans to focus on targeting his core verticals more aggressively than before, though he is not expecting outstanding results at the very outset, due to the slowdown in the market. The company has recently opened a branch in Bhubaneswar. “With new customers already on our radar, our strike rate is good, and we hope to maintain a growth rate for 2013,” he says.n — Shantheri Mallaya

Surendra Chikkala, MD, CA&S Solutions, believes Vizag is all set to become a premium solutions-based market. 32

INDIAN CHANNELWORLD NOVEMBER 2012

Channelworld Magazine November 2012 Issue  

Channelworld Magazine November 2012 Issue

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