‘In­dia is a promis­ing mar­ket with tremen­dous op­por­tu­ni­ties’

Voice&Data - - NEWS AND VIEWS - Pras­anth Menon

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.

(pras­an­thm@cy­ber­me­dia.co.in) (The au­thor was hosted at Kun­ming by Bro­cade)

Char­lie Foo

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