The personal computer revolution is far from over, but enterprises are rightfully questioning the high maintenance costs, endless replacement cycles and security vulnerabilities that plague the standard networked PC. Instead, they are increasingly turning to virtual desktops as a high performance, low-cost desktop computing solution. On the cusp of a new and accelerated growth cycle is US-based NComputing, a provider of low-cost shared computing technology. Manish Sharma, vice-president and head of sales for NComputing?s Asia Pacific region says that India is home to some of the world?s largest public and private virtual desktop deployments. Desktop virtualisation is now being adopted across all market sectors, including education, government, manufacturing and healthcare, he tells Ankita Rai in a recent interaction. Excerpts:
How do you see the low-cost PC market in India? Do you think it will be successful here?
I am very much for initiatives of low-cost computing. There are different ways of doing it. If someone is happy to use a 7-inch screen to get the work done then it is good. There is a right product for everyone. However, gamers, researchers and people into data processing need 17-inch monitors. The trend is to reduce the cost of computing device whether it is a tablet or a desktop. There is no overlap in what a mobile tablet like Aakash is doing, and what we are doing. While they are making mobile computing devices affordable, we are creating desktops. We make a rich PC experience affordable. The intent of reducing the cost of a computing device is the same.
How does the NComputing model work? What are the savings you offer to customers?
Our technology works on the fact that vast majority of people are using 10% of the computing capacity. We at NComputing tap the unused power of computers to create full-fledged computers, thus substantially reducing hardware and maintenance costs by 75%. It is a perfect solution to leverage power of cloud computing as well. Users need a small device to connect the virtual desktop unit to the host computers.
NComputing server software and VSpace
server provide the most efficient and highest
density available on market today, allowing as many as 100 concurrent sessions on a single instance of a given operating system. Our unit uses only 1 watt of electricity compared to 110 watts for a regular PC and also drastically reduces e-waste.
How is the demand for virtual desktops here?
In the last years, nearly six lakh units of virtual desktops have been deployed in India. NComputing has 89% of enterprise client device market in India. In Q3 2011, NComputing has achieved 200% y-o-year growth in shipments of virtual desktops in India. Around 60% of our sales are to educational institutions and 30% to small and medium businesses (SMB).
The reason for such high adoption rate is the
inherent smartness in the whole concept. Instead of buying 10 computers, people can buy only one unit. It is very useful for SMBs, schools and enterprises. NComputing vitual desktops solutions have been adopted in Bihar, Punjab, Andhra Pradesh and Rajasthan. We have deployed thousands of units in these states and more projects are coming up. Education is the most important sector in our portfolio. We deploy primarily through our partners like, Educomp, Everonnn, Acer etc.
What will be the company?s strategy to tap the enterprise segment in India?
For NComputing, education was the very natural sector to go to. Enterprises are also showing interest in this. For them, security is a big issue unlike education, where cost is the big
factor. Factors of adoption are different. We are offering 100% secured solutions to enterprises. We have tie-ups with Dell and Wipro and have 700 partners across India.
How important is India for NComputing?
India is the largest market and Asia the largest region for us. We have deployed around six lakh units in the country and now plan to double it in half the time. The latest IDC report reinforces NComputing?s position as the leader in enterprise client device market in India. We intend to expand the market through the introduction of new
products, by growing our partner and channel base and by increasing existing and new customer adoption.
Gradually, a lot functions are coming to India. The entire Asia marketing is now being controlled from India. Initially, we used to have technology support staff in many countries; now we are consolidating everything into India. Logistics and content generation have also moved to India. We have observed that there is natural shift of these processes into India. Availability of talent and cost advantage are the prime reasons.
Tell us something about the company?s plans to grow operation in India.
The product gets adopted only when the customer understands the value. It is when proposition is clear, the product gets adopted. The proposition is instead of buying 10 or 20 computers, buy one and be smart.
Since the Indian market is huge we have to work through channels. Our strategy is to focus 100% on channels, and to make sure there is strong channel development so that value proposition gets very clearly communicated to the customer.
Has the current slowdown impacted your business operations?
Our growth has been highest in Asia. If there is inherent smartness in a proposition, it stays through a downturn. Besides India, the largest growth is coming from Asean countries like the Philippines, Thailand and Indonesia. We do have operations in China, but our focus is more on India and Asean as the adoption rates are very high in these countries.