It is a clear winner on the high-end LAN switches and has emerged as a preferred choice in mission-critical networking environs. It figured in almost all the top major networking contracts in the country. The Reliance Petrochemical, Haldia Petro, Indian Oil, Silverline Industries, and MBT orders alone are estimated have fetched it Rs 5 crore each. Its success was on account of three factors—proven high-performance and reliable products, customer management skills, and focus. It has targeted niche segments of manufacturing, IT, and government.

Its most significant achievements have been its entry into the service provider's segment. And Cabletron bagged a major order worth Rs 2 crore from ARM Ltd, a Category 'B'ISP in Andhra Pradesh. While Patel's aggressiveness and Indianess gave fillip to Cabletron's portfolio in general, Birje's ability to bring and integrate Cabletron's worldwide global initiatives into the Indian marketplace instantaneously has made the customers more loyal to Cabletron.

The current year is likely to prop up Cabletron. Some of its key initiatives last year likeintroduction of product ranges for the enterprise and service provider's market, alliances with Global TeleSystems and ARM are expected to bear fruit this year. It has already announced the launch of Enterasys Networks in India to focus exclusively on delivering strategic e-business solutions to global enterprise customers. And the other three entities too are soon to be launched. With Cabletron looking at India as an important destination for investment and announcing plans to invest to a tune of $50-100 million in strategic partnerships and acquisitions, it will grow in strength.