Source: CIO Review India, April 2016.
MarketsandMarkets has forecasted that the system integration market could be worth $331.76 billion by 2018. The adoption rate of System Integration processes is likely to surge as enterprises want their systems to work synchronously. To ensure smooth functioning of operations, enterprises have been deploying fragmented subsystems from different system integrators. However, amalgamation of various subsystems from different vendors has always been a tough task for enterprises. It is because the SI process faces modification and maintenance challenges apart from partial interoperability and inefficiency issues. To ensure better communication, tracking of real time data, reducing the risk of errors and enhancing productivity, it is vital for enterprises to seek support from a vendor who can solve all the issues related to system integration.
“Customers are looking for partners who are able to build desired infrastructure and can help enterprises in installation, management and migration processes,” says V Murali, Founder Director of Precision Infomatic. Headquartered in Chennai, the company is a Platinum Business Partner of HP and it assists enterprises in end-to-end system integration by leveraging Hewlett-Packard Enterprise (HPE) products and solutions. The company offers various types of HP servers such as rack servers, blade servers in addition to all HPE storage and networking solutions. “We are a System Integrator who leverages HPE, with expertise in High End computing, storage, back up, Virtualization and Networking, with a breadth of Services and Biometric solutions,” adds Murali. The offerings by Precision are combined with the necessary solution architecting, implementing capabilities, the requisite support expertise and an effective service delivery.
Another differentiating factor of Precision is that it has multi location presence in India through a combination of direct presence and partnership model, in addition to pre-sales capability and centralized service desk. “Precision helps customers on a true national level. Our company has employed over 1,400 dynamic professionals with varied skills who have expertise in System Integration, Account Management, Vendor Relationship, Networking, Pre-Sales, Biometric technology, Software Development and ERP,” points out Murali. “Apart from catering to clients with our system integration solutions, we also ensure that there is business continuity from customer’s perspective by taking into account their investments across the country,” adds Murali.
The company has a large scale expansion program known as ‘Precision Everywhere’, which aims to increase its current support and sales presence in numerous locations across the country to enable long term engagement with clients. Precision is ramping up the presence and is looking at doubling the service presence points in the country.
Murali envisions System Integration market in India to boom in the near future following demand for the data centers and cloud computing products. He is keen on continuing partnership with HP and aims to enhance his company’s expertise in line with market expectations, especially in System Integration, Security and IT Service.
Source: CIO Review India, November 2014. By Sudhakar Singh, CIO Review
Biometrics has come of age and it is providing a security layer to enterprises and government organizations. One of the major areas which are experiencing the revolutionary effect of biometrics is Identity and Access Management. However, in a time when majority of the security threats are internal, most organizations are busy maintaining a perimeter security to prevent external threats. Precision Biometric India, headquartered in Chennai, focuses on addressing the internal threats to ensure that only authorized personnel get access to the data. “With increasing accessibility of corporate network through various media and devices, it has become a necessity to have strong mechanism in place to control access. Our bet is on biometrics because if you are able to uniquely identify a person, misuse of passwords will automatically get addressed and security system will become stronger.” says Mathew Chacko, Founder Director & CEO of Precision Biometrics.
The market for identification management has always been there but with enterprise mobility the need for identity management has grown significantly. As a result of its surging importance, the market is witnessing big and small players venturing into this domain. However, to be ahead of competition, they need to score high on both the scales of cost leadership and differentiation. Precision Biometric establishes its cost leadership through its in-depth knowledge of all the components that form a biometric solution. Indulging its research and development team in the fundamentals of science and mathematics, the company builds solutions which seamlessly apply to the functional requirements in the field. In addition, by interacting with the customers across the demography of India, Precision has been able to build a differentiation. “When it comes to building a solution we have a microscopic view of every component in utmost detail and a telescopic view when it comes to comprehending the market opportunities.” adds Mathew.
