“Probably India by 2020 would become USD5Billion market”- Subhasish Gupta, Country Manager – India & SAARC, Allied Telesis

27th June 2013 | By Mouseworld Now Correspondent |

Allied Telesis-Country Manager-India-&-SAARC-Subhasish GuptaAfter Mr. Subhasish Gupta took over as Country Manager – India & SAARC, Allied Telesis,  there has been notable traction in business. In an exclusive interview to Mouseworld Now, Mr. Subhasish Gupta reveals his business priorities, plans, message to the channel community and much more. Here are the edited excerpts…

Q. Would you please give a brief introduction on Allied Telesis and the various products it deals in?

Ans. Allied Telesis is a very strong solution driven networking vendor with global presence. We cater to a very broad base of industry verticals- Healthcare, Hospitality, Security & Surveillance, Transportation, Education, SCADA/Automation, Manufacturing as well as mid to large enterprise verticals. We have specific products and solutions designed and developed for addressing these vertical markets. Also, with respect to horizontal markets like Security & Surveillance, we have build a very strong and robust eco-system of complimenting vendors to complete the entire solution offerings!

Q. Since there has been a colossal attempt to expand IT networking infrastructure both by government as well as enterprises, the future of this business seems bright. What opportunities and challenges do you see for networking business in India?

Ans. The biggest investor in IT infrastructure, including networks for the next one decade in India would be the govt! Be it oil and gas, transportation, infrastructure, lots of brown and green field projects, we see India to be a very potential market for us. The challenges that we foresee is unstable govt, complex tendering process, and as a result at times huge delays in projects getting awarded and deployed.

Q. Would you suggest some change in government policy to help networking business penetration in the country?

Ans. Much more transparency and accountability with respect to the spend on projects in the above areas, sticking to the defined project deadlines.

Q. What is unique about Allied Telesis Products? How are they poised vis-à-vis products from major competitions in the market?

Ans. Allied Telesis has in the past half a decade revolutionized the networking industry to a great extent in brining the concept of virtualization. We had believed a decade back that networks would be soon converged and complex applications will run on the IP platform. That is today a truth and we are able to leverage our products and solutions very well in the converged IP applications space-be in data/voice, surveillance or automation on the IP platform. More than products, I strongly believe today it about how you design the network, how you optimize the network and how well you are able to as a vendor engineer the complete design and solution when it comes to a multi application kind of IP based customer requirement.

Q. As a leading player in IP and Ethernet network solutions, where would Allied Telesis want to reach in the next 5 years?

Ans. We are a Japanese vendor and take a very structured approach in the market. Past 26 years of our existence we have been pioneers on some very interesting technologies that have now become industry standards. Progressively in the next 5 years Allied Telesis, as the markets mature, we will be one of the very few vendors who would seek the most in industries/verticals wherein the network really matters and is not looked upon as just a piece to be fulfilled.

Q. Recently, had launched the new switchblade-x8112, which it calls the “greenest ever chassis” for enterprises and customers. How green is it, what are its major environment-friendly features?

Ans. The new SwitchBlade x8112 product provides high availability, high density and high performance, combined with the lowest power consumption in its category.

IEEE802.3az –Energy efficient standards: X8112 on even a line card basis, consumes the least of powers, power being one of the most concerning factors for IT /Network implementers and CIO’s in enterprises in India.

This we believe is one of the greenest high density chassis in the market today, a very apt product to look at by mid to large enterprises for their CORE in the network.

Q. What are the service support concerns in the IP and Ethernet network solutions industry?

Ans. Networking in some of the developing industries like Physical Security and Surveillance market space is still looked at as a base component. However, the fact is when customers are moving to IP platform and investing millions of dollars to create Security-Surveillance networks, network becomes the most important component. We have been talking about best practices from network perspective in the industry and we see a distinct realization amongst customer/partner community to address the same.However, there is still lot of understanding that customers and partner communities need to build.

Q. What is the total size of the in IP and Ethernet network solutions market in India? To what size do you expect it to grow by 2020?

Ans. A fair current estimate of the switching market-Ethernet based in India is close to USD275-300M. Probably India by 2020 would become USD5Billion market.

Q. What are the current trends in the IP and Ethernet network solutions market?

Ans. Software driven networks is what the way ahead is, and this would taken a solid shape in the years to come. More and more networks are getting complex with more applications converging on the IP backbone.

Q. Would you please detail us on the range and type of clientele you have in India and overseas?

Ans. As mentioned earlier, we have a very broad base of products and solutions and hence our clientele base in India and abroad consists of a large cross section of vertical markets. Some of them are Healthcare, Hospitality, Security & Surveillance, Transportation, Education, SCADA/Automation, Manufacturing as well as mid to large enterprise verticals.

Q. What constitutes your key market strategy in India?

Ans. We do a lot of business in transport, education and heavy manufacturing space. Surveillance as a market is being well tapped by us. We are progressively getting into mid to large enterprises in the corporate space with some of our higher end, and unique solutions.

Q. How many channel partners you have in India? In which zone you have the strongest retail presence and where you need to make serious improvements?

Ans. We believe in quality rather than quantity. As a strategy, we align with limited partners and overall we have today close to 100 odd focused partners across the country. We are building in parallel more quality partners, and this process is backed up with a very strong channel training and engagement model that we have in place.

Q. Do you plan any significant channel expansion in near future?

Ans. As a strategy, we align with limited partners and overall we have today close to 100 odd focused partners across the country.

Q. What level of channel engagement happens at Allied Telesis?

Ans. We are building in parallel more quality partners, and this process is backed up with a very strong channel training and engagement model that we have in place.

Q. Recently, Allied Telesis had announced a partner training and certification programs for partners and system integrators. Would you please elaborate on the nature of this channel engagement?

Ans. Allied Telesis’ training and certification program for partners and system integrators was introduced to enhance their partners’ knowledge on IP networks. We have seen high interest from specific channel partners in getting registered and going through these unique trainings, specially designed to enable the partners to become the experts in designing, deploying and to manage troubleshoot in the voice, video and data networks. 

Q. Your message to the channel community.

Ans. The most partner friendly and consultative Network vendor! Do you really need to look beyond Allied Telesis..


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