CW: BYOD seems to be your single largest focus as of now. Aren't you putting all your eggs in one basket?
Kumar: BYOD is not a solution set, it is a driver. It is a boundaryless experience, which can start from a humble feature-rich WLAN experience to a role-based access which extends to enterprise mobility. It's not a small compartment of solution, but something that allows us to position our entire portfolio. BYOD will be the biggest driver for serious wireless LAN implementations. And we have graduated from being a pure play wireless company to an enterprise mobility player to address this growing market.
CW: What is your roadmap for 2013 in India?
Kumar: We will continue to focus on the same areas and work with our partners to enhance their solution skills. There will be a slight restructure that will happen with respect to our GTM. Our volume business will be driven mainly through our VADs, while our solutions partners will work directly with the Aruba team to drive our high-touch business. Education sector still happens to be the largest market for us, apart from enterprise, healthcare and government.
CW: But is education sector a big buyer of BYOD solutions?
Kumar: Students are the most performance hungry gadget users. As a result, the IT decision makers in this segment are the most demanding customers we have. We have at least seven education institutions that have more than 1000 APs in the campus. There clearly is a huge demand for BYOD.
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