'We are targeting 60% of India's KVM market'

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From 1979 to 2007-a long journey. Will you tell us a little about this journey?
Established in 1979, ATEN has enjoyed more than 20 years of continual growth in the connectivity market. As of today, KVM switches account for almost 80% of our annual revenue. ATEN is now the Top 3 KVM provider globally. ATEN has developed over the years a broad range of solutions to meet the needs of key market niches, including small-and medium-sized business (SMBs) and enterprise organizations through its ALTUSEN line of KVM products.

In addition to KVM switches, ATEN also provides diversified connectivity solutions such as KVM/Video extender, video switch/video splitter, interface converter, etc.

What are the key market drivers in the KVM segment?
According to the VDC (Venture Development Corp) report, IP-based and Multi-Console/Platform KVM switches will be the market driver for the KVM segment.

What drives your innovation in this area?
As "Simply Better Connections" is our corporate vision, ATEN is continuously innovating advanced KVM solutions to enable users manage multiple computers or servers in a simpler way. As more functions are integrated into the KVM switch, we can bring more benefits and higher value to users.

Customer satisfaction also drives our innovation in this area. ATEN has relentlessly pursued excellence in its products' quality of service, delivery, and price.

What is ATEN's market share globally?
Since the KVM market is niche, no official market share analysis has been generated from a third party, as of today. But we know that ATEN has the highest shipment volume in the SMB market globally.

How do you see Apac as a market? What about India?
We are seeing continuous economic growth in the Apac market. India is definitely one of our key focus countries in the APAC market.

How prepared are your products /solutions to cope with the new technologies that are coming out everyday, also wireless?
ATEN has already launched a wireless KVM solution-KW1000-two years ago. However, since there is too much interference in the server room affecting signal delivery, wireless KVM solutions are not being used widely in the market. According to a market research, wireless technology will not be the major trend in the KVM market, instead it will be over-IP technology.

Any special ways of running your business in India? Who are your clients?
We sell products in India through our authorized distributor, Cubix Microsystems. We have a long and strong partnership that generates stable yearly growth. Our clients include SMBs and big enterprises.

Any specific plans for India?
We plan to increase our focus on the enterprise segment and launch few high-end products. In addition to our complete line of over the NET solutions (over-IP), we will also unveil the new, economical Cat 5 KVM switches that are designed for SMBs, the first Dual-Rail LCD KVM Switch with over-IP and dual bus capability, the first KVM switch with IPMI-enabled function, etc. We estimate to have a 60% market share in India's KVM category and plan to further increase it. We will conduct channel training programs in New Delhi, Kolkata, Mumbai, Trivandrum and Chandigarh.

Gyana Ranjan Swain
gyanas@cybermedia.co.in