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Ian McLean would like to equip partners to convert certain verticals
including education, finance, wireless, ISPs and large telcos into a more
result-oriented market. He also intends to make the channel aware about the
capabilities of these particular market segments.
Netgear has been in the Indian market for more than two years. What
milestones have you reached in this period?
We ventured into the Indian market at a time when the market was not well
aware about networking and the variety of solutions available. We were operating
in India through our distributors and their partners at that time. However, we
set up our direct presence in the country a year ago.
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Ian McLean
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| Head APAC, Netgear International Inc |
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Our results and the kind of growth we are charting is a clear indication of
our growth path. In between these few years, this market has become imperative
for the company. We are growing at a rate of 50% in every quarter since we came
into India and we want to further strengthen this market.
So what strategies are you going to adopt to achieve this?
Our core strategy is to continue working with the channel. That's the
basic mantra for Netgear worldwide. As the market is growing and maturing, we
intend to deepen our relations with the channel community as we foresee them as
driving the market. This change is undoubtedly making the market more
customer-friendly.
What is the profile of the partners that Netgear engages with?
SIs and VARs are our core channel members who deliver great results for us. In
fact, the network of these SIs and VARs, globally and on a regional basis are a
big asset for Netgear. We will continue to strengthen their market.
We currently have 350 SI partners who cover the whole country. As far as
expansion of this network is concerned, we will have at least 600 SIs and VARs
by the end of 2005.
Which specific customer verticals will you be targeting in India?
We are sure that as and when our network achieves the above-mentioned
figures, we can further expand in India. Moreover, as far as more plans are
concerned, we are closely looking at certain market segment/ verticals, which
have a lot of potential for us.
We would like to equip our partners to carefully look into these segments and
convert them into a more result-oriented market. These verticals are education,
finance, wireless, ISPs and large telcos. We intend to make our channel aware
about the capabilities of these particular market segments.
FAIZ ASKARI
New Delhi
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