For Amit Arora, country manager, EXFO India and SAARC, the most challenging task was establishing the test and measurement (T&M) major?s presence in the country. ?EXFO began doing direct business in India three years ago. Growing EXFO?s business while maximising revenues and margins, improving operational efficiencies and increasing market share are our key priorities,? he says.
He seems satisfied with the progress so far. ?EXFO is witnessing a growth rate of about 30 per cent every year. Over time, we have marked our presence in the country.?
However, his work doesn?t end there. The main target before him, he says, is to continue building the company?s product portfolio for telecom operators. ?Currently, our products in India comprise high speed multi-service testing solutions and platforms based on our 100G support capabilities. Our customer base comprises network element manufacturers, system integrators and carriers. Going forward, we will focus on the operator segment, by offering advanced solutions and technology platforms, thereby boosting our operations in the country,? he elaborates.
Arora has over 19 years of experience in the direct and channel sales field for telecom operators. Prior to his current role, he worked for over five years each at Tektronix and JDSU in the direct and channel sales business.
He considers his ability to manage people and build relationships as his professional strengths. He is equally candid about his weaknesses, and says time management is often a challenge. ?Sometimes, owing to work-related commitments, I am unable to spend adequate time with my family,? he says.
Asked what technology trends he expects to witness in telecom this year, he responds: ?Indian operators are increasingly focusing on providing data services to customers. This requires a shift from deploying synchronous digital hierarchy to packet-optical technologies in networks. Going forward, operators are expected to pump in significant investments in packet optical technologies, especially for network backhaul and infrastructure.? Operators today are striving to meet their bandwidth requirements by increasing the speed of their networks. In light of this, network element manufacturers have shifted to the development of 100G networks in order to leverage second-generation high speed transceivers.
When not focused on enhancing EXFO?s revenues, he enjoys spending time with his wife and two children.
