Randeep Pawar, Director of Tecstaq and Technical Director at Green Aims Infotech Pvt. Ltd., provided insights during the Acronis Partner Summit India 2024, held in Mumbai on November 13, 2024. Pawar leads two technology companies: Green Aims Infotech Pvt. Ltd., a 14-year-old firm, and Tecstaq, which has been in operation for four years. Both companies are based in Mumbai, India, with an expanding international presence. Green Aims Infotech has partnerships in Dubai, where it oversees the GCC region, and has recently established operations in the United States. Specializing in technology and cybersecurity solutions, the two companies employ team members in Mumbai and Dubai. Pawar’s association with Acronis spans nine years, during which the partnership has significantly contributed to the growth and success of his businesses.
TAM: Would it be possible to share if you were using any data security and recovery services prior to Acronis? If yes, What factors led you to consider switching from your previous vendor to Acronis?
Randeep Pawar: Getting into Acronis was the result of extensive research. Prior to adopting Acronis, we were not involved in any cloud-based business. I explored a variety of products, including Commvault, Druva, and others in the same category as Acronis.
As part of my research, I examined Acronis in depth—the company’s statistics, vision, and long-term goals. I noticed that Acronis was not only focused on backups but also had a clear trajectory toward cybersecurity-related solutions, such as endpoint security and advanced cybersecurity offerings.
Around nine years ago, I made the decision to partner with Acronis. At that time, we weren’t engaged with any other vendors for cyber or backup-related solutions. This partnership was carefully planned and has proven to be a significant milestone for us.
Today, for backups, we exclusively work with Acronis and do not collaborate with any other OEMs. We also utilize Acronis for cybersecurity-related products. After nearly a decade of working with Acronis, I can confidently say that the partnership has been highly successful and continues to deliver excellent results for us.
TAM: How do Acronis solutions such as Backup, Storage, DR, AV+EDR, and Advanced Management support your company’s specific needs?
Randeep Pawar: When we started, our focus was solely on backups. Initially, we encouraged our customers to try the product, whether they chose to pay for it or not. The idea was to let them experience the product and provide feedback. That’s how our journey began.
Over time, we built a significant customer base. These customers initially adopted Acronis for backup solutions, and the platform provided us with extensive opportunities to upsell. This allowed us to generate additional revenue without needing to rely on multiple OEMs. Having a single OEM that offers a range of solutions has been instrumental in scaling our business.
We’ve transitioned customers from simply using backup solutions to adopting endpoint security, disaster recovery (DR) solutions, and even email security. This progression has been seamless, especially with our existing customers who are already familiar with our services and the quality of the products.
While we actively pursue new customers, our existing customer base remains a significant driver of growth through upselling. For example, a customer who has been using our backup solution for three years can easily be introduced to additional offerings like email backup or business continuity and DR solutions. Since they already trust our services and the Acronis products, selling these complementary solutions becomes much easier.
TAM: Can you describe any specific benefits of using Acronis services to streamline your IT management processes?
Randeep Pawar: When we sell solutions, it helps significantly because our customers trust us. The solutions we provide are beneficial not only for them but also for us, as my team thoroughly understands the product. This familiarity makes it much easier to secure and manage the infrastructure since both our team and the customers are well-acquainted with the product and its additional features.
This familiarity streamlines the process, eliminating the complexities of onboarding new customers who might require extensive convincing and support. Instead, we are working with customers who are already using the product and trust its capabilities.
Additionally, my team doesn’t need to invest time in learning new products or navigating the challenges of selling and supporting unfamiliar solutions. Since the product is already a core part of our offerings, it allows us to focus on delivering seamless service and achieving consistent growth.
TAM: How do you envision your company’s growth alongside services provided by Acronis?
Randeep Pawar: When it comes to company growth, our partnership with Acronis has been a key driver. Thanks to upselling Acronis solutions, we have consistently achieved an annual growth rate of 20 to 27%. This growth is largely due to our decision to focus exclusively on Acronis, ensuring that our solutions remain streamlined and effective.
Acronis’s commitment to innovation has been a significant factor in our success. Their roadmap consistently introduces new cybersecurity solutions that align with industry needs. They are always evolving and staying ahead of the curve, which allows us to grow alongside them year after year.
For system integrators like us, it can be challenging to stick to a single OEM for a specific product. However, we’ve chosen to stay with Acronis because it works. It supports our growth without adding complexity. Introducing multiple OEMs could create unnecessary confusion for both us and our customers.
Our approach is straightforward: we provide effective solutions, work with a trusted OEM that consistently delivers, and focus on taking care of our customers. This simplicity and clarity have been essential to our ongoing success.