With an advantage of its expertise and understanding of the market, Precision Biometric has designed innovative biometric products like fingerprint & iris scanners and portable thermal printers. Its products offer a robust yet cost effective solution. To protect datacenters from internal and external threats, the company has designed a solution called BioNIX which manages the identity of an organization’s privileged accounts. The solution uses Precision’s Radio Frequency based fingerprint scanner and a login control application that strengthens login security by using biometrics instead of passwords. When it comes to integration of biometrics with any Core Banking System (CBS), the organization offers InnaIT-CBS, a Software Development Kit (SDK) and biometric scanners, which remove loopholes in security in applications and ensures accurate authentication.
Apart from this, Precision Biometric provides AADHAAR/UID Enrolment Kits for the Registrars, Enrolment Agencies and outsourcing agencies. “AADHAAR has helped in the growth of the biometrics market and it will be a driving force with wide impact to government programs in the coming years. Biometrics& services will be key revenue generators for us.” concludes Mathew.
Source: CIO Review India, October 2013. By MewanshwaKharshiing, CIO Review
With an ever increasing demand for better IT infrastructure and support, the industry is looking for reliable and cost effective means for maintaining their IT infrastructure, applications and systems as well as optimizing their internal infrastructure management processes.
The Chennai headquartered Precision Infomatic, a leading provider of complete IT infrastructure products, solutions and services, effectively addresses these heightened needs and expectations.
Be it government organizations working on projects with significant social impact, large enterprises which look for a system integrator and service provider who could act as an extension of their IT function or, for that matter, small and medium enterprises looking for an IT infrastructure management services partner who would essentially take up the entire IT role in their organization thereby helping them focus on their primary business rather than IT, Precision appears to have perfected its offerings to meet the varied needs of these segments with ease.
Precision has evolved and honed their business strategies, processes and skill-sets over almost two decades, to meet the entire spectrum of industry requirements – end to end IT infrastructure products – right from end user computing products to complex data center implementations, CORE services –addressing transaction oriented multi-location infrastructure support, with the necessary mix of technical skills and service logistics, SMART services for enterprise segment – IT infrastructure management services combining SLA based multi-location support, service desk offerings, ITIL based service delivery and deployment of skilled resources and CLUSTER services for SMEs – bringing to the table an optimal mix of hosting services, remote infrastructure management, subject matter expertise and end-user support delivery.
“We believe in delivering value to our clients through an innovative and participative approach and go beyond being just a technology partner,” says Mathew Chacko, Founder Director, a statement that appears to find endorsement from several of Precision’s clients who have been choosing Precision to address their IT needs for many years.
The company recently embarked upon a large scale expansion program, named ‘Precision Everywhere’ which envisions establishing either a direct presence or establishing a franchisee partner in every district to enable high-quality, long term engagements with clients.
Precision’s Divisions and their Offerings
In order to cater to this huge expansion, Precision’s business units – IT infrastructure products, Networking, Services, Biometric, Business solutions (ERP) were established. Precision, which commenced with a product centric approach in 1996, gradually matured itself into a Business Transformation Enabler. Precision enjoys premier status in their association with several OEMs such as Hewlett Packard, Microsoft, 3M, IBM and Cisco to name a few. In addition, the company has its own in-house developed solutions such as InsTIL, an ITIL based product for IT Service Management.
The networking division was incorporated in the year 1999 to provide customers with services to enable them to build secure and manage their IT Infrastructure through consulting, end to end integration and management to ensure continuous availability of IT Services. The Networking Division is able to offer converged communication solutions as a part of a reach towards enterprise connectivity.
Apart from communication solutions, in line with the vision of becoming a major contributor in the identification, authentication and authorization management solutions space, the biometric division was incorporated in the year 2005 to cater to this need. In the wake of the security concerns and only a very few players presently leveraging the solution in India, this division has a large potential for growth. The enterprise market was tapped, focusing on logical access solutions for BFSI, Government, Corporate markets with BioNIX, which secures access to servers through biometric.
