A single brand cannot have the best technology in all product segments
Kumar, Director, Enterprise Business, D-Link India
discusses their outlook on the Indian enterprise.
What are the top challenges that you see from an enterprise
A major challenge is to convince the customer to look at their network requirement
realistically. Some customers still follow the vendor product data sheet and
define the network requirement. This way they ask for features that they will
never use or not ask for features that are essential to their network requirement.
Another challenge is dealing with customers who ask for networking equipment
of the same make or OEM. A customer loses by this approach on three frontstechnology,
innovation and price.
Inter-operability is an issue even in a single brand. It is impossible that
a single brand has the best technology in all product segments. The customer
also loses his negotiating power as he has fewer or no options to choose from.
Can you detail your new approach towards high-end network
High-end systems sales are project-centric and the enterprise interacts with
the OEM to understand the product, get solution design and support commitment.
For this purpose we established the Enterprise Business Unit. It is a team of
skilled sales and network consulting engineers and skilled post-sales support