Becoming a Cloud Partner: Journey of ETSC Computers

In this very unique segment of DQ Channels, we have covered Jaipur based ETSC Computers becoming a Cloud Partner from a traditional Channel Partner. Kailash 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?

ETSC Computers Pvt. Ltd formerly known as Electronics Trade & Service Centre and popularly known as (ETSC) was started in 1985.

In 1987 after having established in this segment and with Govt. Initiating CLASS (Computer Literacy and Studies in Schools) project, it diversified into the Sales and Services of Educational Computers and Software in various Public Schools, Colleges and Educations Institutions.

In the year 1991, ETSC partnered with WIPRO as an exclusive distributor for its Peripherals ranges in entire Rajasthan.

In the year 1995, ETSC also partnered with WIPRO to market its complete range of Desktops, Laptops, Servers and networking products.

Today ETSC has an association with almost all leading IT vendors to provide ONE-STOP IT Solutions for On-Premises, Hybrid and On cloud IT Infrastructure, IP Surveillance, Unified Communication, Unified Threat Management, Software Sales, Services and Consultancy to more than 2500 customers.

We have moved to cloud business about 5 years ago, and this was with the introduction of Office 365 solutions through Microsoft, CRM software through Enjay IT solutions and Adobe solutions through Adobe.

What are the different Cloud services do you offer?

1. IAAS on the cloud from Azure and Amazon
2. Application as service from Microsoft and Google
3. Adobe solutions through adobe
4. CRM and tally on the cloud through Enjay IT solutions

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 conduct Training and updations to all pre-sales and post-sales executives for cloud services on an ongoing basis.  We have adopted CRM and google suit within our organization to move to cloud usage ourselves. Our entire infrastructure is established to adopt to cloud operations; thin clients without local storage are also in adoption to minimize the cost of client hardware.

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

Traditionally old customers are not adopting cloud due to comfort level and mindset of security threats and challenges. However new customers are already well aware and are opting for cloud services due to obvious advantages.

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

The biggest challenge is to justify migration to the cloud when already a huge investment in On-Premises infrastructure is done. In such cases, we are convincing customers to opt for hybrid clouds. Many customers are apprehending data security and other threats if they migrate to the cloud; a thorough POC has to be done for such cases to remove such apprehensions.

What is your overall growth being a cloud partner?

We are growing steadily as a cloud partner as adoption is increasing year on year, especially with new startups.

What are your future goals?

Our future goal is to be one of the leading cloud service provider and solution provider and create a recurring revenue model to not only increase profitability but to retain and upsell customers.