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'We provide solutions that are affordable, flexible and go beyond basic connectivity'

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DQC Bureau
New Update

Kailasanathan founded Microsense

in 1995 along with Rajiv Talwar after spending 26 years in various management

positions. He was a senior manager at ETTCC dealing with imports and exports of

professional electronic components and systems. Today, as a co-founder and CEO,

Kailasanathan is responsible for the development and deployment of numerous

nation-wide connectivity solutions. Kailasanathan is a B Tech from IIT Madras

and has an MBA from IIM Calcutta. In a tete-a-tete with DQCI he discusses the

company’s plans.

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What are the various business

activities that Microsense is involved in?

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Microsense provides corporate

solutions in the field of WAN and this has been our main focus area for the past

13 years. We have expertise and experience in WAN and Internet related

technologies and have implemented systems for several large private and public

corporates, educational and R&D institutions. We are committed to enhancing

corporate productivity by continuously offering state-of-the art solutions to

help them grow as their needs grow.

The WAN marketplace, catalyzed

by the Internet is poised for tremendous growth. It is our objective to be at

the forefront of related technologies. Providing first rate products and

services for reliable long-term solutions for our clients is our top priority.

Microsense will constantly endeavor to reach higher levels of technical and

operating efficiencies, thus improving our responsiveness to client's needs and

our quality of services.

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Who are your alliance

partners?

We have alliances with several

industry majors like Microsoft and Cisco, as well as other important networking

players in the world.

We also have a long-standing

association with VSNL, right from the time Internet was launched in India.

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What business model do you

follow for Microsense?

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We have six offices in Chennai,

Mumbai, Delhi, Bangalore, Hyderabad and Calcutta and we have a three-pronged

business model namely corporate and end-user segment, ISP segment and the

systems integrator segment.

We work very closely with systems integrators and over a period of time, are

planning to introduce a two-layered architecture.

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What plans do you have for

your channel partners in the current fiscal?

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Our existing channel partners

are being kept updated with our products and solutions constantly. As a part of

our marketing plans we are planning to introduce an end-user campaign which will

educate them about our products and services and create a pull factor. This in

turn will help our channel partners to get repeat orders, which will mean

healthy sales margins.

What are the different

products and services that Microsense offers?

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Microsense delivers high-quality

products matched with first-rate support. We are focussed on the Internet,

offering a comprehensive range of premium Internet related products and services

like Internet connections through dial-up, ISDN, leased lines and VSAT

connectivity.

We have been in the datacom

business for over a decade and support a range of world class modems. We have an

installed base of over 40,000 modems. We also offer powerful remote access

servers with up to 60 analog/ISDN callers with multiple WAN ports with NMS

options.

We provide solutions that are

affordable, flexible and go beyond basic connectivity. Whether it is

internetworking between LANs within an office or at different locations, we

provide all the components for networked routers, Internet and Intranet access.

We offer a range of excellent yet cost effective routers for leased line, ISDN

and VSAT networking.

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Is it not true that

Microsense is also into distribution?

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Yes, Microsense is also an

authorized country distributor for Wingate proxy servers. This enables users to

use one Internet account and a modem amongst several users and get charged for a

single account. This proxy server comes with features such as an in-built

firewall, audit and authenticate user access etc. Wingate is the winner of

numerous prestigious awards.

We are also a distributor of

Watch Guard -- a firewall product -- which is targeted at the SME and corporate

segments.

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We are also business partners of Sitara Networks, who have quality and

service box for positive communications.

We have another division that

targets the corporates and the end user segment, where we do more turnkey jobs.

But ultimately, our main focus is service and not supplying boxes.

Are you planning to roll out

any new products?

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We have already launched a

number of new products in the recent past and will continue to do so. We have a

tie-up with Patton Electronics and have recently launched their entire series of

Patton base-band modems and interface converters. We have also introduced

optical networking products and we are looking forward to launch a lot more

products focused on optical networking and wireless technology.

The networking business today

is seeing the entrance of many new players. How do you view this phenomenon? Do

you think that this has narrowed the market share of the existing players in

this business?

There is a misconception that

LAN players will eat into the WAN space if they venture into this segment. This

is not true. In fact this will only increase the market size on the whole.

Solution providers are now entering the WAN space. This will certainly give rise

to competition and only the channels with value-added services would survive in

this business.

We also observe that companies

who were into WAN business are still doing the same, but they have scaled up

their products in terms of technology. Some of the networking products have

metamorphosed whereas modem, which was initially considered to be a basic tool

for data communication and systems integration solutions, has today become a

commodity.

What are your short and long

term plans?

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Our short-term plan is to have a

fast growth in terms of turnover. But in the long run we would like to become a

major player in the provision of networking solutions. It is our aim to become

one of the top ten companies in India.

Sunila Paul in Chennai

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