A technology firm that pioneered data management solutions to eliminate copy data sprawl and reduce storage costs, while simultaneously delivering instant access to any point-in-time copy of data, for any application. The firm was later acquired by one off the Big Five American IT companies.
The Challenge
The client’s patented software platform combines data virtualization and pipelining technology that reduces infrastructure cost by avoiding unnecessary duplication of application data and software requirements for its users. In response to the Covid pandemic, the client wanted to optimize their spending and remain profitable while still being innovative and market relevant.
The Solution
Persistent employed three of its proven “levers” to help the client deal successfully with these challenges — including scalable engineering, captive center evaluation, and professional services.
Persistent set up a Global Technology Center (GTC) in India, which complemented the client’s product engineering roadmap. The GTC provided product development, product engineering, customer support and related services to support the client’s products for its global clientele.
Persistent rebadged 200 personnel globally across Engineering & Post Sales (Product Support/ Professional Services and CSM function), in just six weeks. Additionally, as part of a scalability initiative, Persistent hired 50 engineers within two months to bolster Engineering and Professional Services capability in India.
Working collaboratively, 179 Persistent associates in India and 44 in the USA accepted end-to-end ownership of product design, development and maintenance, customer support, professional services, remote management, and remediation. Further, Persistent assumed responsibility for more than 1000 hardware assets, including the laptops, servers, storage, network gear, hardware and associated software to be co-located in the development/test lab, plus the desktop PC/Macs and other devices used by the employees. We set up Shared Services to provide infrastructure and IT support, recruiting and HR, and we invested our own capital in creating a Joint GTM Plan.
Finally, when one off the Big Five American technology companies agreed to acquire the client,
Persistent transferred 57 employees (including the entire leadership and core team) to the acquiring company, while retaining other key employees to support the acquiring firm’s ongoing activities on the platform. Both technically and financially, we “made the acquisition work.”
The Outcome
Persistent’s initial commitment to our client was a 25% cost savings from Day One – but over the course of our engagement, they’ve realized actual cost savings of more than 32%. And our scale-up and support activities leveraging our GTC model enabled the highly profitable sale of the firm.
Today, we provide 24/7/365 support to end users, handling 70-75% of our customer’s global support volumes. As a testament to our engineering prowess, we are currently providing co-engineering services for the acquiring firm’s backup and recovery products, in addition to engineering product development and sustenance for legacy products.
