Get to know: Bhaskar Peruri
Bhaskar Peruri, regianal sales manager, middle east, Silver Peak
The Middle East channel seems content with selling boxes, licenses and not solutions. The channel needs quick revenue and so tends not to invest time and money in the excellent solutions available in the market.
What’s your career history to date? How did you end up working in Dubai?
I started as a systems engineer in Bahrain and then moved up to technical consultant after a couple of years. When I was still a technical consultant, I was responsible for generating increased revenue for the company, which later saw me get promoted to technical sales consultant. After joining Packeteer Inc, I was selected to develop the Middle East business based on my success in Asia.
If you could improve one thing about the channel business what would it be?
One thing that I have noticed about the Middle East channel is that it seems content with selling boxes and licenses, not solutions. The channel needs quick revenue and so tends not to invest time and money in the excellent solutions available in the market. Solutions are everything and that is what the channel is lacking.
What product or technology should the channel watch out for this year?
Virtualisation is still a great technology that the channel should be exploring. If they are not into virtualisation, they will be out of business. Database and file security is also a technology that the channel should be looking into.
What is your proudest career achievement to date?
Thus far in my career, I have worked for smaller, unknown IT vendors, as I like to grow companies. My proudest moment was building a complete reseller and customer base from zero to a $1m business for Packeteer Inc, in Asia and Middle East.
What is the best piece of advice you have been given?
Listen to yourself and if you believe this is the way to go, do it and don’t listen to what others have to say.
What is the biggest mistake you have ever made since working in the IT market?
I would say moving from India to Dubai, as India has grown much faster than the Middle East in terms of technology and business.
Which IT company, other than your own, do you most admire and why?
I really admire VMware. They changed the mindset of every IT professional and the IT industry itself. Today, virtualisation has created many options and new technologies based on it.
What is the biggest challenge facing the Middle East IT channel?
Directing their attention to new solutions and spending time and resources on these solutions. We have to devote a lot of time and effort to making the channel understand that these new solutions would increase their bottom line and maximise their services revenue.
What’s your favourite thing about the company you currently work for?
It is a small, young company with a vision and the team that I am working with is dedicated and very supportive.
What sort of interests do you have outside of work?
Cooking, sports (any sport) and family are the three things that I love the most outside my work.