Motorola is upbeat on the potential of enterprise segment in India. Last week the company announced bagging three orders from the aviation industry. TelecomTiger speaks to Vikas Giridhar, Head Business Development, Enterprise Wireless and RFID, Motorola South Asia to gain more insights into the company’s business plans and product offerings for the enterprise segment in India.

Q.1) The WLAN as well as the enterprise network security solutions market in India is considered to be very competitive as well as crowded with players fighting for orders with very low margins and price turning out to be the main differentiator in most cases. How Motorola intends to position itself in India’s WLAN as well as network security solutions market and what is its main differentiator?

Ans: The market for enterprise wireless infrastructure in India is growing at a rapid pace. The trend is towards adoption of mobility technologies and applications to increase business efficiency and to deliver enhanced levels of customer experience. Motorola is uniquely positioned with the industry’s most complete indoor and outdoor wireless LAN (WLAN) portfolio, including devices and solutions that enable triple play. The company continues to strengthen its portfolio and lays special emphasis on the security aspects of the solutions to serve customers across all major verticals.

It is essential to note that enterprises are seeking reliable and secure wireless networks with strong security features to safeguard their business critical data from theft and denial of service attack on the networks.  In this emerging scenario, Motorola is uniquely positioned to best serve the critical technology demands of the customer.

Q.2) The future growth in WLAN and enterprise network security solutions market is expected to come from the SME segment. What is Motorola’s product mix for this highly lucrative segment?

Ans: Motorola provides a complete range of wireless solutions for enterprises, including large enterprises, SMEs and branch solutions. SMEs have unique requirements, especially since their business locations are geographically spread. Their challenge is to manage the entire deployment without compromising on functionalities/features while, at the same time, striving to optimize resources or having to work with limited network administrator resources.  Motorola wireless solutions, such as the RFS7000, RFS6000, WS2000, and Adaptive AP51X1 make a comprehensive portfolio for network designers to build secure, robust and centrally managed solutions. The WS2000 combined with AP300 and their security features offer compelling value to SMEs.

Q.3) One of your enterprise offerings mentions about securing credit card data. Could you please elaborate on the solution which can be of high interest to Indian enterprises particularly the travel industry since most of them offer an online payment option to customers and securing credit card data is of high concern to them?

Ans: Data frauds by hackers and denial of service attacks are becoming a major threat; therefore, the need to safeguard critical data relating to credit cards is no longer a choice but an imperative. 

AirDefense’s portfolio complements Motorola’s WLAN portfolio and will further strengthen the existing suite of management, planning, and security tools to address threats. The Wireless Intrusion Protection System (WIPS) proactively safeguards wireless networks, mobile devices and traffic from attacks and unauthorized break-ins.  It has built-in forensic support and is compliant with industry standard such as PCI, HIPAA, GLBA, FDIC and DOD.  Wireless IPS also provides powerful tools for standards compliance, as well as round-the-clock 802.11a/b/g wireless network security in a distributed environment.

Q.4) What percentage of the company’s revenues come from WLAN and enterprise network security solutions and what are the company’s future expectations with respect to growth in contribution to overall revenues from these markets?

Ans: Enterprise WLAN forms an important part of the Motorola’s Enterprise Mobility portfolio. Along with robust outdoor wireless broadband solutions, mobility applications, a choice of mobile computing devices (MCDs), advanced data capture devices (ADCs), and RFID solutions, Motorola offers a complete and industry-leading enterprise mobility portfolio.

Motorola has completed 20 years of its commitment to the India market. The company places high priority to this dynamic market which is witnessing growth across various segments. Motorola is strongly positioned to leverage its strength in wireless technologies to address the future growth needs of this market, be it organized retail, transport & logistics driving the adoption of mobility applications. Education, healthcare and manufacturing are other high growth segments adopting mobility applications.

Q.5) Is Motorola eying acquisitions similar to the recently acquired AirDefense deal especially to grow in the Indian market? Any tie-ups with SIs and channel partners in pipeline?

Ans: In line with its global strategy to add value to its customers, the company remains focused on identifying opportunities that enable synergistic growth and strengthening of its technology and solutions portfolio. The expression of intent to acquire AirDefense is a reflection of this strategy. 

Motorola also runs an award-winning PartnerSelect programme which has a global foot print and comprises channel partners, SIs and authorized resellers.