Welcome to IT Voice Tech News! Today, we are honored to have Mr. Alok Gupta, the Managing Partner and CEO of Softmart Solutions, known as the “Supermarket for Software.” A very warm welcome to you, sir. To begin with,
Q-1 Could you share your background and the journey behind starting Softmart Solutions?
Thank you so much for having me here at IT Voice. It’s a pleasure to be part of this discussion.
To give a little background about myself, I pursued my engineering in Computer Science from RV College of Engineering in Bangalore, graduating in 1990. Following that, I joined TCS (Tata Consultancy Services) as a software developer and worked there for a few years as a Systems Analyst between 1990 and 1994. After gaining industry experience, I decided to embark on an entrepreneurial journey, and in August 1994, I founded Softmart Solutions.
This month, we proudly complete 30 years of Softmart Solutions—a major milestone for us. It’s been an exciting journey full of learning and growth.
Q-2 Congratulations on 30 years! That’s a remarkable achievement. Given your extensive experience, what changes, challenges, and innovations have you witnessed in the software industry over these three decades?
Thank you! Over the last 30 years, the software industry has transformed dramatically. When I started, we were dealing with 5.25-inch floppy disks, which later evolved into 3.5-inch floppies, then to USB drives, and eventually to electronic media. Today, almost all software is distributed digitally, eliminating the need for physical storage or stock. This shift has been one of the most significant innovations in the industry.
Another key innovation is the move towards cloud-based software, which has completely changed the way software is delivered, updated, and managed. Software licenses today don’t require physical copies—everything is online, making it more convenient for businesses.
However, with these innovations come new challenges. One of the biggest challenges we face today is the shift towards vendors competing directly with channel partners. For instance, some vendors have established their own web stores and offer software at prices that are often lower than those available to dealers. Companies like Adobe and Autodesk are prominent examples where their direct-to-customer pricing is competitive, if not lower, than what they offer to their channel partners.
This direct competition puts smaller dealers at a disadvantage. In a battle between large vendors and smaller dealers, it’s often the larger players who come out on top, which is a challenge we are navigating in the industry.
Q-3 That’s an interesting point. Despite these challenges, what products are you focusing on at Softmart Solutions, both now and in the future?
At Softmart Solutions, we have a wide range of software products that cater to different industries. Our product portfolio includes staples like Microsoft, Adobe, Corel, and Autodesk, which are essential for everyday office work across various sectors. These are well-known brands that most businesses rely on.
In addition to these established products, we’re also focusing on new-age technology products such as Foxit, Kofax, Nitro, Figma, Canva, and WinRAR. These are innovative tools that are gaining traction but still don’t have a strong presence in India. We help customers and resellers in India procure these products from international markets, making it easier for them to access the latest software solutions.
Q-4 That’s great! However, with the rise of online selling and piracy, how has the software industry been impacted?
Yes, piracy is a significant issue in the software industry. There are two distinct challenges we face: piracy and counterfeiting.
Piracy occurs when both the seller and the customer are aware that they’re not paying the full price for the software. In contrast, counterfeiting is when the seller claims to offer a legitimate product, but it’s a fake, while the customer believes they are buying a genuine product.
Piracy essentially delays the payment of software license fees, but counterfeiting is far more damaging. It hurts the industry because the money doesn’t reach the software vendor, which in turn prevents them from lowering prices as they could if they were getting the appropriate revenue. It also leads to unfair competition, where counterfeiters can sell at almost zero cost, while legitimate dealers must pay full licensing fees. This discrepancy distorts the market and undermines the value of legitimate software vendors and dealers.
Q-5 That’s a serious concern for the industry. Lastly, is there a message you would like to convey to the industry stakeholders—dealers, customers, and vendors?
To the dealers, my message would be to stay strong and continue adding value through services and credit. As long as you’re providing additional value, you will remain relevant in the market.
To the customers, I would urge them to keep buying licensed software. Supporting legitimate software channels helps keep the market healthy and ensures better service. When you rely solely on vendors without channel partners, you may lose out on the benefits that dealers offer—such as personalized service and potentially better pricing over the long term.
As for vendors, I would remind them not to forget the channel that helped them climb to where they are today. The channel partners play an essential role in delivering value-added services to customers, and vendors should continue to reward and support them, rather than bypassing them for short-term gains.
Thank you very much, Mr. Gupta, for sharing your insights and for your time today. It was a pleasure learning about your journey and Softmart Solutions.
Thank you! It was my pleasure to be here and speak with IT Voice.
