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What are your plans for the Indian market?
Simply put, we want to participate in India's growth story. In the coming nine to twelve months, we would like to penetrate the market with our American technology products, and complete our set-up for India operations by having a functional distribution network for the whole country. We have already begun the process of our distribution partner's selection. In medium-term, we would like to establish ourselves as a preferred choice of system integrators and consultants by virtue of differentiated and complete product portfolio.

How big is the set-up in the country?
We have launched our sales and marketing operations in India and that's the key area where we want to build our India team's competency. We will be ten-member sales and marketing staff, and we will have about twenty-five-member customer service staff. We are lean in our approach. For functions like finance, administration, HR, etc, we have outsourced and already chosen our partners.

Prakash Singh director, Montrose Network Corporation

Since you are a little late in entering the market, what will be your marketing strategy?
If we look at our competitors' presence in the market, your question is very relevant, as it appears we are late. However, as per our plans, I don't think we are late. Our competitors have done hard work and essentially evolved the market, and hence, today there are enough customers in the market who understand the relevance of each technology. Today, we need not invest in basic customer education. We need to take up the game from here. Having said so, I respect our competitors and I think they will continue to enjoy the brand equity for their efforts. We believe that the pie is increasing and all those who bring value to customers will flourish as the Indian market is still in an early phase.

How is Montrose different from the existing players?
There are mainly two areas where we think we are different. One, we have comprehensive portfolio which includes networking (copper, fiber, and wireless), building automation system products, and sound and security products. This saves so much time and effort of system integrators, engineering consultants, and end users as they need not go to different vendors to get these. Second, we have a long history of bringing quality American products. Our understanding of technology is in synchronization with the evolution of technology itself.

What is your target market share from the Indian market?
We target to have a market share of 13-14% in the coming two to three years.

Gagandeep Kaur
gagandeepk@cybermedia.co.in