73. Agilent Technologies India

Even though Agilent maintained its leadership position in the Indian
communications T&M market during 2000-01, it did not have much to cheer
about. While the DoT market did not offer much in terms of orders, neither did
the private sector, Agilent’s strength area. This was largely because there
was no implementation of new technologies like GPRS or VoIP. Besides, as policy
confusion loomed large over cellular operators, they put all network upgradation
plans on hold. As such, Agilent had to contend with selling just pieces of
boxes, for there were no big orders.

As for the size of business and its turnover during 2000-01, of an estimated
communications test and measurement market of Rs 370 crore, Agilent’s share
would be around Rs 105 crore or around 30 percent. While the company claims to
have a lion’s share i.e. 60-65 percent in the T&M market catering to the
private sector communications companies, the tender driven BSNL market remains
its Achilles’ heels. Agilent’s share in the DoT’s T&M market wasn’t
more than 20 percent. This is largely because of the fact that DoT tenders are
won on the basis of the lowest quoted price, something Agilent always finds to
be an unfeasible business proposition. However, as there was not much business
from DoT last year, the company’s overall communications T&M market share
went up.