Avaya, the company is new, but its solutions and entrenchment in the Indian market isn’t. It is the former enterprise networks group of Lucent Technologies, which was spun off as a separate company in September 2000. So, the market still identifies it as Lucent and structured cabling provider. Lucent, which is known to have created the structured cabling market in the country, almost a decade ago, has been the dominating player in this business. Though today, it has dropped its market holding to an extent, it still is the largest force in structured cabling. In the last fiscal, the company did a total estimated sales revenue of Rs 95 crore and held the top mantle in the structured cabling business. The success of Avaya, last year, was more because of its two key partners—Tech Pacific and Ingram Micro. While the former did Rs 42 crore sales from Avaya, Ingram did Rs 32 crore. The key integrators were NetSol and Wipro.

For the company, which had pioneered the market here, the Indian market was never as tough as it was in 2000-01. First, the global transformation needed to be replicated here. Second, the Indian SI was no more aligned with just one vendor. Thus, it lost some mileage in key cases. Nonetheless, it had some major wins from GE Capital, Sun, Gujarat Secretariat, Wipro, etc. This year could be a re-look year for Avaya, as it has to strengthen its presence and focus on some key segments to beat the current gloom in the industry.