By Ramdas S, CRN, September 29, 2009, 1130 hrs
Reichle & De-Massari (R&M) is planning to double the number of partners taking the count from 45 to 90. The cabling vendor, which distributes products through Inflow Technologies and Vibgyor Net Connection, is now planning to focus on B and C cities.
“Our present 45 system integration partners are mostly based in large cities. We intend to address opportunities in B and C class cities for which we plan to enroll new partners,” said Gaurav Ahluwalia, Managing Director, R&M India. “We’ve grown our business from virtually zero to around Rs 70 crore over the last three years. We have around 10 large customers in India, each having more than 30,000 nodes.” Ahluwalia owes the company’s success in the country to the increasing acceptance of Shielded Twisted Pair (STP) cables. “We are the leading vendor of STP cables with over 60 percent of our global shipments consisting of STP products. In India, there has been a significant increase in the demand for STP—which has worked to our benefit,” said Ahluwalia. The company plans to offer free training to resellers for designing and deploying R&M products in smaller cities. “We are also planning to commercially offer R&M certification that partners have been asking for,” added Ahluwalia. The company has recently set up a large proof-of-concept in Bengaluru. “Depending on whether customers want to set up an Internet data center or a campus wide network, they can visit the center to learn and see how our solutions work. We are urging our partners to bring their clients and demonstrate our industry-best solutions at the PoC.”
R&M is also betting big on home networking market. “Every major telecom player is investing heavily in creating a fiber network to homes for provision of triple-play services. This is a multi million dollar opportunity,” opined Ahluwalia. |