‘India is a promising market with tremendous opportunities’
Considering the global markets, how significant is India as a market for Brocade?
Indian subcontinent is a significant market for us and it contributes to about 1520% of overall global revenue. We expect to grow as we have invested a lot into this market. As compared to mature markets like USA and EMEA, which are harder to grow, here there is enough opportunities which we intend to tap.
Last year, we had committed about $100 mn for APAC region and this is not going to stop here. What we see in the APAC market is commendable growth wherein we tripled the IP market in last 3 years. In terms of SAN business, we have been growing above the market rate.
What brings in more revenue for Brocade, fresh implementations or upgrades?
It is all about size wherein sometimes add-ons can be larger than new ones. It is always exiting for us to do new implementations because we can build the overall architecture. To put it figuratively it would be better, if we term it as existing versus new accounts. In terms of IP business, over the last couple of years we have seen 50-70% overall revenue generated from the new accounts.
The primary markets remain the same and so are the primary verticals. What we are seeing now is that companies that are doing hosting services are now becoming prominent. These are companies which are signing up for our subscription models. Other than that, innovations around Campus Network provider, our partners have got a new market to explore which they did not have in the past. .
What are the key focus verticals for Brocade? What will be the roadmap ahead?
In India, our focus is on the FSI and IT/ITeS segment primarily while we are also exploring education and healthcare as potential segment. We are attacking these segments with specific business plans. Another vertical where we are working is media and entertainment. Reliance Animation produced India’s first stereoscopic 3D animated feature film, that has been digitally produced on Brocade’s high performance network.
India to me is a huge market and to garner the best out of this region, I have placed my best guy in this region, Edgar Diaz. He has extensive experience in this line of business and in this market. Currently, the team is revamping the entire Indian go-to-market strategy. We building and enhancing the talent pool. All said, we will continue to invest in India.In a nutshell, we are going to overhaul our entire India strategy.
This will require extensive work both internally and externally wherein we plan to add more partners. We have been focused in this market in the past but now with newer offerings in terms of products and solutions, we plan to strengthen our marketshare and presence in the country.
(firstname.lastname@example.org) (The author was hosted at Kunming by Brocade)