‘We focus on value and lowering cost of ownership’

Girish Rishi,
Senior Vice President, Enterprise Solutions,
Motorola Solutions

The Enterprise Solutions market in India is surging ahead brimming with opportunities, thanks to the growing demand for such solutions from Indian customers. Girish Rishi, Senior Vice President, Enterprise Solutions, Motorola Solutions shares with VARINDIA how it views the India market from an Enterprise solutions standpoint

How is the current Enterprise Solutions market in India faring? What is the share Motorola is enjoying in this space in India today?

The Enterprise Solutions market is experiencing good adoption in our core markets in retail, logistics and transportation. We continue to be category leaders in the market and product segments we play in. Customers are looking for greater integration across disparate systems and solutions that deliver long lifecycles.

What are the primary growth areas for Motorola in the country? How do you wish to replicate the same success story seen globally in India? 

Our vertical market focus in retail and transportation are the primary growth areas. India’s retail sector is in its dawn and we are bringing our three decades of technology solution expertise of delivering operational efficiency to these sectors to India. Also, customers such as Blue Dart are taking bold steps as they deploy solutions that make them more competitive and bring them closer to their customers. 

What is your strategy to remain ahead of competition?

Voice-of-the-customer research, industry domain understanding and strong technology patent portfolio. We focus on value and lowering cost of ownership. Most importantly, we partner with best-of-breed channel partners who wrap their software, applications and services capabilities around our products. 

What are the business practices you adopt that will help your business grow consistently?

For products, we focus on use cases, tiering and ease of use and application development. In our solution build-up for customers, we recruit and develop channel partners who provide context to our offerings. We ensure that our brand and marketing conveys reliability, innovation and a long term commitment to markets.

What are the enterprise solutions you are offering at present? How do you ensure that you come up with 'value for money' solutions for your customers?

Data capture as in bar code scanning and RFID, enterprise mobile computing, wireless local area networking and software solutions. We deliver value for money for our customers by focusing on a value stack that starts at a device and goes all the way up to applications and services. The stack is a combination of offerings from Motorola Solutions and business partners. The entire stack is catered for business critical needs of our customers and is constantly evolving.

How different is the Indian market from the global one when it comes to demand for enterprise mobility solutions? 

Most people will tell you that the Indian market is like no other global market. People categorize “India” in BRIC but we find the Indian market very different. On a positive note, we find the Indian market fertile in technical, systems and integration capabilities. A superior technical audience in the ecosystem and within customers is exhilarating to engage with. 

On a challenging front, India continues to have certain segments that are driven purely by price of the solution versus the value it delivers to the operations. To that end, we have introduced entry tier offerings such as the LI2208 scanner, the MC2100 and MC45 mobile computer. These products were designed with the Indian market in mind. They bring Motorola value at an entry level price point. 

Overall, we remain optimistic that India will be a high growth market and will evolve in to a value buyer as we have seen happen in other emerging markets. 

samrita@varindia.com