PARTNER CORNER
The world is changing, partners are changing, the modes of interaction are changing, the rules of the game are changing and in the context of AWS, the way computers provided the mindset has changed totally. What was, a POC one year ago or one and a half years ago, is a done thing, no questions. Now it’s just about applicability and those are fundamental. I think the market has changed in terms of people wanting to scale fast, whether it is a small scale industry, whether it is medium, or whether it is enterprise. Everybody has realized that the new platforms enable scalability. So either you’re getting onto somebody’s platform or conceptualizing a new platform, and whoever’s business model clicks and the monetization clicks, they really take a vertical takeoff. So there’s a B2C expectation on B2B markets, in terms of response, quality, ability to get your answers and I think that change has never been so much as I see it today.
Do you think that the current geopolitical situation, the way it is turning out between India and China is giving advantages to India from the industrial perspective? Will we see manufacturing opportunities in health care? We operate both in India and outside. And the opportunities and challenges they are a part of your natural business cycle which means two years down the line there will be a challenge I will have to face some crisis in Iran, question that you’re asking on is China, there could be ramifications in India. But what does it mean to me as a provider to Indian companies or what does it mean, to an Indian company? If you are aware, there’s always an opportunity and solving a problem for your client is the most important thing for us. Whether it is pure growth, or it is a response to any geopolitical situation, for companies such as ours, an AWS and other people, that the more important thing really is that how do we have an appropriate response mechanism? It could be cost, it could be revenue, it could be people, it could be skill sets, it’s being able to address those needs appropriately is how I look at it. There will be changes, there will be environmental changes and other changes every year. So it’s about the people you work with the companies that you work with, are you listening to them deeply enough to understand their pulse and response, and I think that’s what how we really look at the business.
32 SME CHANNELS JUNE 2019
So, what are the areas that you are focusing or concentrating? You need to respond to a customer very fast, be very agile and have the appropriate response. So, we’ve understood, and we’ve simplified the organization, we must sell, build and deliver. And there are groups of people who sell, there are group of people who build, solutions, outcomes, IT; and there are groups of people who deliver. That’s our organization structure. To be relevant in India, what we have done in addition is - introduced industry conversations, which means the country is divided into two parts. One is banking, insurance and basically financial services, communication and media. And the other half is manufacturing, distribution, life sciences and healthcare. This actually answers some of your questions that how do you address the opportunities you see in the market, that is when people who are aware of the context like if you’re in health care, when Ayushman Bharat discussion happens it rings a bell, and you have an IP set, which is locally available, which we will bring to the customer. So we’re doing basically is that the number of large hospital, hospital chains in India, we’re working with, regulatory compliance solutions with a couple of pharma companies we are working in fact, with the CSC DXC measure, there’s a significant proportion of the insurance industry which runs on our IP. Some of the steel that goes into your cars, our systems have helped really run that environment, some of the cars, or some of the scooters, you have bought some of the motorcycles all run on our system. So, I think we are well structured.
What is the beginning of this relationship? Which year did you start legacy? Both companies had relationship even prior to the merger, butthere has been a very defined and clear approach that we will work with partners. So as far as DXC is concerned, from day one, we have been very clear that AWS is a key partner. It’s very strategic in nature, and we’ve identified them to be a part of our digital core. Because if you look at any organization, there are legacy environments, there arenew environments that are getting created so that you can respond to the requirements, the upper scale requirements, you can optimize the old environment, you can emerge, you can rationalize, but you can’t always get rid of it. Yet you can radically still transform the computer and when you transform the com-
puter and bring the legacy also on to that and through APIs and you build a new platform, which merges seamlessly with the legacy environment you create the possibility for as I’ve mentioned earlier data fluidity, which is required for analytics. And that AWS seem to be one of the best partners to play with, because there was a distinct shift away from pure boxes. And I think both companies understood that there’s a world that’s changing out there. Because we talk about digital now, we talked about digital last year, but the wave really happened over the past two years. So, if I have to be digital at scale, I need to have a partner ecosystem who actually can and is capable of working at that scale. And that’s where AWS form to be a natural partner.
What is your take on the future of the industry? The world is changing in ways that is difficult to predict and if I were to state a trend, I would be a fortune driver. So, just in a lighter note but these are computing mechanisms, which logically makes a lot of sense. Edge computing, you get solutions, which are also conquering the network costs associated with edge computing. Edge computing has its own latency in response times while they cater to response times that blip of a second when connectivity is not there that’s what they address it. So there isn’t at this point, a single answer you might know, in terms of what the best architecture, but the good thing is, the good thing is that companies such as ours and AWS, we have an early view of the future, in terms of the vision. There are four possible trends that can happen whether it is edge computing or whether it is any other technology. And we do assessments in terms of which direction to go forward in. So if you really look at it, and the architecture that AWS also talks about, also addresses some of the edge, right, and the sensors. Now, will that be there five years from now? Maybe yes maybe no. But the advantage of working with AWS, they’re already thinking in this direction and they’ve got architectures to address that. But if the technology changes, because you’re with a partner like AWS and DXC, your risk is minimized. So, every new technology brings risks, the challenge is, who do you partner with so that you have a risk reduced path to change because you’ll never have the right answer in this digital world.