The Business Solutions Division is another extension which acts as the software arm of the group to provide enterprise consulting and software development services to its customers.The Business Solutions Division endeavors to create value by helping optimize organizational IT assets for competitive business advantage. Since solutions are modeled around the dynamic nature of the business environment, where technology strategies and organization need coverage, Precision’s MS Dynamics ERP and MS CRM practices have been structured to bridge the gap through its solutions.In order to stream line vast amounts of data typically in payroll as well as campus management solutions, software development of applications like HRIS and C@MPIT has been undertaken.
Anatomy of Success
For the various business units to work cohesively and effectively, it is imperative that its workforce should be able to push these structured divisions forward with utmost professionalism. “Precision innovation is driven by a focused team which involves senior members who drive these business units and focused entities. With the belief in their team members, Precision has given the freedom to innovate with right approach.” says Chacko,in recognition of the expert Precision workforce. The board members meet regularly to discuss the issues and lay down the steps for empowering the business. Once the direction is established and communicated across, the workforce is given freedom and is empowered to take decisions. Precision advocates and encourages collaboration within various teams and stakeholders; continual education to notch up the knowledge levels; and in automation to bring in efficiency in processes.
The business took a lot of aggressive decisions to transform itself; in the year 2006-07 as Precision realized that business had to be taken to next level by innovating in their existing methods. This led to investments into remote infrastructure management, ERP solutions arm and the Biometric business unit. In 2011, their private cloud offering was rolled out.
The biometric division extended its solutions for the Aadhaar project, financial inclusion and other authentication requirements. It refined and aligned its services offerings to activity focus like CORE services, which essentially stresses on IT infrastructure support and transactional activity, SMART services for infrastructure management, CLUSTER offering for SME, consulting for project management.
In The Coming Years
The group is looking to further expand on biometric and other technology based solutions which would aid in addressing social issues. In addition the existing service network would be further strengthened and the cloud offerings expanded to deliver higher value to clients. The company would also enhance the offerings through addition of solutions such as business intelligence (BI). In addition to the positive relationships with partners like HP, Microsoft, 3M, IBM & others, Precision appears keen on continuing its business symbiosis and looks to add more expertise in line with market expectations.Apart from this, the IT infrastructure provider leans towards reaching out to different domains like energy and agriculture sectors by providing technology solutions and continues making its presence felt as one of the premier IT infrastructure and solution providers today.
Source: CRN India, February 2013. By Sonali Desai, CRN
Mathew Chacko, V Murali and TG Ramesh of Chennai-based Precision Infomatic have created an organization that is recognized amongst India’s best system integrators. They share their journey so far, and future growth strategies.
Having graduated from the Government College of Engineering, Madras University in 1987, Mathew Chacko, Founder Director, Precision Infomatic, joined HCL Infosystems as a service engineer and spent 9 years with the company.
“My first assignment as service engineer was to maintain PCs and servers for Madura Coats in 1988. I was also instrumental in signing on Standard Fireworks and converting Loyal Textile mills—a Wipro customer, to HCL,” he recalls.
Around 1994, HCL launched HCL Frontline to focus on the emerging SME market. “To address initial hiccups and improve operations, I was transferred to Mumbai in 1995. A year after, HCL decided to go completely indirect and appointed channel partners to take care of sales and services,” he says.
• 1996Formed Precision Infomatic with V Murali and TG Ramesh
• 1998Appointed as HP Premier Partner
• 1999Started Precision TechServe, executed a Rs 15 crore project for Software Solutions
• 2000Started geographic expansion; opened offices in metros
• 2004Acquired ACP Computers in Mumbai; acquired customers like UTI and FirstSource
• 2006Acquired ISO 9001 and 27001 certifications
• 2011Was appointed Microsoft LAR; clocked Rs 280 crore
• 2012Deployed HP servers and storage at Vodafone for project worth Rs 15 crore
In the beginning, Precision leveraged its relationship with HCL, which had a joint venture with HP. The turning point arrived when HP bought over HCL stock in the Indian entity, and launched the enterprise channels. “The direct partnership with HP increased our reach in market, account management and services, as also our topline. HP saw value in associating with us and made us their Premier Partner,” Chacko says.
