Cambium Networks is a leading global provider of wireless broadband solutions. They are trying to find a foothold in the Indian market, but Cambium Network says it is not in a hurry to make their felt. The company recently inaugurated research and development center, which is likely to double up as a warehouse facility in India. On the sidelines of the launch of their R&D facility, Atul Bhatnagar, CEO, Indian operations, speaks to Channel Times on the company’s channel plans in India. Excerpts.
CT: What is your market strategy for India?
Atul: We are already present in India. However, we have started looking for channel partners across the country. Our business is 100% channel-oriented through our four distributors and value added resellers (VAR). We also have select solution providers in India. The billings happen through them to all those clients.
CT: Indian networking industry has less varieties in the spectrum. It is either high-cost American players or unknown players. What is your position on this?
Atul: Correct. We are aware about that particular scenario. I would like to assure the channel industry that our products are cost-effective with zero compromise on the quality. We had kept in mind, the Indian spending pattern in this regard.
CT: Many Indian networking companies guarantee their national distributors for their channel partners in credit policies. What is your policy?
Atul: The credit policies are dependent on the company size. We are an emerging player and yet to explore the market fully. However, once we know about the partners and their credit styles we will definitely relax some heavy payment structures.
CT: What are your channel certifications?
Atul: We have currently Gold partner, platinum partner and authorized partner.
CT: What are the verticals you are strong in? What are your focus verticals?
Atul: We want to explore all the verticals in the country since we are new to the market. However, we have some good clientele here. For example, we had some deployments with the Gujarat government for their e-governance projects.