Many solutions will be required to implement backhaul strategy

What are the technology focus areas for RAD in India?

Service providers are looking for increasing revenues through the
introduction of new value added services. These requirements have triggered the
present trend towards so-called 'all-IP networking'. One of RAD's main focuses
is helping carriers and service providers define and implement their migration
plans. More precisely, we have solutions for the migration of cellular backhaul
networks and enterprise access networks to packet switched networks (PSNs).

What are the key operational differences that you notice between India and
the rest of the world?

There are no 'exceptional operational differences' between India and the
rest of the world. The customers in India are savvy for emerging technologies
and are ready to embrace the ones that have the potential to succeed in
commercial (RoI) terms. In specific cases, that poses a unique challenge for us
to present only the required features/functionalities to increase cost-benefit
ratio for the Indian market.

We have to also recognize that Indian telecom operators 'invented' unique
ways of network design/implementation/growth/O&M to retain profitability in
immensely competitive Indian market. Therefore, we also had to devise similar
unique ways of presenting our products/solutions to the Indian market.

What is your strategy to garner maximum share of the Indian market?

Our strategy is to leverage our global success in providing 'multi-G'
backhaul/aggregation solutions (2G, 3G) to the Indian telecom operators, while
providing them with relevant functionalities that are required in the Indian
networks'  context. We are actively considering the fact that there will be
several solutions required per operator to implement their backhaul/aggregation
strategy in a cost-effective manner. In short, one size doesn't fit all!

What are the major technological challenges being faced in the Indian
market?

One of the major challenges ahead is to build 'cost-effective networking
solutions' that will continually provide healthy RoI to our telco/carrier
customers despite their falling ARPU. In terms of 3G deployments, this challenge
is going to be greater than in 2G.

How much is India contributing to the global revenue of RAD?

During the last few years, due to rapid telecom growth in India, Indian
revenues reached about 12% of RAD's global revenues. Thereafter, we have defined
India as a strategic market for RAD with a high potential in the next three
years to grow to 25% of global revenues. RAD has not been severely affected by
the telecom slowdown in the US/Europe. In fact, our revenues in the US have
increased in 2009.

Gagandeep Kaur

gagandeepk@cybermedia.co.in