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dIGITal ENTErPrISE | TALkING POINT

manufacturing, ITeS, healthcare and government sectors. and cater to new markets with these partnerships and the
Our proposition aligns very clearly with the outcomes that expertise and technologies that Hitachi Vantara brings.
customers want to achieve. The 3 big initiatives in India
namely, ‘Smart Cities’, ‘Digital India’ and ‘Make in India’ you mentioned about data being underleveraged. Is
provide the scale and complexity to comprehend, inter- it due to the inefficiency of the current BI toolsets, or
pret and achieve the desired results. We see a huge op- what are the core reasons that are leading to that?
portunity for Hitachi Vantara as we help our customers The first reason is the need to get the right kind of data
transform today and prepare them for tomorrow’s prob- insight. Data is either tied to an application, infrastructure,
lems and challenges. These opportunities present the organization, or a cloud provider. Therefore, data silos
greatest problems that Hitachi Vantara can solve. Such are the number one reason why monetization has not yet
initiatives are at scale in India, unlike the other parts of happened. The second reason is that there are silos of or-
the world. ganizations that exist in the enterprise, because of which
data cannot be democratized for usage and monetization.
Can you talk about the digital transformation adoption The third reason is the fixed mindsets in organizations.
dynamics? A fixed mindset involves people playing the game to not
If you were to look at statistics, 40% of customers in India lose. And then, you have the growth mindset, wherein; it
have already embarked on various digital transformation involves people who believe they play the game to win.
initiatives. Over the last 12 months, we have been collab- Both are completely different. In addition, fixed mindsets
orating with these customers who have already embarked do not allow the segregation of data, making it independ-
on their digital initiatives to provide various solutions to ent to be monetized. The fourth reason why digital trans-
achieve significant outcomes. For example, in the bank- formation initiatives have failed in the past is due to the
ing sector, we are helping customers unify data from dis- lack of leadership.
parate applications and infrastructure to create a data link Our belief is that if you want to drive successful dig-
that helps them have a single view of their customers, as ital transformation initiatives, you have to first believe that
well as a 360-degree view of their customers. This helps data is the new currency. The second is the need to have
them make important decisions in terms of how they can control over your data and not for it to be with the cloud
automate and create an omnipresent channel to service a provider, app vendor, infrastructure provider, middleware
particular customer or create new products and solutions nor the network provider. The third belief is that the out-
personalized for that customer or service. comes must be very clearly articulated in business terms
We are already helping government establishments so that it can be measured and sponsored by the right
achieve real-time governance by integrating IT, OT and leadership. These are the 3 reasons that we have under-
human-generated data, to derive valuable insights and stood from our customers.
understand the consumption of citizen services to de-
liver effective and efficient outcomes. We have already With data being the new currency, is it going to
started to deliver these solutions in the Indian market jumpstart IOT? also, can you also talk about your new
6 to 12 months back, and the results have started to IoT platform – lumada?
show. Prior to FY ‘17, we had 50% of software and I completely agree with the statement that data is really
services, today, it has jumped up to 62% of software going to jumpstart IoT. If you look at IoT, there are 3 im-
and services. portant principles. The first is that you should be able to
The second part of our business result includes new measure all the data to analyze it. The second principle
technologies around analytics and object storage. Object is the management of data to give it the right structure,
storage is becoming the new data lake, and metadata is security, and analysis mechanism. Lastly, the third princi-
becoming the new data. That business is already growing ple is the improvement cycle, which must be measured or
more than 50 % year-on-year. The analytics part of our benchmarked against the best quality of a device, prod-
business is already growing 100% year-on-year, so we uct or a service –and that is where the industry expertise
see significant traction in the Indian market. The bigger comes in.
part of the equation is about how we are now enabling We have leveraged these 3 important capabilities to
digital integrators to create new solutions and services, design our IoT platform. I refer it to as the ‘IoT Platform’

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