28. Enterasys Networks

Entrench Enterasys Networks–was the task for this Cabletron offspring

during FY 2000-01. It not only managed this effectively, but also did it in

style. Registering a turnover of Rs 267.90 crore, Enterasys became the second

largest networking company in the country by revenue size, during the year, next

to Cisco. Focus and customer management skills, which have been the two

dominating aspects for Cabletron’s success so far in the country, got passed

on to Enterasys and this was the prime reason for it to reach the top pedestal.

As a result of that, focus was on manufacturing, IT and the government sectors.

The deals from these three sectors fetched 80 percent of its revenue. Further

its decision to focus on call center, Internet data centers and MAN networks has

paid dividends too.

The main stay for Entersys has its switches. It did an estimated business of

Rs 200.90 crore and accounted for 32.8 percent of the total LAN switch market.

The turnabout though has come due to its proven high-performance and reliable

products, customer management skills and focus, its aggressiveness in signing up

with new partners like L&T, GNFC, etc, paid off. This year could be a

turnaround one for Enterasys, as it has initiated a solutions approach to its

strategy. The game plan is to be in the enterprise space, delivering the

best-of-breed solutions. And it has already in place the necessary strategic

alliances with players like Siemens, Citrix and SAP.