‘Panduit conforms to solutions based market approach’
How is Panduit India doing vis-a-vis its international operations?
Panduit is a global private company with over 5,000 employees. In India, our sales are growing rapidly as we invest in India in headcounts, new offices, customer briefing centers, and marketing activities. We now have a solid group of sales and marketing staff serving a wide base of end users and partners.
I believe that the infrastructure needs and growth in India will be rapid, with India’s economy being one of the largest in the world. We do not share revenue figures, but I can say that India will become a more and more significant contributor to our global figures.
Panduit will continue to invest in India. Our core strategy is to provide solutions to our customers. Currently, we partner with technology leaders such as Cisco, EMC, and IBM to provide competency solutions to our customers. And, we have seen good adoption of our UPI based solutions in the India market.
What is your strategy to tap the Indian market amidst several OEMS operating here?
For several years now, Panduit has taken a solutions based market approach. Traditionally, we invest up to 10% of our sales into R&D. We are committed to innovation and we are continuously researching market requirements to invest in the right solutions.
What is your channel strategy in India? Who are the channel partners and system integrators you are working with?
Panduit has a selective channel strategy. We work with partners globally and regionally. We work with partners who share a common goal and are able to work with us in delivering a unique proposition to our customers.
Through established strategic alliances with the top global industry leaders such as Cisco, IBM, and Rockwell Automation, Panduit develops holistic Unified Physical Infrastructure (UPI) based solutions for its customers.
Have you expanded your product offerings with an end-to-end wireless system?
The wireless points require the structured cabling from the network switches. Even with the emergence of wireless technologies, the market still requires a robust physical infrastructure to support the bandwidth and connectivity.
For the structured cabling system, Cat 6 UTP is the most common copper solution because of its higher bandwidth. Cat 6A has become the standard among larger- and medium-sized enterprises for deploying a wireless network.
In addition, we also work with wireless technology partners such as Cisco to certify our housing to deploy the wireless access points for an optimal performance and protection. This is a continuous process that ensures our product offerings are always in line with the technology.
malinin@cybermedia.co.in