With the change in the approach among the Indian enterprises from the product acquisition to solution buying, the technology providers are taking bold steps and adapting to the transition so also is Zyxel.
Recently, Zyxel changed its corporate identity from “Making The World Connect” to “Your Networking Ally”. The logo also got changed in the colour combination. The intent is to express the change in strategy by the vendor from a product centric company to a solution provider.
Gordon Yang, President, Zyxel, said, “What we are trying to do is that we are making a cultural and mindset change. It is not only the change in the look of the logo but also the whole intent. Now when we face the customers on the daily basis, we find the attitude is completely changed. Therefore, we are changing from a device manufacturer to solution provider. In order to be a solution provider, we need to get closer to our customers to know what they need and what we can do to solve their issues. We are standing in the customer’s shoes and thinking best ways to solve their problems.”
“We may be having solution at par with Cisco but we want to be affordable in order to enable the emerging India entrepreneurs.”
“We have the advantages of having 24 years of accumulated experience. We have come from the broadband side having understanding of different sizes of service providers. Also we are with the customers providing broadband and Wi Fi devices. In the recent 10 years we have done heavy investments in Wi Fi, switching and security technologies. So, now we have good foundations to provider solutions to our customers,” he added.
Zyxel has been investing in India for last 3-5 years. Their position was not that great until now. With the global repositioning, Zyxel realized that India with the present situation, Zyxel can make good use of what they are trying to do. This is the market, the company realized that in last two years with the change of the government and imposition of unified taxation, the infrastructure building is going to drive the business needs in different vertical segments. So when there is develop in those areas, it needs more than one solution providers and Zyxel has a good opportunity.
Gordon said, “We believe the low cost solution providers are not able to catch up in the country so quickly, so we can be in good position. Our positioning is that we want to be the affordable solution provider. We may be having solution at par with Cisco but we want to be affordable in order to enable the emerging India entrepreneurs.”
“In order to be relevant to the market, we are investing in India. We have a new office now. We are also hiring right kind of people. In Taiwan, we are preparing a team of human resources who can support the India operation,” he added. “We are not positioned for big enterprises rather we are positioned at the SME and SMB enterprises, who are sensitive to price performance ratio.”
Zyxel is trying to make a breakeven this financial year. Gordon maintained, “I know the next two – three years are the years for investment and then only I can see where to go. We have already seen very good growth during past two quarters. I think we are on the right track.”
Praising Make in India initiative of government of India Gordon, says, “We are not a product manufacturing company. We may look at developing software in the country in the future times.” As per him, India has created good environment for software development and have good population engineers. So investing in that area would be an easy move when it is indeed.
Zyxel has presence in Europe, US and Taiwan and many other developed markets and these markets have already in the growth curve of solutions adoption. This experience of the company would certainly help Zyxel in India, which is in the initial stage. Gordon concludes, “We would use the experience of those markets and apply to the vertical markets right here. We would also like to exchange the practices with each other. We know India partners need to be in that stage so we can help them adopt the steps needed to progress to that level.”