Life just gives you situations; it is how you think or handle the situations, which makes them tough or easy. Let’s take God of Cricket Sachin Tendulkar. When bombarded with bouncers by Brett Lee or Shoaib Akhtar, Sachin did not flinch or cry but rather turned it to his advantage by employing the upper cut over slips. RAH Infotech too like Sachin has turned adversity into opportunity—a few years back when the whole nation was reeling under demonetization impact, RAH Infotech believed that demonetization will bring business to them.
So why was demonetization a ‘Mauka’ for RAH in which it easily smashed a ‘Chauka’. Answered Ashok Kumar MD, RAH Infotech, “Demonetization increased the transaction rate in banks. This translated into more demand in banking solutions and helped bring business for us.” However, it would be presumptuous to attribute RAH’s stupendous growth in the last few years to demonetization alone.
Allying with partners in relatively newer but focus areas for new-age enterprises has definitely been RAH’s trump cards. Rapid 7 in vulnerability management, Skybox in security analytics, Cambium in industry-grade networking that supports new age workloads has been force multipliers. In effect, RAH has become the extended arms of operational and marketing embodiments for these and other such niche OEMs.
Even 2018-19 saw RAH Infotech registering a whopping 68% growth, quite unusual for a Value Added Distributor (VAD) focusing on networking, security and data protection. Kumar attributed this to a closer relationship with CIOs and enterprise channel partners and increased efficiency in credit policy and channel management. RAH has also forayed into other domains like telephony and video collaboration, server and storage management, backup and disaster recovery management, BCP services and data center solutions among others.
RAH’s growth in the last few years came courtesy Radware, Microtek, Forescout, F-Secure, Gemalto—truly the ‘Hum Paanch’ packed a solid punch. The business was further bolstered by the addition of newer OEMs like Rapid 7, Cambium Networks, Infloblox, Seclore, Checkpoint, IXIA, Quest, Cavission, Skybox Security, Net South, Winmagic, Actifio, Data Resolve and Device 42 into the fold.
This in hindsight has proved to be a boon for RAH as two of its erstwhile ‘Hum Paanch’ champions Winmagic and F-Secure have shut down their India operations. Just a few days back, RAH joined hands with Tata Communications for business cloud services. While RAH today boasts of 20+ brands, the top 10 contributes 70% of its revenues. It has also started promoting local brands like Innefu, Smokescreen, Seclore and Vehere.
RAH’s presence across the length and breadth of the country, both directly as well as through its partners has also been one of its strong growth catalysts. Geographically, RAH is present in all the major cities like Gurgaon(HO), Ahemdabad, Bangalore, Chennai, Hyderabad, Jaipur, Kolkata, Mumbai, New Delhi(RO), Noida; it has marked its presence also in the international market with offices in Dubai, Nepal, Singapore, UK and USA.
Cloud, AI, ML and IoT are the newer thrust areas for RAH, where it is building technical capabilities and looking to introduce new value-added services to its portfolio. “Cloud is a big focus area for us and we will soon be entering into cloud distribution as it promises huge business opportunities,” informed the newly appointed CEO Ashish Guha.