Rank 69: Avaya India: Structured Cabling King

Despite bad market conditions and also a tough competition in the business,
Avaya managed to retain its leadership position in the Indian structured cabling
market. In the year 2001-02, the company achieved an estimated sales figure of
Rs 110 crore, up 16 percent over the previous year’s turnover of Rs 95 crore.

The company led the market by dropping prices of Cat 5 cables. It dropped the
price of Cat 5 cables by 25 percent in October 2001. This helped in the
expansion of the market. Avaya did good business during April—September 2001,
though the months of October, November and December were really bad. Things,
however, picked up again in Q1 of 2002. Banking and call centers were the two
important segments for the vendor, which gave it a lot of business. American
Express, Citi Bank, Standard Chartered, SBI, ICICI and IDBI were its major
banking sector clients. Its major call center clients included Daksh, RCS and
Exl. Oracle, Intel, Tata ISP, GAIL, VSNL, and Grand Hyatt, were some of its
other important clients.

Avaya India TURNOVER FACTSHEET CEO : Niru Mehta Area of Operation : Mobile handsets (GSM & CDMA) and fax Address : DLF Square, 18th Floor. Jacaranda Marg, DLF City Phase II, Gurgaon 122 002, Haryana Tel  : 0124-656 0500 Fax : 0124-656 0619/20 E-mail : moninder@samsungindia.com Web Site : www.avaya.com S W O T Strength  : Leadership position in the market  Weakness : Lack of local presence Opportunity : Gigabit Ethernet cabling Threat  : Companies like Tyco

Avaya’s partnership with the two leading distributors, Ingram Micro and
Tech Pacific, continued to keep it in good stead. The company did around 25
percent of the business directly. Wipro Infotech, Network Solutions, Datacraft,
and HCL Comnet, were some of its leading network integration partners.