Interview with Ganesh Jivani, managing director, Matrix Comsec

Ganesh_Jivani“For FY 2014-15, we plan to grow our telecom business by 20 percent and security business by 30 percent”

How has Matrix Comsec performed in FY 2013-14 in terms of revenue and large deals?
We grew by about 15 percent last year. Considering the general economic situation, we did fairly well. We closed few large projects in domestic and international markets including one with a telecom operator in Africa.

How has Matrix performed both in voice solutions, unified communications and security domain in FY 2013-14? What’s your plan for FY 2014-15? 
We did better with voice solutions compared to security which is relatively a new business for Matrix. For FY 2014-15, we plan to grow our telecom business by 20 percent and security business by 30 percent.

What were some of the big deals that you have bagged in voice solutions and unified communications for FY 2014-15? Are you also pitching for some of the large deals? If yes, how? 
Matrix is a registered and regular supplier of voice telecom equipment to many telecom operators in India and many other parts of the world. Our new customer acquisitions include a large deal for Matrix NAVAN with a large telecom operator in Africa. NAVAN is a convergence solution integrating all data and voice requirements for small businesses including IAD, switching, Wi-Fi, routing, firewall, IP-PBX, SIP trunking and messaging. For FY2014-15, we are working with few more telecom operators in other geographies. In addition, we are also expanding our channel network in new regions.

What were some of the big deals that you have bagged in security domain for FY 2014-15? Are you also pitching for some of the large deals? If yes, how?
During FY 2013-14, we acquired many large accounts in India, the middle-east and Africa for access-control and time-attendance solutions. Matrix COSEC is an enterprise-grade access-control and time-attendance solution. Most of Matrix COSEC customers are large organizations with multiple locations. We have a strong funnel for access-control and time-attendance solutions for FY2014-15. We would also strengthen Matrix SATATYA portfolio targeted at enterprise-grade IP video surveillance applications.

Are you focusing on top-end customer through voice solutions, unified communications and security solutions? If yes, what has been your success rate? If no, why?
Matrix telecom and security solutions are designed specifically for SME and large enterprises. Most of Matrix solutions are versatile, feature-rich, scalable and reliable. We approach these customers as their consultants and spend time in understanding their requirements before suggesting them optimum solution. We are a company of engineers who love our technical jobs that we do. In addition to our products, customers value our knowledge, skills, commitment and transparency brought to the table.

Your global footprint of more than 500 channel partners helps you in increasing non-India revenue. What is current revenue from international and what’s your target for international revenue in FY 2014-15? How do you plan to increase international revenue?
We plan to generate about Rs 50 crore from international sales which should be approximately one-third of our total business. We are following three-pronged strategy to grow our international business: Cover more countries by appointing distributors in unrepresented countries; Offer more products to existing channel partners; and increase number of system integrators in countries where we already have distributors.

What is the development happening on new products both in telecom and security domain? What new products are you planning to launch in FY 2014-15?
In telecom, we are working on new Unified Server, IP terminals and IP/GSM Gateways. In video surveillance domain, we plan to focus on IP video surveillance and would launch new enterprise-grade video management server, higher capacity NVRs and IP Cameras. For access-control and time-attendance solutions, we have plans to launch new devices and panels.

Are you also planning to diversify in other product domains? If yes, please mention those domains and why?
During the last 3 years, we diversified into two security domains one after the other – access control and IP video surveillance. These diversifications are relatively recent and we need another 2-3 years to consolidate before we think of any new diversification.

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