How do you see the Indian market? How is Matrix positioned?

Today, whereas “Mobile technology” is evolving towards WiMax and 3G Technologies, in “Enterprise communication” it is an era of “IP Telephony” overriding the conventional PSTN (POTS/ISDN) network. Carriers and customers opt for devices that integrate multi-functionality and serve diverse applications into a single platform. Unified communications, fixed mobile convergence, telepresence are some of the technologies worth mentioning, getting wider deployments on the global platform.

Matrix is the leading manufacturer of telecommunication equipments in India, having an edge over its competition with superior products and strong channel support. It has gained a steady increase in the market share across various countries, globally. 

What is your product range to cater to this market? 

We cater to diverse industries and address different sets of customer segments with products specifically meant to suit their business applications and requirements. We have PBX systems for SOHO, SMB and Enterprises, IP-PBX, PBX-KTS for hotels and hospitals, GSM and VoIP products, PLCC switches and Voice Messaging Products. Apart from the telecom domain, we have also introduced Security vertical to serve the entire spectrum of telecom and security solutions.

Which are your most popular products selling in the Indian market?

We have a comprehensive portfolio of products catering to a wide range of industries and customer verticals. Amongst all, ETERNITY is our flagship product which is the major contributor to the overall revenues. Our VoIP and GSM products also have a significant share.

How big is your service support network? 

Matrix has a strong channel network of 500-plus channel partners all across India and overseas. The networks include Distributors, Dealers and Resellers who are located in almost every city and town giving a wide reach in the market. Our overall strategy is very simple: we work very closely with our channel partners and share a complementary, non-overlapping and long-term relationship. Matrix has marketing and sales staff in all the major cities to support the channel partners in marketing, sales and technical support. It also enables its channel network with frequent marketing – sales and technical trainings on different upcoming products.

What is the partner's role in the deployment of your products and services?

Partners are our inevitable extended arms to serve the market. Involvement and proactive partnership of our existing and imminent partners is always solicited. They play an instrumental role not only in increasing sales but also in how they represent the manufacturer’s brand to the customers. They act as the “voice of customers” to provide valuable inputs about customer preferences and market dynamics. Our channel partners provide end-to-end solutions starting from giving assistance to find a proper solution to deployment at the customer’s site and giving after-sales support. The role of channel partner does not end here, fulfilling customer’s expectations they play a key role by converting existing customer base into referrals and generate further sales.

What are the opportunities for channel partners?

A Matrix channel partner is assured of technologically advanced, feature-rich and warranted products. Joining hands with Matrix, a name much trusted in the market, they are assured of higher growth. Matrix offers full support to its channel partners, whether it is to train them in technologies or to expand sales. 

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Amit Kumar Chatterjee,
Director, 
Amtel Communication Pvt.Ltd.,

Indian Market and Matrix:
The Indian market is very responsive and is growing in the positive direction. As far as EPABX/communication products are concerned, there are excellent business opportunities for expansion in the near future. There are many leading brands that are available in the market with Matrix Eternity PE, Eternity GE, GSM and VoIP products as the most popular ones sold in the market.

Amtel and Matrix: 

We deal with the entire range of Matrix products - PBX-KTS, Universal Gateways, VoIP Phones, VoIP Gateways, VoIP ATA, GSM Gateways, GSM FCT, Hotel PBX and other Voice Messaging Products. Our role in selling Matrix products and services has been incessant. We being the distributors in Kolkata, our key function is to cater to the customer's requirements with appropriate products. Also, with solutions in terms of  installation, providing and maintaining unfailing after-sales support to our customers is of utmost importance to keep them happy as well as retain their loyalty. 

Partnership Benefits:

Margins are decent enough in sales conducted through dealers or even to direct customers. Matrix offers quality products and solutions that have an edge over its competitors. They also provide us with prompt support in terms of technical training, sales and marketing. Customer support and product schemes help us in offering the best of services to our customers. Matrix launches new products every year and hence gives us an opportunity to explore newer market consistently. The terms of business are also very channel-friendly which infuse us with confidence for doing business.

Going forward:

The after-sales service support is the key point of growth for our business. Failure to offer this service will definitely affect the credibility of the brand, especially in this competitive market where customers look out for products that are comprehensible and cost effective. It's a foucs both for us and our principals.

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Indian Market and Matrix:

Now, a trend is developing among Indian business firms to acquire solutions rather than products. Customers opt for all-integrated solution regardless of which products are being offered to them. Organizations are, therefore, required to offer an enterprise-wide solution. The current market trend for telecommunication industry is really elevating and good, especially from the end of quarter JFM 2010. The most popular products sold in the market are Matrix "Proton" 308 / Eternity GE Series / Simado GFX11.

