2002 and Beyond

MARKET STRATEGY

• Ensure profitability for our channel partners
• Leverage our strong relationship with our principals to provide first-mover advantage in introducing new/latest technologies and services
• Enhance value-adds through training and innovative schemes
• Expand reach through the channel to newer segments and geographies

MARKET ROADMAP

• Market may see an upswing by the middle of
  
  next year. However, a lot is dependent upon government policies, forthcoming
  
  budget and political situation.

• PC would become integral part of professional and
  
  personnel life

• Internet delivery devices would become popular

• Watch out for gaming devices as well!

PERSONAL LIFE PERSPECTIVE

• We had foreseen market downturn much in advance

• It was a good learning phase

• The sight of 3500 HCL-ites at silver jubilee function at
  
  Pragati Maidan is still afresh in my mind

NEW YEAR RESOLUTION

• Ensure HCL’s leadership position

BUSINESS STRATEGY

• Capture mindshare among channel
  
  partners
• Establish deep roots for IBM
  
  among partners
• Create the top-of-the-mind
  
  recall for the company

MARKET ROADMAP

• Confidence level has reached the bottom.
  
  It can’t go any lower.n There are significant opportunities even in
  
  slow times

• There are positive signals indicating that
  
  the market has begun taking an upturn

• High-end Unix systems
• Storage technologies
• Linux operating system

PERSONAL LIFE PERSPECTIVE

• Boom or slowdown, I believe in
  
  maintaining a balance between work and personal life

NEW YEAR RESOLUTION

• To make IBM the partner of
  
  choice

BUSINESS STRATEGY

• Continuously deliver on the .NET vision by launching PRODUCTS/TECHNOLOGIES that translate the vision into a reality. With the launch of MSN Explorer, Office XP and Windows XP in 2001, we are addressing the end user component of the .NET vision.
• Early next year we will launch Windows .NET the next version of the Windows 2000 Server range, and somewhere around the same time Visual Studio .NET, our suite of developer tools will also be introduced
• For enterprise customers we are introducing a range of Microsoft Solutions, a brand new area for us
• There will also be some interesting releases like the Tablet PC, Smart Devices and technologies for voice and handwriting recognition
• Then there’s "Stinger" - the codename for a next generation operating system for cell phone

• Instant Messaging will change the way people keep in touch with what/who is important to them
• The Web Services concept will allow people to access and use information any time, any place at any device
• A digital world is fast becoming a reality. The PC will continue to be at the center of the user experience but will be joined by a growing range of intelligent devices, all connected by faster, cheaper and more reliable network connections.
• Towards the second quarter of 2002 we could see an increased push in the delivery of broadband services to Indian homes and offices by both domestic as well as foreign players.

BUSINESS STRATEGY

• Consolidate retail business
• Strengthen reach in upcountry markets

MARKET ROADMAP

• First quarter will continue to be flat since consumer business traditionally remains dull in JFM. Business should pick up in the second quarter and will take at least a year to regain momentum.

• Internet technologies will take the center-stage around the PC

BUSINESS STRATEGY

• Focus on channel improvement, channel quality, channel breadth and channel health
• To create the basis of a mutually beneficial relationship
• Take up the share of assembled PC segment
• Give customer a high quality, affordable price and reliable service solution
• Get into newer areas of business, like laptops

MARKET ROADMAP

• For SEIIT, market never took a downturn. November 2001 was a month of record sales and we are well on our way to achieve our target turnover for the year.
• From an industry perspective, the “upturn” is expected starting March 2002

• Convergence of technologies is what will hit the stands this year
• Multipurpose storage like a DVD Combo, multipurpose phones like a PDA, MP3 and mobile phones

NEW YEAR RESOLUTION

• To grow along with our channels
• To give our customers the best technologies at their doorstep and get better and better in all aspects

• Strengthen solution division called Visualan Integrated Technology Solutions
  
  (VITS)
• Increase product portfolio in distribution division
• Increase presence in retail PC segment through own or franchisee show rooms

MARKET ROADMAP

• Recovery expected in 2002

• Hand held devices, palmtops and laptops, but the PC will continue to remain popular

PERSONAL LIFE PERSPECTIVE

• Meditation helps me beat the strain, so downturn actually helped me develop a good habit

NEW YEAR RESOLUTION

• To get more closer to the channels by traveling across the branches with increased personal interaction. "People don’t care how much you know, until they know how much you care."

• Consolidating the expansion we had in 2001
• Upgrade the market levels with new technology
• eEnabling support to partners

MARKET ROADMAP

• Market should take its upturn somewhere in July 2002

• Lifestyle products like optical devices, cordless (radio frequency) mice, digital cameras, web cams and VoIP products should pickup among the upper class segment

PERSONAL LIFE PERSPECTIVE

• There was no change in our family life. We maintained our balance between family and business. In fact, we worked harder and created innovative ideas to maintain volumes.

NEW YEAR RESOLUTION

• To practice and lead the industry towards ethical business practices and create a win-win situation for partners and users.

• n Position Wipro as an end-to-end comprehensive IT solutions provider
  
  Focus on the high end of the services value chain
• Strive to provide the highest levels of customer satisfaction through robust quality processes and key organizational initiatives

MARKET ROADMAP

• Not possible to accurately predict market conditions. However, we believe that in both good times and bad, services are key to sustain productivity.

• Services that provide tangible value to consumers and corporates will succeed. Hence technologies that support such services will be the key.

