Yuvitech Solutions Pvt. Ltd. stands out as a comprehensive solutions provider for SMEs and large enterprises, integrating expertise in computing, networking, security, storage, and software with advanced consulting, integration, and managed services skills. Their security services offer a robust, fully managed 24/7 solution, eliminating the need for significant customer investment in hardware, software, and technical personnel. This all-encompassing security offering covers architecture, design, implementation, and training to safeguard the digital environment.
In an exclusive conversation with The Interview World, Ravinder Mohan Sharma, Director of Yuvitech Solutions Pvt. Ltd., delves into the company’s core solutions and services, outlines his business model, and shares insights on his clientele and revenue streams. Here are the highlights from his discussion.
Q: Can you elaborate on the key offerings of Yuvitech and explain how your solutions are tailored to address the specific cybersecurity challenges faced by the SME segment?
A: You’ve likely heard a lot about technologies like AI. Understanding how these technologies function requires recognizing that data needs to be fed into systems and that applications must be designed to manage tasks effectively. For instance, if you’re in the e-commerce business, maintaining a strong presence on digital platforms is crucial. However, with your data and credentials exposed publicly, safeguarding your information becomes essential to prevent hacking or malicious activities, whether intentional or unintentional, including actions from competitors. How do you ensure your data, applications, and brand remain secure? This is where threat intelligence comes into play.
Consider a scenario where you own a brand with specific domains and associated applications. Competitors may create numerous look-alike applications or websites that mislead your customers, diverting them to incorrect platforms, and ultimately, you lose your customer base. This is a common issue seen with services like passport applications or UID Aadhaar, where numerous fraudulent sites exist. Users, seeking to apply for these services, may unknowingly end up on fake websites or with unauthorized agents, often resulting in overcharges—for instance, paying Rs. 3000 or Rs. 5000 for a service that officially costs Rs. 1000. These counterfeit sites often mimic the original ones closely, with similar color schemes, fonts, and content, making it challenging to distinguish them.
Ensuring your operations are secure and trustworthy is critical, and that’s where we come in with our comprehensive solutions. We offer both standalone solutions and solutions as a service. There’s a key distinction: mature customers with in-house expertise can purchase and manage these solutions independently. However, customers lacking trained or skilled internal resources can opt for our managed services, where we operate the solutions on their behalf. We deliver results aligned with their expectations and the defined scope of work, ensuring a secure and efficient operational environment.
Q: Can you elaborate on the business model Yuvitech is currently implementing, and how it supports your overall strategic goals?
A: Our business model caters primarily to government organizations, which make up 60-70% of our customer base, while the remaining 30-40% comprises enterprise clients. Within the enterprise segment, we serve both SMBs and large corporations, including those with substantial asset bases ranging from 256 to as many as 10,000. Our diverse clientele spans across sectors, including education, with clients like Amity University, and industries such as life sciences, represented by Jubilant Life Sciences. We also serve notable names like Domino’s, Indigo, UID Aadhaar, HUL, and SBI.
Our customers utilize a comprehensive suite of cybersecurity solutions tailored to their needs. This includes cloud security for cloud infrastructures, network security solutions, endpoint security for device protection, and email security solutions. Additionally, we provide integrated management of these security systems, alongside Security Information and Event Management (SIEM) solutions and vulnerability assessments. Through these offerings, we empower organizations across sectors to secure their digital environments effectively.
Q: Could you please share the number of customers Yuvitech has acquired to date?
A: As of today, over the past couple of years, we have successfully acquired more than 55 customers across India. Internationally, we cater to 2-3 clients, conducting transactions in dollars for both purchasing and selling. We source solutions from the U.S. and, in turn, supply the same solutions to U.S. customers. This positions us as both an importer and an exporter, seamlessly bridging markets across borders.
Q: Can you share the current size of your business in terms of revenue, and what are your projections for long-term growth?
A: Our average annual revenue stands at approximately Rs. 8-10 crores. Cybersecurity is becoming increasingly critical as digital adoption surges and more people engage in the digital space. Consequently, cybersecurity has emerged as a significant challenge of our time.
Given your presence in this sector, it must align with your strategic vision. However, we face two primary challenges in expanding this business: acquiring the right skill set and securing sufficient capital.
When we train and develop talent, they often move on quickly. Notably, U.S.-based companies are eager to hire the professionals we certify and train. The growth trajectory for these individuals can be staggering. For instance, an engineer in our organization started with a package of Rs. 12 lakhs per annum. Within three years, he transitioned to a Singapore-based company at Rs. 60 lakhs per annum. This exemplifies the rapid career growth in our industry.
Retention, therefore, remains our biggest hurdle. To retain skilled professionals, we require significant capital investment, which is another major challenge.
In terms of market strategy, selling solutions in the Indian market is tough, primarily due to the lack of maturity among customers. However, there’s a strong demand for solutions delivered as a service, which we are prioritizing.
We are pivoting towards offering these cybersecurity solutions to the SMB segment, ensuring their businesses can operate securely. The COVID-19 pandemic in 2020 severely impacted our business, bringing us from the top to the bottom. We began rebuilding in 2021, gained momentum in 2022, stabilized in 2023, and are on a growth trajectory in 2024. Our goal is ambitious: to grow fivefold by 2026, targeting revenue in the range of Rs. 40-50 crores.