In 1998, Precision implemented a turnkey project involving HP servers, PCs and services for Chennai-based Software Solutions, an IT services firm. “The customer was expanding. It wanted 200 servers and 4,000 nodes for its offices and franchises in tier-1 and -2 cities across the country,” he says. “We clocked Rs 15 crore from the project, which was implemented in phases over 2 years.”
With networking boom in the country, a focused services approach was the next logical step; hence Precision launched its services arm, TechServe.
We acquired ACP Computers, aRs 5 crore company, in 2004. It had customers in manufacturing &BFSI.This helped us grab several new customers in western India
The company signed on networking vendors such as Cisco, 3Com, Nortel, Molex, etc to complement its HP portfolio. Thereafter large orders started to come Precision’s way. It deployed 3,000 Cisco core switches and components of passive network for Software Solutions for Rs 1.5 crore. It offered technology consulting for Allsec Technologies as they set up a 2,000 seat BPO on Nortel platform, for Rs 2 crore. It also completed its first ever network infrastructure audit project for Bengaluru-based Apar Technologies (now Ness Technologies).
Says Murali, “TechServe was growing at a rate of 20-30 percent since inception, and was contributing 15 percent to the overall business. Precision grew 40 percent over the next 4 years to clock revenue of Rs 18 crore in FY2000-01.”
Over the next 2 years the company set up offices across major cities witnessing an average growth of 30 percent.
“We acquired ACP Computers in 2004. It was aRs 5 crore company with customers in manufacturing, banking and services. We acquired some good customers like the UTI Bank (now Axis), FirstSource, etc. With the skilled manpower and our guidance, the western region contributed 25 percent in the first year itself. We clocked Rs 50 crore in FY2005-06,” Chacko says.
In 2006, the company ventured in biometrics. “We realized that biometrics had large growth potential especially in the wake of the security concerns. We tied up with 3M for the equipment and developed attendance and access management solutions, and got them whetted by IIT Madras,” he says.
He adds that Precision also invested in educating customers and prospects on the maturity and benefits of biometric technologies.
Precision deployed solutions at Reliance, TCS, SBI, Indian Bank. The major breakthrough came with UID.
MS LAR business can be a profit builder if the licensing policies are linked with services. If LARs function as plain vanilla VARs, they will find it difficult to sustain
For UID, it sold its solutions to the enrolment agencies such as Karvy, Wipro, IL&FS, etc. Says Chacko, “We bundled our services as UID is a high uptime project. So if any one component (notebook, printer or webcam) is down even for a day, it results in a revenue loss of Rs 2,000. We have created a service desk with multi-lingual skills. For hardware-related problems, our service engineers visit onsite.”
Precision’s consistent growth and business strategies impressed InfoDrive Software, a Dubai-based IT service provider that purchased a 51 percent stake in 2007 through a structured payout model. “However, we bought-back the stake due to certain market developments in 2010,” Chacko shares.
Pressed by stiff competition and increased concentration on services business, Precision decided to go-slow on the transactional business in 2008.
Reasons Chacko, “Dell had a direct model, and was very aggressive on pricing. We decided to go slow on transaction business and focus on system integration and solutions. PCs were a part of the fulfillment. The contribution of transactions reduced to 25-30 percent.”
Precision Infomatic grew 39 percent to Rs 280.6 crore in FY2011-12 against Rs 202.6 crore in FY2010-11.
Chacko explains, “With a clear focus on solutions and services, we re-modeled our organization and created separate divisions for products, technology, value-added services and transactional services.
The year 2011 saw Precision gaining more ground. It clocked Rs 100 crore for supply of biometric solutions along with HP printers and notebooks to UIDAI, and the project contributed 45 percent to its overall revenues.
Last year, Precision set up a data center which has a capacity to scale up to 8,000 virtual servers and 3 petabytes of storage with an idea to offer RIM and hosting services.
