Company started in 1996 in Mumbai and

Bangalore.
FOCUS: to provide multimedia access networking
solutions.
benefits:
1. substantial cost saving while integrating
communication traffic
2. choice of the most economical WAN connection
. Alfa- 37%
. Motorola- 22%
. ECI telecom- 9%

Factors that influenced market growth:

cost saving
established standards
Distributors:
Microland
Wipro
Datacraft RPG
Digital
Objective of the survey:
Price
perceptions of quality
extent of software and hardware support provided by the
distributors

Findings:
after sales service- poor
2 days to send engineers
high prices
software and hardware support provided by the distributors were
however highly efficient
distributors gave priority for their own products.
He was considering:
Continuing with existing distributors with better mgmt of channel
members
Setting up the companies direct sales and services offices
Replacing the existing distributors with new distributors
Multi channel distributors
A combination of the above alternatives