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 The findings of the SD Users' Satisfaction Survey 2024 indicate
that today's customers are highly focused on both price and quality.
Customers who give higher ratings are particularly quality-conscious,
yet they still seek good value for money and consider a UPS
(Uninterruptible Power Supply) to be an essential component of their
computing systems. Meanwhile, even at the lower end of the market,
although the perception of price sensitivity persists, customers are
increasingly looking for longer backup times due to the growing
work-from-home trend. At the higher end, especially in sectors like Big
Data, Robotics, and Defense, innovation and scalability are becoming
crucial factors.
UPS companies have now begun manufacturing defense-grade UPS systems
in modular configurations, all fully "Made in India." This shift aligns
with the government's aggressive push to implement the "Atmanirbhar
Bharat" initiative, particularly as 63% of the defense procurement
budget is allocated for domestic purchases. The survey reveals that
customers of power protection equipment in India primarily consider
product reliability, along with maintenance and service capabilities,
when selecting such equipment. As a result, companies with service
centers located near installation sites are preferred, especially for
large-scale installations. This trend is also reflected in the increased
sales of high-end UPS systems by Indian companies, compared to previous
years.
In the SME segment, suppliers must proactively anticipate customer
needs and offer innovative solutions with guaranteed services.
Manufacturers who seize this opportunity to differentiate themselves
from competitors are likely to secure a significant competitive edge.
Today, most corporations are willing to pay a premium for a genuinely
reliable product, rather than risk disruptions by compromising on
quality.
Softdisk believes that while power continuity and quality remain
essential for the success of a UPS system, the real game-changer will be
a company's ability to customize its products to meet customer
satisfaction. This capability is what will ultimately shift the balance
in the company’s favor.
Energy savings will be a crucial factor in determining the success of
UPS equipment. Manufacturers will need to be more innovative and
proactive in identifying and seizing untapped opportunities in the field
of energy efficiency. With all suppliers already offering high value to
their clients and competition being fierce, achieving differentiation
through energy savings though challenging will be essential for
accessing new markets.
As space becomes more valuable, new-age customers are increasingly
focused on maximizing wattage per cubic inch and demanding high power
factors for greater efficiency. This is an area where Indian
manufacturers had previously fallen behind, but they are now catching up
with their Chinese and Taiwanese counterparts. Even high-end UPS systems
are now being offered in rack-mounted versions with a smaller footprint,
addressing these evolving customer needs.
New vendors aiming to enter the Indian power conditioners and
transient voltage surge suppressors markets cannot afford to take
shortcuts in R&D. With Chinese products, once considered cheap, falling
out of favor, even established players have strengthened their positions
by adopting and enhancing indigenous technology. To compete effectively,
innovation and local expertise will be key differentiators.
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