‘We’ll have manufacturing base in India’

As the new Country Manager, what are the targets the company has set up
for the country?

Allied Telesyn has been in the country for the last four years when we have
been working primarily though two countrywide distributors, viz., Advent
Electronics of Delhi and Netpace Technologies of Mumbai. Till now we have been
predominantly focusing on the SMB/SME market, but now we would like to expand
and penetrate more into the large enterprises. In October 2003 we set up our
India Liaison Office and with my appointment, we now plan to become one of the
top three network solutions provider in the country in the next three years.
With the Indian networking market expected to reach $11.20 billion by 2007,
according to IDC, we have a target to capture 10% of it in the next five years.
The key verticals we would be targeting are government, education, BFSI and ITES
and since we would be a 100% channel driven business, we would like to have
another regional distributor preferably in the South. By Q2 of this fiscal, we
plan to have 150 partners in each region, under the three national distributors.

Rajesh Sahore

What are the solutions from the Allied Telesyn stable that will be
available in the Indian market?

Our product portfolio mainly focuses ion three areas of transport,
aggregation and access. Under transport, we have Gigabit Ethernet, WDM, extended
Ethernet and Metro networks. In aggregation, we have 10/100 Ethernet, Layer2/3
switches as well as routers. And finally in access, we have adapters, DSL, Wi-fi
products, media converters and VoIP products. Besides, we have tied up with NCR
to offer for Net.Cover services–this is basically a support services program
whereby we ensure integrity of networked data, network uptime and thereby try to
maximize productivity. Our certification training is aimed at designing,
configuring and managing router-based networks. We also have the Direct Touch
Model to cater to large enterprises.

Where does India fit into the overall picture of Allied
Telesyn business?

Part of the Allied Telesis group, Allied Telesyn is the fourth largest IP
networking equipment vendor globally with 2003 revenues of $520 million. Nearly
30-40% of these revenues comes from Asia-Pacific including Japan which
individually contributes nearly $100 million. Currently, India contributes less
than 5% of the remaining Asia-Pacific revenue, though we hope it to increase
substantially now. In APAC, we have R&D facilities in Japan, China,
Philippines, Singapore, New Zealand and manufacturing facilities in Suzhou and
Dongguan in China and also in Singapore. If not in this year, in the future, we
plan to have both manufacturing base and R&D facility in India too.