Digilink is an industry leader in providing end to end range of structured cabling solutions for enterprises, small and medium business. It is one of the oldest and also a top grossing SCS Brand in India. Their ‘Future proof’ products deliver unparallel value and enable the customers to excel through lower total network ownership costs, enhanced productivity, total reliability and easy scalability of their networks.
Mr. Anshuman Haldar, General Manager – Channel Business of Network Connectivity Organization, Schneider Electric shares his views on demand for cabling solutions and how Digilink expanding its footprint to cater to the needs of the market.
1. When it comes to networking how crucial is Fiber technology for Schneider-Digilink?
The Next generation cabling networks demand Optical Fiber for communication. At Digilink we are backed up not only with products ranging from 2 to 144 Cores, Single Mode (OS2) and multi mode (OM1/OM2/OM3/OM4), standard and customized accessories, but we also have a strong pre-terminated solution for the Indian market. Having said that, we would like to highlight that FTTX solution is now our forte too.
2. You have been at the helm of Schneider-Digilink since the initial years. What changes have you experienced since Schneider Electric bought Digilink?
Schneider-Digilink has witnessed a constant growth since the acquisition, contributing healthy numbers to the India revenues. While as a company policy, we will not be able divulge specific numbers for the segment, but we can definitely say that along with helping expand footprints, Schneider-Digilink association has been quite rewarding in terms of revenues and profitability.
3 What is the big change you have seen in the past couple of years at the customer end with respect to managing their networks?
The technological needs are changing, industry dynamics are also slowly changing. Some of the growth drivers of the structured cabling segment include growing telecom infrastructure, data centers, government spending, townships, and hospitality sector. With digital content delivery, and increasing reliance on online applications, demand for broadband and cloud computing is expected to increase. This has resulted in a definite increase in fiber deployments. And the expectation of customers for Intelligent Networks on Copper and Fiber technologies are constantly increasing.
4. How is Schneider-Digilink taking the channel route in India with special reference to the northeast channels?
Digilink has always been a brand for the Channels. And now we have more reasons to prove ourselves and answer the question for each of them and that is “Why Sell Digilink?”
Some of the initiatives under this include:
(i) SEEP-2016 – A loyalty program, framed exclusively for System Integrators PAN India coined as Schneider Electric Elite Partner Program (SEEP). In this program, our channel partners earn benefits in the form of rewards by selling more Digilink products in the market place. All our installers are registered for (Schneider Electric Elite Partner) and get rewarded based on points earned.
(ii) We are also looking at specific partners as Network Experience Points (Stocking and Demonstration Points) at the major towns in the North East. These partners will be directly recognized by Schneider Electric India
5. How important is services revenues in the networking market for channels as hardware margins continue to dwindle?
Structured Cabling as an Industry is not associated with after sales service. But at Schneider Electric, one can be trained as an SCCE (Schneider Electric Certified Cabling Engineer) and certify installed sites for 25-30 years performance warranty and gain the AMC advantage of maintaining networks. To get the advantage of technical sales one can also be trained as a SCSP (Schneider Electric Certified Sales Professional). This training is imparted at all Metro Locations upon request.
6. What do you consider to be the biggest threat to Schneider-Digilink’s market share? What are you keeping your eye on?
Since the acquisition of Digilink by Schneider Electric, we have been able to maintain a leadership position in the market. We aim at a steady growth through ongoing research & development activities, work constantly towards providing state-of-the art technology and products and best in class services to our customers. We work assgressively to buy the mind share of our partners and customers.
7. How is Schneider-Digilink expanding its footprint to cater to the needs of the market?
Data communication has become an integral part of everybody’s business and personal lives. It is the structured cabling solution that brings reliability and usability for everyone. Digilink products are UL and ETL verified for safety, performance and quality assured for a reliable data network. From patch panels to cables and patch cords, and even termination tools, Digilink’s copper and fiber solution are always within reach, bringing you the advantages of FIRM, LIGHT, SLIM and FAST, to fulfill the network connectivity needs of medium to small businesses and home networks.
8. And finally why should channel partners work with Schneider-Digilink?
In 2011, Schneider Electric acquired Digilink, one of India’s leading structured cabling product & solutions provider. The acquisition of Digilink brought together Digilink’s depth in structured cabling and Schneider Electric’s breadth in Voice Data & Image & Energy Management. This combined strength has helped us in providing greater value to customers in India and many other parts of the world through innovative and best in class products, solutions and services. But honestly there has to be ONE satisfying reason to partner Digilink, and that’s profitability for the partner backed up with a strong technical assistance.
