Even if 3G is delayed we are confident it will definitely come

Do you think 3G will be the right service for India?

3G is an important step for India. It is going to prove beneficial for end
users and service providers alike. 3G is capable of delivering a myriad of
data-rich services. 3G is an important enabler in bridging the digital divide.
For ECI, the announcement of 3G services is yet another positive for a fast
growing market,and we look forward to share our global experience with our
current and prospective customers in India. But I personally believe that when
people talk about 3G in India, they do not define technology. They say they are
moving toward a new technology. They are not saying anything absolute on how to
go about it, I think they will play it year-by-year.

Are you worried about 3G being delayed in India?

With an additional 2.5 mn subscribers each month, India is the second
fastest growing mobile industry in the world. Even if the new technology is
delayed we are confident it will definitely come. Our concern is to deliver
quality, which can be done through creating territorial fulcrum. We need to
strengthen our R&D ability here. In my view, the minute you lose quality, you
lose business.

Rafi Maor CEO, ECI Telecom

What are your expansion plans in India?

We are investing in a new hub at Bangalore. Three members from the company's
subsidiary in the US have moved to India and are working on a software rich
product.

We will also expand the service organization in the Northeast region. We are
continuously investing in the country in terms of R&D and technical manpower. In
terms of our business strategy, our plan is three folds, which includes
supporting our existing customers as they grow in terms of new areas of
deployment and migrating to 3G and beyond. Secondly, we want to leverage our
existing relationships to foray into new areas as broadband (both wireline and
wireless (WiMax)) and IPTV with our range of broadband access products. Also, we
are looking at new opportunities and innovation in the sector both from
Greenfield and public sector operators.

If you are not pushing IP, what is your strategy for penetration into the
market?

We are following a 'carrier grade' approach toward our clients. We
understand the network. We are already selling a lot of applications in IP, but
we are not telling every one to pick it. We suggest they should also first
understand the network and then we can motivate them to migrate. We nurture
technology. Scalability comes when the middle class starts using a particular
technology.

Heena Jhingan

heenaj@cybermedia.co.in