Becoming a Cloud Partner: Journey of Fluidech IT Services

In this very unique segment of DQ Channels, we have covered Delhi based Fluidech IT Services Pvt Ltd. becoming a Cloud Partner from a traditional Channel Partner. Gaurav Gupta, Director shared his entire journey about how did he move to the cloud business, challenges, growth, and future vision.

When and how did you move to Cloud Business?

We are born in a cloud company, incorporated in 2014. We realised and observed that time to market is going down. We could see innovation happing at a very fast pace hence organisations were forced to respond to fast-changing markets and needed applications as well as infrastructure in no time. We decided to adopt cloud and as an organisation took birth in the cloud era.

Previously on Cloud Journey: Tricom Multimedia

What are the different Cloud services do you offer?

Our service offerings on Cloud are categorised into 4 phases of a customer’s journey on the cloud. Firstly, the migration and deployment services help customers move their workloads to the cloud with the best approach and set of procedures. Secondly, we offer re-architecting and optimisation to customers who are already on the cloud for improved design, performance, and optimised costs. Thirdly we offer managed support services with or without monitoring and with the option of architecting support also for environments where changes are frequent. Fourth and lastly, we provide cloud security services that bring cloud focussed security competencies at play.

What sort of changes have you done to move to the cloud within the organisation in terms of Team, skill set, infrastructure, and others?

We adopted the cloud for our self. We went about recruiting and training staff to address internal requirements and then decided to service our customers with skilled resources, training, etc. The team has played a vital role in defining success for our customers in their cloud journey. 80% of the skills in the organisation are hands-on technical. We keep recruiting people on different skillsets once our capacity utilisation crosses 70%.

How your old and new customers adopting the new technology and moving to the cloud?

Our old customers are embracing the cloud for everything. As they say, our old customers are today all-in on cloud. They have even moved their critical production workloads to the cloud. New customer adoption has accelerated after the COVID-19 pandemic. Today every organization is worried about travel and keeping their staff safe. We foresee all our new customers eventually going all-in on the cloud.

What are the different challenges did you face in this journey?

We all know that any great technology is great because of its adoption and it happens with sales and revenue. Though we were born in—the cloud partner but our relationship with cloud vendors was new. We wanted to establish our credibility but then were waiting for that trust and confidence to come from cloud platform vendors. It took us 1 year to prove our worth and eventually we executed and delivered most of the complex cloud infra for customers of all sizes. Today we are a preferred partner for one of the largest cloud vendors.

What is your overall growth being a cloud partner?

Our YoY growth was 200% at the end of year 2 and has only accelerated further at a fast pace. With the cloud ecosystem, our growth has been fuelled by products and services that cloud enables easy adoption: Big data- analytics, blockchain, machine learning, AI, and cybersecurity being those which helped us most.

What are your future goals?

We are expanding sales operations to move into geographies outside of India. Our goal is to not just replicate success stories to customers in other geographies, but also enrich our customer's experience while enabling their business with the adoption of disruptive technologies as a valuable consulting and managed services company.