Telecom Industry Focus
Since inception, we have had a strong focus on the telecommunication industry and have developed
significant technology and domain expertise and experience in this area. Our business strategy is to
continue to grow upon our core telecom and technology expertise, organically as well as through
acquisitions to enable us to be the leading and dominant India based products, services and
infrastructure management company for the Telecom vertical – OEMs, ISVs, and Service Providers – and
to do so in a synergic way by harnessing the demands and solutions between the OEMs/ISVs, Service
Providers and ourselves.
We believe that our extensive experience with telecom OEMs/ISVs, as well as,
service providers puts us in an unique position of being able to take the
OEM/ISV expertise to service providers and vice-versa, a capability we are
leveraging as part of our strategy. This is being done in the areas of embedded
and server platform based product development services for wireline, wireless,
IP and convergence systems, OSS / BSS Software - network management & element
management, ordering, provisioning, customer care, billing and mediation
systems, next generation products (VOIP systems, IPTV, ITV, IMS), content
management systems and search platforms, as well as, adapter development.
Business Model Based on Multiple Revenue Streams
We have different business models which lead to different revenue streams. Besides the prevailing
revenue models in the IT field, we are also engaging with our customers using innovative risk-reward,
revenue-sharing models, thereby enabling closer business alignment between customer’s business and
our own. This shift is being achieved via a combination of acquiring proven and sustainable revenue
generating customer IP in exchange for a revenue share model and our own investment in IP creation
that we bundle in our service offering to enhance customer time to service initiation or significantly reduce
the operating costs.
Business growth leveraging existing Global clients
We intend to continue to grow our business from existing clients by enhancing our existing relationships
and increasing the scope of engagements with our clients by expanding the breadth of services we offer,
and addressing new areas within clients’ organization. We plan to focus on higher value added services
such as infrastructure management, product engineering, managed platforms and IP leveraged solutions,
which tend to be long term in nature. Our capability to provide a broad range of services enables us to
deepen our relationships with existing clients through cross-selling opportunities
Increased Focus on European Markets; harnessing global client-base
Besides continuing to focus on growing existing client relationships in the US, we have aggressively
diversified into new geographies, specifically Europe, by expanding our relationship with existing global
clients in Europe as well as acquiring new clients. These are typically Global 2000 companies that can
offer us the potential to scale across geographies.
Strengthening and harmonization of core capabilities through acquisitions
Our acquisition of Comnet brings us the ability to provide software research and development and full lifecycle
support for products and systems in the telecom arena. Through Comnet, we now provide managed
platforms, managed services and infrastructure management solutions and consulting to major telecom
equipment manufacturers, service providers, and operational support systems vendors in the wire-line,
wireless and convergence systems.
We will continue to look for strategic acquisitions of companies that have
complimentary capabilities and help us expand into newer geographies. We will
also look to enhance our domain, service capabilities and opportunities of
acquiring customer’s revenue generating IP. In this model we intend to take
ownership of the customer IP under a licensing agreement and provide full
lifecycle R&D support in exchange for revenue share of the business. This will
allow our customers to better align their R&D spend and reduce their risk. In
return we expect to get a more profitable business model albeit at higher risks.
Continuing to attract, build and develop employee excellence
We believe our ability to grow on a sustained basis and maintain the differentiation in the market place is
to a large extent dependent on our strength to attract, train, motivate and retain our people. We intend to
further develop our position as a preferred employer in our industry and place special emphasis on
attracting and retaining highly skilled employees. We will continue to invest in the career development
and training of our employees with the objective of further enhancing their technical and leadership skills
and also implement aggressive performance- based compensation plans. We believe that our multi-city
operations in India including Bangalore, Chennai, and Hyderabad gives us access to a larger talent pool
and we plan to increase our recruiting efforts in those cities.
