ALE India head Sanjay Sapru on business expansion plans

Sanjay Sapru, regional director Enterprise, South Asia, Alcatel-Lucent Enterprise
Sanjay Sapru, regional director Enterprise, South Asia, Alcatel-Lucent Enterprise (ALE), says the tech company aims to achieve 15 percent share in hospitality, healthcare, education and manufacturing verticals.

“We are targeting to grow our team in Asia by 25 percent, and India is a particular area of interest for us. We aim to be in the top three,” said Sanjay Sapru.

Indian enterprises face many challenges including limited capital, knowledge and lack of suitable technology to grow their business.

India’s SMB sector accounts for up to 8 percent of the country’s GDP. Technology will empower them with greater connectivity, productivity and competitiveness. “We aim to expand our existing network of partners across India serving the needs of the SMB and hospitality sector,” said Sanjay Sapru.

ALE is expanding its partner network in metropolitan cities like Bangalore, Mumbai and New Delhi, creating job opportunities. “We aim to achieve an annual growth rate of 1015 percent in India in the years ahead, and look forward to growing with country’s economy as a part of the Make-in-India initiative,” said Sanjay Sapru.

ALE will be investing heavily on research and development in India to carry technologies forward in the marketplace.

Customer focus

The main growth verticals for ALE are healthcare, hospitality, education and manufacturing in addition to SMBs.
The latest client wins in India in the past 12 months include DMRC, Hyatt Gurgaon and Max India, said ALE.

The implementation at DMRC will be completed by end 2015 and the rest in 2016. ALE is supporting DMRC with voice communication for the metro network, where metro staff can communicate across various stations on the metro. The target is 100 seats.

ALE will be providing voice platform for internal employee communications at Hyatt Place Gurgaon, a leading hotel chain in India.

ALE has deployed its contact center platform for Max India’s hospital ambulance network which allows users to call for an ambulance.

ALE strategies

ALE is following two-pronged strategy to win customers in India adopting vertical-centric approach to meet the individual needs of each market.

Firstly, while other major competitors operate by scaling down large enterprise solutions to fit small enterprises, ALE stands out by building its SMB solutions from scratch. The unique strategy allows ALE to tailor the solutions according to their specific needs.

Secondly, ALE is also committed to developing specially designed, vertical-specific solutions for businesses in the region in the pursuit of being top three in our key verticals. ALE has achieved its goals for three verticals, namely government, healthcare and hospitality.

ALE India plans

ALE is also investing in building up capabilities in the India market, and are putting in an additional 10 – 15 percent to grow business. ALE has introduced Partner Account Managers (PAMs) to help its partners achieve their business goals in the country. PAMs have gained ALE an additional 35 partners in the country.

Michel Emelianoff, CEO of ALE, recently said: “India is an important market for our business and we are proud that a substantial part of our work force and solutions contribute or come from India. In line with the Indian government’s Make-in-India vision, we have been pro-actively investing, building and providing advanced communication solutions in India.”

ALE has set up research and development infrastructure and customer support center in Bangalore and Chennai. These institutions are responsible for producing network infrastructure products for data center, unified campus LANs and enterprise voice communications.

Arya MM
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