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"Our modular solutions have been a big draw in India"

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VoicenData Bureau
New Update

What kind of opportunities do you see in the Indian

market for Quantum’s products?




Currently, we are specifically focused on providing data protection solutions to
the finance, manufacturing, ITeS, software, and telecom segments. We have

already doubled the size of our operations in Bangalore and will open offices in

Mumbai and Delhi this year.

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Sunny

John

country manager Quantum Corp

Let’s take the case of Quantum DX30, a disk-based

system that is optimized for backup and virtualized tape. DX30 offers an

innovative approach to backup through disk-based solutions that complement tape

libraries, optimize backup performance, and provide seamless interoperability,

while preserving existing investments in backup hardware, software, and

operational procedures. We are very bullish about DX30’s adoption in India,

and will adopt a consultative approach in implementing these solutions.

Our customers in the multinationals segment include GE

Capital Services, National Semiconductor, Texas Instruments, Intel, Silicon

Graphics, i2 Technologies, ABN Amro Bank, GE GTS, and Sanyo. The Indian

businesses segment constitutes a growing percentage of our business. Some of our

clients in this segment include UTI Bank, South Indian Bank, Command Cell,

ControlNet, Infosys, Tata Consulting Services, Kotak Mahindra, Indya.com, Wipro

Technologies, and SG Software. This will be our focus segment in the coming

months.

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How would you describe the storage needs of the

Indian enterprises?




In fact, the Indian market has just realized the importance and benefits of
having networked and automated storage environments. Also, users in India are

increasingly looking for simple, cost-effective, reliable, and highly modular

storage solutions. They couldn’t care less if the solution was a SAN or NAS

implementation. The Indian market, has in particular, been a major draw for our

modular storage solutions, where customers are able to easily build on their

previous storage investments and ‘buy as they go’. This is a major reason

why Quantum has been hugely successful with its M-1500 and M-2500 series

libraries, which offers high flexibility and modularity.

Which were the major deals that you lapped up

recently?




The biggest order for us last year was from GE Capital Services. GE Capital has
the largest installation of M1500 libraries in the entire Asia-Pacific.

Motorola, Nerolac Paints, Chrysler Daimler, ONGC, Mentor Graphics, Spice

Telecom, Fluent, and Tata Teleservices are some of the major orders won by us in

the last quarter.

What about the telecom service providers segment?



We have been very successful in the telecom segment so far. But we still have a
large market to address, and we are doing that very aggressively. Some of our

major customers in this segment are Command Cell, Orange, Tellabs, Tata

Teleservices, and Spice Telecom.

Who are your channel partners in India and are you

looking at new partners?




Our ‘Go to Market’ strategy in India is to work closely with our partners,
Wipro Infotech and Apara Enterprises, in developing the Indian market for our

products and services. Both our partners understand the Indian market very well

and help us immensely in positioning the right kind of products for the Indian

market. At the moment, there are no fresh plans to look for additional channel

partners.

Ravi Shekhar Pandey

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