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Tell us about your managed communications services for the enterprise segment.

We are planning to come out with managed communications services for the enterprise segment. Under this, we would be hosting with the carriers, and offer a packaged deal to the enterprise. The end customer doesn't have to manage its opex. They do not have to invest in capex either. The current recession is definitely helping as enterprises are looking at reducing capex, and are shifting to pay-as-you-use model. Also, the model takes care of the entire management from enterprises and they can focus on their core competencies. An enterprise would be charged based on the number of users. We are already in advanced stages of discussion with operators and would be launching it soon.

What would be the target enterprises for this?
Initially, we are going to focus on the mid-sized to large multi-location enterprises. Verticals like retail, which have a number of locations, and banking and financial institutions would be ideal for this kind of a solution.

What is your strategy for small and medium enterprises?
I would say that we have a balanced approach to SMEs. We are more focused on mid and big firms, rather than SMEs. However, at the same time, we do service this segment as well. As far as verticals are concerned, we are focusing on four segments-government and defense, hospitality and healthcare, infrastructure, and BFSI.

Besides unified communications, what are the other trends in the enterprise segment?
Unified communications is already picking up, and is likely to see more traction as we go along, since there is a strong need to communicate within an enterprise, while at the same time reduce traveling. Besides UC, security is one important trend that we are witnessing. The enterprises are becoming extremely cautious of security of the data. We are also planning to launch some products in this segment, which would not only address the enterprise environment, but also the mobile environment. Besides, the enterprises are thinking about the entire manageability of the networks, and want to work in multi-vendor environment. Going forward, communication between enterprises and individual will become more integrated.

What are the major challenges you are facing in the market?
The main challenge is the recession. Enterprises are looking at short-term gain rather than long-term value. The government is looking at buying value of the solution, and not so much at the price of the solution.

Gagandeep Kaur
gagandeepk@cybermedia.co.in