‘Specialization is something we are going to promote heavily

What are your plans for propelling 3Coms growth in India?
We plan to offer strategic solutions based on verticals. We have identified
the key vertical that we would like to be in as well as the key accounts we need
in these verticals. From here, we build solutions around these industries and

3Com will be increasing its presence by strengthening partner programs as
well as acquiring more partners and increasing the size of our team. We are also
widening our reach across the country by partner acquisitions. Together with our
sales strategy, we will also be stepping up our branding and marketing campaigns
in the near future.

Are you also looking at expanding your operations here? If yes, would they
be geography or product-specific?
We are already looking at the SAARC region. We are growing our presence and
reach in the country and also in SAARC with our expansion being both product and

Our criteria for partners and channel expansion would be partners who fit
into the verticals we are targeting, are aggressive and ambitious, have a wide
reach, and are customer-focused.

Mohit Rampal, country
manager, 3Com India

In addition, we are looking to expand our channel base partners. Our channel
partnerships will be critical for us if we are to be successful in increasing
our marketshare in India. We will identify and recruit potential partners based
on their existing customer relationships, their specialized skills in our focus
solution areas, and their willingness to work with us in the sense of a true
partnership. Specialization is something we will be promoting heavily to both,
existing and new channel partners.

What is 3Coms UC strategy?
Unified communication (UC) is a powerful and effective way for organizations
to improve their business processes, increase their productivity, and enable
higher customer satisfaction. 3Com has a host of solutions for enterprises of
all sizes. We understand the requirements of organizations and how UC can
improve an enterprises overall productivity and processes. We are basing our
strategy on our key strengths, products, partners and solutions.

Subbalakshmi Bm

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