Triumph Tec and Matrix: 

We deal in the entire range of Matrix products because it helps us to keep our customers satisfied by delivering the entire solution as per the customer's requirement. Ever since we started our operations, our counter deals in exclusively for Matrix outfit. The customer network that we have built up over the years is also growing gradually due to the constant support that we have received from Matrix in terms of quality products and services. 

Partnership Benefits:

Margins are decent enough in sales conducted through dealers or even to direct customers. Matrix provides us with marketing support - be it media advertisements, road shows and exhibitions, to create awareness about the brand. They also provide timely product trainings and schemes with incentives that help us in boosting up our sales.

Going forward:

We have built up our image and have reached this level entirely due to the after-sales support rendered to our valued customers a well as to our channel partners. Matrix has always extended their support and this device is one of the key propositions for business growth.

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Dharmesh Jivani,
C.E.O.
Rasnal Telecom, Chandigarh

Indian Market and Matrix:

The Indian telecom industry is growing by leaps and bounds and at a rate faster than what it was expected a decade ago. One thing is certain in the telecom industry, as business and demand for products and services increases and technology continues to evolve rapidly, change is inevitable, and winners are those who can best and most quickly adapt to these changes. I see MATRIX’s Eternity range of products doing good in the market.

Rasnal Telecom and Matrix: 

We deal in the entire range of Matrix products like PBX, GSM, VOIP and now Security products as well. Our role in selling products and services has been end to end. Since we are distributors in Chandigarh, our lead is to understand the customer’s requirement to provide appropriate product / solution backed by after-sales support that enable us to retain our customers for a longer duration.

Partnership Benefits: 

Matrix offers us a wide range of products that help us to cater to different segments of the market. The products being sleek and user friendly invite a lot of referrals from our existing customers. Thus, Matrix has helped us to achieve the growth that we see today. We get good margins from the customers end and lower margins in distribution.

Going forward:

In our business, after-sales support is the key to generate a set of blissful customers. Matrix    offers prompt after-sales support to all its channel partners which facilitates us to offer the best of services to our customers. The company also provides timely training programmes and product schemes with incentives to help us drive the products to our customers.

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Ravi Narasimhan
Director,
Uniserve Telecom Pvt.Ltd.

Indian Market and Matrix:

Telecom service providers are bundling up telecom products with basic services to lure more customers. We have to be innovative and cost competitive in our offerings in capturing our market share. The popular brands sold in the market are Matrix, Panasonic, Siemens, Alcatel, Syntel, etc.

Uniserve Telecom and Matrix:

We deal in the entire Matrix range of Telecom and Security products. These products are upgraded with the latest technology and help us in catering to different industries and customer segments. As a distributor, our main role is to help Channel sales and also handle large corporate customers by offering them the best of services and solutions that will meet their communication needs perfectly.

Partnership Benefits: 

We get minimum margins - roughly 6-8 per cent - on dealer's sales and better margins on sales to end-users. Apart from the technologically advanced and reliable telecom products, we get prompt after-sales support and excellent marketing support from Matrix. This, in turn, helps us to generate higher revenues and goodwill for our principals.

Going forward:

Support is the key essential tool of our business which helps in maintaining a long-lasting relationship with our customers. We are satisfied with the prompt after-sales support received form Matrix. Sales and training programmes are regularly organized by Matrix to ensure that our manpower is equipped with up-to-date knowledge.

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Mehul Surkatha,
Director,
Space Office Systems India Pvt.Ltd.

Indian Market and Matrix:

India, growing as a global hub for business, has got immense growth potentialities in the Telecom and Security domain. Since the end of recession period, the business cycle has started gradually picking up its momentum. There are many products that are available in the market, but the leading brands sold are Matrix, Siemens, NEC, Panasonic, Syntel, Avaya, etc.   

Space Office Systems and Matrix: 

We deal in the entire range of Matrix products, i.e. telecom and security. Our role in selling products and services has been end to end. We being the distributors in Mumbai, our functions are to manage the logistics, add value to sales by imparting training that will facilitate the partners in selling Matrix products. We also create new market avenues where our products can be pushed.

Partnership Benefits: 

As a distributor, we need to work on volumes and we all are aware that the CPE market is extremely competitive. The criterion is that we create new markets, more partners catering to various verticals and make Matrix products easily available to all channel partners. Matrix offers quality products that are technologically advanced and have an edge over its competitors. The additional advantage is that Matrix being an Indian company is able to understand the market better and therefore offers a wide range of products that meet the customer requirements. They also provide us support in terms of technical training, customer support and product schemes that help us in boosting up the sales.

Going forward:

"Support" is the right tool for creating a set of satisfied customers. In our business, after-sales support is the key factor for retaining our clients and a very important proposition for our business. If we are able to render the right support required, then it will enable us to create a brand name in the market. Matrix has a 24-hour helpline which gives assistance to our installation engineers. It also supports us with spares and certain component repairs which cannot be done locally from our end.