Convergence India 2010: We estimate wireless networking solutions market growing 200% y-o-y in the next five years, Telexcell

How do you see the role of value added distributors (VADs) changing in the current Indian telecom space?

I believe that VADs are to play a crucial role in promoting the latest market technology products and solutions. Also, they have an important role of proof of concept for customers along with channel partners. Thus, they have a very important role to play in the business.

What new partnerships are you eyeing?

Definitely, we have some exiting plans. Currently, we are looking for principles who are willing to invest with us and develop market jointly on long term basis. Our relationships have to be long term. We see India as a key market for the business of assembly and manufacturing. We hope to see huge volumes coming from the country.

How do you see networking solutions (wireless) market in India shaping up in the next five years?

According to our estimates, the networking solutions especially in the wireless space will explode at 200% growth y-o-y for the next five years. The outlook is bright for this market in the country.

What key challenges are the wireless networking solutions distributors facing?

I believe that one of the biggest challenges for this industry is getting approvals from wireless planning and coordination authorities. Proliferation of low-cost Chinese solutions, sale of illegal frequency wireless devices not approved by the authorities, are some of the hurdles that the industry today faces.

What would be some of your quick tips for value added resellers (VARs)in the networking solutions space?

For the VARs, the need is to latch on to qualified vendors who do training and certification and look for VAD who can stand by them for marketing and business development of business opportunities and help in end-to-end deployment of the solution offered to their customers.
Moreover, VARs need to look at customers and opportunities where they have decent margins. VARs also need to ensure they make margins in opportunities, otherwise principles and customers are benefited at the cost of the VAR.

heenaj@cybermedia.co.in