1. Responses from R&M for CRN – Abhijeet Mukherjee
from
Mr Shailendra Trivedi
Managing Director, R&M India
March 07, 2012
About R&M
R&M is a leading supplier of passive cabling solutions for high-quality communication networks. With its
copper and fiber optic systems the company contributes significantly towards ensuring operational
reliability in voice, data and image transmission - worldwide. As a systems provider R&M has set itself the
target of developing optimum functionality and, above all, satisfying the highest quality criteria. R&M also
provides maximum installation and maintenance convenience. R&M solutions stand out by virtue of their
maximum availability combined with cost-effective network operation. R&M’s high level of product quality
and forward-looking system design ensure that the networks are sustainable and the investments
safeguarded. R&M cabling solutions are used in office buildings and homes, by net-work operators and in
industry. Website: www.rdm.com
Questions—
1. What is your roadmap for 2012 in terms of expanding?
 Product portfolio
R&M has a robust portfolio of structured cabling products and solutions for both copper (Cat.5e,
Cat.6 and Cat.6A) as well as fiber-optic cabling systems (single-mode and multi -mode) which
are extensively used in offices, data centers, telecom, residential and industrial networks.
Our new product launches were focussed on 2 areas - data centers and FTTH.
We augmented our data center solutions with the launch of High Density Patch Panels for the
Cat. 6A platform alongside the Raised Floor Box solution. These solutions are high density and
therefore offer more connections and take up only minimal space. They’re also modular
therefore making it simple to change, add or upgrade solutions.
These new launches join our existing Cat. 6A system, plug and play MPO / MTP systems as well
as pre-terminated cabling solutions for data centers.
We also launched our end-to-end FTTH solution called R&Mfoxs. Our FTTH solution is a
perfectly scalable solution so network providers can add more connections as and when
necessary. Since it is an Single Circuit Management solution, it allows the administrator to check
and manage connections of individual subscribers. This makes any modifications and
troubleshooting incredibly quick and simple.
 Geographically
As we grown, we’ve continued to ramp up our supply chain. In addition to our national
distributors Vibgyor Net-Connections and Inflow Technologies, we have deemed it necessary to
add more regional distributors. Regional distributors bring a lot more agility and they ensure that
our products reach our customers on time, within that region.
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2. Coupled with the regional distributor’s reach, our products and solutions reach a much wider
market than before. We’re happy to state that we have already appointed 2 new regional
distributors - one in Kerela and one for Maharashtra.
For Kerela, we’ve added Gateway Networking Solutions based in Cochin. They are well versed
with structured cabling and have been in the industry for over a decade.
For Maharashtra, we’ve appointed Ultima Infotech who has significant presence and operates
across Maharashtra including the key markets of Mumbai and Pune.
We’re excited to be working with them and look forward to a great relationship.
 Channel partners and in which region
R&M’s Qualified Partner Program (QPP) which our partners and installers undertake on a
periodic basis so as to ensure expertise in the planning, design and installation of R&M’s
products and solutions. They’re equipped with technical and sales related assistance from R&M.
So far, we have over 135 QPP certified partners across India. About 20% of those partners are
located in Tier 2 and TIer 3 cities.
Our emphasis in 2012 is going to be on enabling and empowering partners.
In 2011 you planned to venture into tier-2 and -3 cities. What were your learning and
achievements?
Given the size of the market, venturing deeper into Tier 2 and Tier 3 cities needs extensive
efforts. Right now, we’ve endeavored to build awareness about the R&M brand and our products
in these cities. This will continue in 2012 through focussed discussions and road shows.
We’re glad that we have our regional distributors on board and their reach, their relationships
and customer base will help us gain traction in these cities.
2. What plans do you have for Data Centers, FTTH and telecom networks?
We augmented our data center solutions with the launch of High Density Patch Panels for the
Cat. 6A platform along side the Raised Floor Box solution. These solutions are high density and
therefore offer more connections and take up only minimal space. They’re also modular
therefore making it simple to change, add or upgrade solutions.
These new launches join our existing Cat. 6A system, plug and play MPO / MTP systems as
well as pre-terminated cabling solutions for data centers.
We also launched our end-to-end FTTH solution called R&Mfoxs. Our FTTH solution is a
perfectly scalable solution so network providers can add more connections as and when
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3. necessary. Since it is an Single Circuit Management solution, it allows the administrator to check
and manage connections of individual subscribers. This makes any modifications and
troubleshooting incredibly quick and simple.
3. What kind of verticals are you targeting this year and why?
R&M products and solutions are used across a myriad of sectors like Telecom, IT/ITES,
Manufacturing, BFSI, Education, Automotive etc. to name a few. Each market has its own set of
distinct requirements and given our portfolio of end-to-end cabling solutions, we are able to cater
to those requirements.
Manufacturing / industrial networks need industrial grade of cabling and components. R&M’s
FM45 line of products offer this industrial grade of protection to the products to protect against
dust and other foreign particles.
BFSI, to quote another example, requires a level of physical security in networks such that only
authorized people can patch & re-patch the cables. Here, R&M's Security System provides 3
levels of physical security through color-codes, modular plug-in & plug-out locks that can only be
opened with a key by authorized personnel.
Data centers are growing strategically important with large investments being made to create
them. R&M has an extensive portfolio of cabling solutions for data centers including Cat. 6A
meets global quality standards, offers high performance and is highly flexile so as to make any
additions or changes to the network seamless.
4. What kind of partner engagement programs have you planned, please provide details?
In terms of partner engagement, we believe it’s important to keep our partners informed about
our roadmap and product portfolio. In November 2011, R&M held its first APAC Partner meet in
Phuket. As a platform to interact with partners from around the continent, the R&M Partner Meet
focussed on enabling the channel partners to share experiences and best practices.
Our Qualified Partner Program (QPP) coupled with other periodic technical workshops we carry
out are well received and we intend to continue our efforts accordingly.
5. What kind and how frequently are you looking at providing training to certified partners?
We have at least one or two cities lined up each month for our Qualified Partner Program
certifications and training. Completely hands-on and highly interactive, we’re thrilled to see our
partners’ enthusiastic participation. We also ensure that there is ample time for Q&A and
feedback.
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4. 6. What are you doing for post sales service? Are you planning to open new centres, recruit
more people?
Currently, our sales force is present in all major cities and along with our distributors, we cover
most regions. We have a dedicated technical manager assigned to each zone of India who
ensures that site inspections are made periodically and that all technical concerns are sorted
and technical assistance is made available when required.
7. What kind of revenues and growth are you looking at in 2012?
Given our efforts, our commitment to our channel partners and the strength of R&M’s product
portfolio, we’re optimistic about 2012.
Additional Information
With a surge in the growth of data centers, R&M has launched its end-to-end cabling system for
data centers. R&M’s modular, high-performance solution is compliant with international
standards and will reduce hassles during installation. The form factor is also designed to take up
lesser space while maximizing efficiency. R&M has a portal dedicated to data center cabling at
http://datacenter.rdm.com
R&M also introduced its FTTH solution. With individual subscriber management, it makes it easy
to manage single connections therefore making the administration of the fiber optic network
simple and efficient. Its modular design makes it easy to add or modify the number of
connections. R&M has a portal dedicated to FTTH networks at http://ftth.rdm.com
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Press & Media contact:
Andal S
CHANGE AGENTS PR for R&M
+91.80.41603144, +91. 9686111595
Andal.S@ChangeAgents.in
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