1. What are the broad areas of focus for Allied Telesis today?
A. Allied Telesis continues to develop and invest in innovative technologies that deliver real-world benefits for our customers. Today, those organizations that place the greatest value in these features are typically found in defense, education, healthcare, hospitality and transportation. These are some of the broad areas wherein Allied Telesis’s focus is.
2. How important is India for the company’s operations and what is your go to market strategy for India?
A. India is a market of high focus and importance to Allied Telesis. Keeping the same in mind, Allied Telesis has in the past three years invested heavily in India by the virtue of having three times more skilled manpower, multiple offices to cover more grounds, increase in channel reach by adding more structured distributors. Our GTM is clearly to address the growing enterprise and government markets in India. We have best of breed products and solutions in this market space with a solid and time proven in-country advance replacement warranty policy. Physical security and surveillance is another horizontal market space that is growing fast with a rapid shift from analog to IP and with our proven capability in this space we feature amongst the top 3 network vendors in this space, having hundreds of comprehensive IP based surveillance deployments in India already.
3. Please share names of your key channel partners in India?
A. We have selectively added partners across India. Some of the key Channel Partners who have aligned themselves with Allied Telesis include RadivGlobal, Tecnocrat, Enrich Consultants, PAN Intellicom, Transit, Geo, Godrej Securities, UNIFY, FutureNetwings, Panaroma, IDDS and the list goes on.
4. How do you look at the emerging significance of SDN in telecoms infrastructure market?
A. While initially operators are interested in the agility and flexibility that SDN provides in terms of automation of service delivery, at Allied Telesis we feel that the real benefits of SDN are yet to be realized. These benefits come from orchestration and the unified management of devices throughout their environment that will deliver more efficient resource usage in terms of both human and technology resulting in increased revenues, reduced capex and also savings in opex.
5. What are some of your key solutions targeted for India? And how are you different from your closest competition?
A. The most significant technology solution we have to offer the market is Allied Telesis Management Framework or AMF. AMF is a technology embedded within the AlliedWare Plus operating system found on most of the switches Allied Telesis offers to the market. This technology delivers significant value to customers by enabling them to configure and upgrade all devices across their network with a single command delivering significant opex savings and enabling more efficient use of valuable resources.
6. What kind of growth are you looking at from India and where is this growth likely to come from?
A. The vertical markets mentioned above are some of the key areas from where we see the growth across India over the next 2 to 5 years. We expect to see significant investment in infrastructure such as roads, transport, airports and more. Defense and healthcare are again going to see large investments. Similarly, IP based surveillance is seeing high investments in India, not only in the commercial space, but also in PSU’s, citywide surveillance networks and most government campus establishments. We anticipate growing at least 35-40% YoY for the next 3 to 5 years in India.