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Muthu Logan, CEO of Brovis Wireless Networks spoke to R Jai Krishna of CyberMedia News on the wireless market and the company’s future strategy in the evolving competitive industry.
What would be Brovis Solutions’ offering in India?
Brovis Solutions at present concentrates on Brovis Management System, a powerful tool to configure fault management and main focus would be on managed products, which would be good not only for mid- to large-industries, but also for small enterprises as well.
In India, we would be offering a broad cell end-to-end solution, right from small campuses or residential areas, the second level would be Radio Zones, where Dual Standard Radio would be provided. We see tremendous growth in these areas with the Wi-Max to be introduced in the country next year and we expect Wi-Fi also to coexist with the new technology, thus making it a heterogeneous market.
 What has been the USP of Brovis?
Our USP has been on Broadmesh, which we will be introducing for the Indian market by end of this year. It is a low-cost solution, offering good manageability and moreover, it is custom suite on built-on and not bolted-on.
What is your focus and how do you intend to grow in India?
Our focus is 100 per cent on product development. As for marketing is concerned, we deal with big accounts, namely the government ones directly for all the others we handle it through our channel partners, who are loyal and not conflicting to our business interests. However, our first preference is on channel partners and we see that our growth would be only in that direction in India. This we believe would make us successful in our aim to expand our presence across the world.
What necessitated Brovis to establish its presence in India?
Our local service presence is perfectly timed to the Indian conditions, when the market is just started evolving. It gives us the flexibility, rich functionality, apart from building our products with features for the Indian market and price it the same way, thus giving us the performance advantages over other players in the market. Though on one side we rely on our vendors, partners and suppliers, on the other hand, it cuts our operational expenditure, which provides us the opportunity to give a good pricing to the end-customers.
What is your future strategy in India?
Our roadmap is very clear. We would be launching next generation products every 6-9 months, thus keeping up with the current technology and at the same time providing world-class support both onsite and offsite.
On the technological front, how much would you source locally?
We are leveraging on technology both in US and in India, and thus we decided to have the manufacturing done in India. At present we source 30-40 per cent locally and this is expected to go up in the coming years.
Similarly, majority of the R&D is done in Chennai, with local talent being hired. And this combined with local sourcing provides a cost saving advantage to the clients. Moreover, hassles and control over quality is maintained, since clients can be serviced at a very fast pace and within a week.
Could you tell us about your expansion plans to other Indian cities?
We would be expanding to Delhi by end of this year and also have a strong presence in Mumbai, due to the fact that these two cities are the hub where most of our clients are present. In the coming years we shall be present in 7-8 metros including places such as Ahmedabad, Hyderabad, and in other cities we would leave it to our resellers.
How do you see the growth of the industry as such and the potential?
The growth is yet to happen, as companies will have to think about termination and manageability of wired infrastructure. And the cost for licence, and bandwidth is also higher. The scenario may change once Wi-Max is introduced. Though the Government is taking all the necessary measures in this direction, though they could still move fast as for licenses is concerned and de-licence in a lot of areas such as the rural sector.
Where does your revenue come from now and where do you see it going in the coming years?
At present, the revenue from Government and Telcos would be 10 to 15 per cent; Enterprise would be 50 to 60 per cent and service providers constitute about 25 to 30 per cent.
In the coming years, we see a tremendous potential for growth given the sustained growth of service providers, and money being big on contracts. We have already started signing-up partners every quarter.
We would be interested in taking part in the rural broadband initiatives, where there is huge revenue, yet to be tapped.
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