NEW YEAR RESOLUTION

• Enhance the Wipro value proposition to customers

• Launch extensive media campaign
• Plans to open branch offices across India
• Roll out promotional programs to create a market pull
• Concentrate on volume sales

MARKET ROADMAP

• It would take at least a year for the market to stabilize

• Internet communication devices and handheld devices will make waves

PERSONAL LIFE PERSPECTIVE

• The slowdown did not give me any extra time to pursue personal or family interests
• Adopted an aggressive approach to improve my business because of the downturn

NEW YEAR RESOLUTION

• To compete with MNCs and national brands in the market and to launch branch offices all over India within the next six months

• Move focus beyond retail and
  
  get into corporate sales
• Gradually reduce stake in the
  
  reseller market
• Take the organization beyond
  
  Delhi with an initial focus initially on Haryana

MARKET ROADMAP

• The upturn will happen in eight months to a year’s time. While a few signs from individual organizations may be visible, but the overall macro picture is not great.

• Information kiosks and Point-of-Sales machines will do good business
• Laptops will create excitement as LCD cost is going down
• Also, if the Microsoft tablet comes at an affordable price, it will be another new technology to look out for

PERSONAL LIFE PERSPECTIVE

• While the family has now become immune to erratic time schedules, I am happier for the day ends a little early

NEW YEAR RESOLUTION

• Work harder
• Apply more minds to business to see that the organization comes out with flying colors

• Expand channel network and increase reach in B-class cities
• Make partners more independent
• Focus on Total Quality Management
  
  (TQM)
• To emphasize on cost-competitiveness

MARKET ROADMAP

• It will be at least another 18 months for the economy to revive and pick up from the point where it left last

• Technologies offering single-point solutions

PERSONAL LIFE PERSPECTIVE

• No changes at all. Always maintained a balance between work and personal life

NEW YEAR RESOLUTION

• Grow at a rate faster than the market’s

• Maintain lead over competition by offering a better price
• Focus on developing ‘Adcom’ as a popular brandn Offer the best mix with good distribution at the front-end and effective marketing at the back-end

MARKET ROADMAP

• Demand is expected to bounce back between Jan and March

• VoIP, gigabit products and wireless LAN would create much interest

PERSONAL LIFE PERSPECTIVE

• The slowdown did not have an impact

NEW YEAR RESOLUTION

• Make Adcom a household name by 2003

• A more focussed channel strategy that will see the channel contribution to the annual turnover reaching Rs 150 crore with the annual turnover projected at 350 crore
• Aggressively focus on retailing and launch 150 retail outlets
• Focus as a total turnkey outsourcing and professional services specialist
• Get into core banking solutions by offering services like Anywhere Anytime Banking, ATMs, information kiosks and payment gateways

MARKET ROADMAP

• Expecting the upturn to start by June-July 2002

• Tablet PCs, new and alternative computing devices like new generation PDAs with mobile capabilities.

PERSONAL LIFE PERSPECTIVE

• Doubled the efforts and worked harder to beat the downturn and keep steering on the growth path.

NEW YEAR RESOLUTION

• In this industry do not make any resolutions, be nimble-footed, alert and adaptive and read the future with fine toothed comb to be able to adapt to the situations

• Retain the focus on telecom and finance verticals
• Strengthen geographic spread to the eastern and southern parts of the country
• Set up office in at least one more continent other than Asia

MARKET ROADMAP

• June - July is the time when the upturn will happen

• .NET will definitely create more than a ripple

PERSONAL LIFE PERSPECTIVE

• Get back home earlier to give more time to the family
  
  Have enjoyed short vacations

NEW YEAR RESOLUTION

• Get healthy, quit smoking and late nights

• Apcom with Dax will certainly continue to make inroads in the networking space and this time it will be on the high-end LAN segment, namely, VPN, VoIP, wireless LANs, gigabit switches among others
• After successfully creating a push in the channel community, in 2002, Dax will start creating an increased awareness in the corporate end-user segment and help increase the pull factor for the brand.
• Further help our channel partner’s material flow and bottomlines as wellMARKET ROADMAP

MARKET ROADMAP

• Although it is a sentiment, we strongly believe the worst is over and the dust should settle down by March 2002. And we are all hopes for a positive financial year starting April, 2002

• VoIP products for sure are going to gain center-stage
• The Net2Phone types for the homes, routers with VoIP communication for corporates and VoIP gateways for branch offices would gain prominence
• VPN boxes too should gain significance on security front and with fiber to home, internet users who are bandwidth hungry will now be satisfied

PERSONAL LIFE PERSPECTIVE

• The slowdown has cut my outstation travel to a large extent and so one is now forced to spend more time at home!
  
  Personally, it has also helped me in getting re-oriented, catching up with training and of course to be even more informed by extended reading and surfing which I was missing earlier

NEW YEAR RESOLUTION

• To make some sport or exercise a part of the daily routine and take initiatives for forming a ‘vendor club’

• Continue the focus on building our share in the enterprise security market backed by aggressive resourcing and marketing
• Our ‘go to market strategy’ is with partners who are backed by our sales and pre-sales team and we will see significant resource and skill building
  
  here
• Our delivery strategy will revolve around our current and evolving best of breed products and services
• Continue to maintain our leadership position in the retail market

MARKET ROADMAP

• To a large extent, current economic conditions have not affected us

• Integrated technologies, both at the management console and client side

PERSONAL LIFE PERSPECTIVE