‘We bagged big deals from top op­er­a­tors in North Amer­ica’


Rev­enue Growth in FY 2011-12 The top 2 cus­tomers are BT and ATFT. Rest of the world which in­cludes In­dia, Asia, Africa, Aus­tralia, and New Realand has grown by 48%.

Rea­sons for Growth Growth has been faster for ser­vice providers vis-a-vis equip­ment play­ers. For ser­vice providers, the busi­ness is either through di­rect part­ner­ship or through net­work ven­dors. Large tel­cos are look­ing at both net­work and IT ser­vices to­gether as they are fo­cus­ing on en­ter­prise in a big way. The cus­tomer sees the dif­fer­ence as we cater to both net­work and IT ser­vices and this has helped us in in­creas­ing our rev­enues.

Or­ders Bagged

We are do­ing global sales trans­for­ma­tion for one of the tel­cos. We have bagged multi-year and multi-mil­lion deals from an Euro­pean telco for uni­fied tick­et­ing sys­tem. We are do­ing multi-mil­lion and multi-year or­ders for tier-1 op­er­a­tors in North Amer­ica for cus­tomer care and me­di­a­tion for 4G (IT and net­work com­bined). We are also do­ing 3G and LTE de­vice cer­ti­fi­ca­tion for a tier-1 and other North Amer­i­can tel­cos.

M2M Ca­pa­bil­i­ties

M2M is be­com­ing big and we have in­vested in this tech­nol­ogy last year by form­ing M3 (M cube). This is a joint ef­fort by Tech Mahin­dra, Mahin­dra Satyam, and Mahin­dra F Mahin­dra. Tech Mahin­dra brings core tele­com ex­per­tise in both net­works, plat­forms, and OSS/BSS.

Mahin­dra Satyam brings ver­ti­cal ex­per­tise like BFSI, man­u­fac­tur­ing, health, ed­u­ca­tion and Mahin­dra F Mahin­dra is fo­cus­ing on au­to­mo­tive and telem­at­ics. We are see­ing a lot of M2M trac­tion in North Amer­i­can mar­kets and even the In­dian tel­cos are go­ing for it.

New Rev­enue Op­por­tu­ni­ties

We have made in­vest­ments in LTE (lab in Noida), M2M (lab in Pune), cloud (lab in Pune and Hy­der­abad), and cus­tomer ex­pe­ri­ence cen­ter in Dal­las. There is a big op­por­tu­nity in big data both for global and In­dian op­er­a­tors. There is lot of ven­dor con­sol­i­da­tion op­por­tu­nity in Europe. IT and net­work op­por­tu­nity is also be­com­ing big.

We work closely with Mi­crosoft and some of the tech­nol­ogy part­ners. With a tech­nol­ogy part­ner, we have launched telco-in-a-box which comes pre-in­te­grated with Mi­crosoft CRM and con­ver­gent billing so that MVNOs, tier-2 and -3 op­er­a­tors can launch their op­er­a­tions fast.

Key Trends in FY 2012-13

In de­vel­oped economies like North Amer­ica, the fo­cus is on mon­e­ti­za­tion of LTE ser­vices for en­ter­prises. Here, the fo­cus is on net­work and IT do­main. M2M, en­ter­prise mo­bil­ity, cloud, and other ad­vanced ser­vices are be­com­ing big. The fo­cus is on ven­dor con­sol­i­da­tion and ra­tio­nal­iza­tion. The fo­cus is also on in­te­grat­ing test­ing across net­work and IT.

158 | VOICE&DATA —Raju Wadalkar CTO, Tech Mahin­dra | JUNE 2012 | voicen­data.com | A Cy­ber­me­dia Pub­li­ca­tion

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