Rank 28: Enterasys Networks: Enterprise Mainstay

Enterasys Networks, with its concentration on the enterprise space, emerged

as the second largest vendor in the data networking space, with an annual

estimated sales revenue of Rs 315 crore. The success for Enterasys comes due to

its focus and approach on the changing market conditions. It opted for a

solutions route in association with key technology vendors. It adopted the SAM

model–security, availability, and mobility. For the company, almost 80 percent

of its revenue is on account of switch sales. In the FY 2001-02, Enterasys also

concentrated on adding new partners–Ramco, Tata Elxsi, QI Networks, HCL

Infosystems, and Wipro’s Professional Services.

Traditionally, Enterasys has been strong on the manufacturing, IT, and the

government fronts. But due to the slowdown in the IT sector, it focused more in

the banking and finance, and education sectors. As a result, it was able to rake

in about 20 percent from this segment. The bulk, about 30 percent, of its

revenue, however, came from the government sector. It had seen some direct deals

which were $500,000 and above from Axes Technologies, Motorola, Lucent, Veritas,

SAGE, GE, and Philips. Some of these had repeat orders also. The largest order

for the company was the MAN project from BSES Telecom. This year, the company

plans to consolidate its market position with a heavy focus on the SME market

and the tier 2-3 cities.

Enterasys Networks TURNOVER FACTSHEET CEO : Uday Birje Area of Operation : Networking products and solutions Address : India Branch Office, 6th Floor, Rocklines Centre, #54, Richmond Road, Bangalore 25 Tel  : 080-5599024/5599052 Fax: : 080-5599080 Web site : www.enterasys.com S W O T Strength  : Quality products and focused approach Weakness : Seen as switch player only Opportunity : SME market Threat  : Other vendors tapping the SME segment