Indian CIOs Maintain Vendor Specific Approach

by Amit Tripathi    Feb 10, 2005

As business technology evolves, CIOs finds themselves in the driver’s seat as far as attaining larger business goals are concerned. However, the approach of CIOs differs between the large and small enterprise. As a result, vendors constantly have to chalk out newer strategies to influence them.

Speaking to CXOtoday on the sidelines of NASSCOM 2005, being held in Mumbai, Bhaskar Pramanik, managing director, Sun Microsystems India, spoke at length on the CIO approach and Sun’s strategy in India.

Could you specify the typical CIO pain points?

It is always easier to deal with the IT heads of SMEs who look towards IT as solution for their business requirements. Their decisions are business driven as they look up to business goals as problems, which is to be met by a certain technology usage.

What is the approach by corporate CIOs?

Enterprise CIOs in India are not easy to deal with as they still carry the mindset of taking technology decisions rather than business decisions. Technology for technology sake is a major drain on the company’s resources unless and until it serves concrete business goals.

Which verticals in India are the major drivers of Sun Solaris technology?

We see major potential from the telecom, finance, manufacturing, IT and ITES sectors, in that order. A substantial percentage of Open Source technology is being driven by developers and ISVs. The surge in the SME sector is itself a major driver for Sun technology.

Why has Sun Solaris been made free?

Well, in real terms one would pay for service and support for the technology. Perhaps the cost on the product can now be spent on the maintenance. The whole idea is to build value proposition for customers who stand to benefit from the scheme, as overall costs of the IT infrastructure go down. Over and above, the customer gets a technology which does not bind the customer to the whims and fancies of proprietary technology.

How pertinent is the debate on proprietary and Open Source technology?

The debate is relevant to the extent whether it has reduced the overall cost of the IT infrastructure, both in support and maintenance. Although Open Source technology is not totally free, it can reduce the overall spending on IT drastically. Of course, security, stability, and configurability are the added advantages that come along with Open Source technology.

Finally, what is your message for Indian CIOs?

My message to the IT decision makers of enterprises is that you need to build a IT architecture that stands the test of time. The IT infrastructure should always be business driven and be a business enabler.

Over the period from July to December 2004, Sun has posted a revenue growth of over 40% year on year that reflects a booming business in India.

Tags: Sun