It installed 15,000 biometric devices at SBI for its financial inclusion initiative; these devices allowed the bank to accept thumb-prints of people in rural areas to open no-frills bank accounts.
“Besides, we increased focus on products of big brands such as Microsoft, Cisco and HP. We work very closely with them and have dedicated resources to align with their business plans. We invested in pre-sales and account management teams, which is helping healthy topline revenues,” Murali claims.
A big contract for Precision in 2012, was deployment of HP server and storage systems for Vodafone for Rs 15 crore. It also won Rs 5 crore tender to deploy HP storage across ECIL offices in the country. The implementation which started toward end of December 2012 went live in January 2013.
Precision worked with Karvy to implement data center solutions across 20 districts of north India for the state’s National Population Register (NPR) project.
Another major development at Precision was its appointment as Microsoft LAR. While some of its peers were grappling with the large sum they had to deposit with Microsoft, Murali saw this as an opportunity for further growth.
He explains, “We are trying to understand the business differently. Partners who sell 500 licenses of Exchange are looking at services opportunities. It can be a good profit builder if the licensing policies are linked with services. If LARs continue to function as plain vanilla VARs, they will find it difficult to sustain.”
Targeting 19 percent growth in FY2012-13, the company is aiming Rs 330 crore topline and revenue of Rs 1,000 crore in the next three to five years.
“Hardware reselling should contribute Rs 150 crore, services and solutions around Rs 160 crore, and about Rs 15 crore should come from software business,” says Chacko.
Meanwhile, the company is planning to set up a company-wide CRM solution that spans all functions, that’s expected to roll out later this year.
On a personal note
Chacko considers Shiv Nadar, Dr APJ Abdul Kalam and NandanNilekani as his role models for their achievements and contribution to society.
He is fond of fiction, and books on management and philosophy. He loves to play badminton and cricket, and was a part of the victorious Madras University team in 1985-86, and plays in the TN Cricket League.
Source: CRN India, September 2012. By Sonali Desai, CRN
Mathew Chacko, Founder Director, Precision Infomatic, attributed this growth to the company’s increased focus on the biometric security business, a managed and cloud services push, and a new organizational model created around technology focus areas.
“Of the revenue in the last fiscal, biometrics contributed 40 percent. The cloud and managed hybrid services also contributed a significant chunk,” said Chacko.
He said that till FY2010-11, the company’s approach toward business was product-centric. Then, with a clear focus on solutions and services, the company re-modelled itself and created technology- and vertical-led teams. “We created divisions for data center, network security and software solutions. This helped us to develop deeper engagement with our customers and enabled us to map their requirements better; in the process we won several large deals in range of Rs 1 crore to Rs 5 crore in BFSI, telecom, manufacturing and healthcare.”
Precision’s largest customer during the fiscal was the Unique Identification Authority of India (UIDAI) which contributed Rs 100 crore to its revenue for the supply of biometric solutions along with HP printers and notebooks.
One of the largest projects it handled in FY2011-12 was for Indian Overseas Bank, and worth Rs 3.2 crore; Precision provided a biometric solution enabling the bank’s 13,000 employees to get secure access to the core banking solution.
Precision also installed 15,000 biometric devices at the State Bank of India for its financial inclusion initiative; these devices allowed the bank to accept thumb-prints of people in rural areas in order to open no-frills bank accounts.
For Coimbatore-based CRI Pumps, Precision migrated Oracle e-Business suite users from Sun Sparc to HP Itanium. The project included consolidating 30 servers into seven blades.
The company also upped its focus on services and introduced a hybrid model for RIM and FMS. “We decided to exit the pure-play AMC offering, and last fiscal moved 100 large customers from AMC contracts to an SLA-driven hybrid model,” Chacko informed.
Precision began offering Infrastructure-as-a-Service to existing customers, and signed up 15.
The company is targeting 19 percent growth in FY2012-13, and is aiming for aRs 330 crore topline. “We plan to sign up 150 new customers for our services offerings in the next 6-9 months,” Chacko said.