Madhu Nair, Country Manager & Director-Sales, India and SAARC, Spirent Communications

Madhu Nair brings to the table over 25 years of experience in the telecommunications sector across the domains of T&M, OSS and network optimisation solutions. He is currently managing and growing the business for Spirent Communications as country manager and director of sales in India and the SAARC region. “We want to support and guide telcos, the government sector and network equipment manufacturers through this phase of new technology,” says Nair.

As per Nair, the consolidation of the Indian telco market has brought in enormous potential for growth. “Earlier, the testing tools were seen as an expense, which the operators tried to avoid or procure only if needed for critical testing. Now that the competition is between equally strong players, the difference is in quality and innovation. Also, the operators are looking at new ways to optimise the cost through various innovations to better serve their customers. To address this space, we have brought in a number of services from Spirent like lab-as-a-service and test-as-a-service,” he says. Another area is the deployment of a 5G network, where the potential for revenue enhancement is much higher.

During his career, Nair has worked with companies like Agilent, Clarity, PCTEL Inc, SAFCO Technologies Inc. and VIAVI. At Agilent, he worked with a top-tier service provider in India to support its journey to become one of the top service providers in the world. “I set up a plan for the preliminary design of 10 cities by our experts, and trained the customer teams in parallel so that they can take over and design for the rest of the country. On the face of it, it looked as if I was foregoing the larger business opportunity, but my decision proved right as the customer was able to save a phenomenal amount of money. We won their trust and were flooded with business from them,” he recalls.

His management style is a combination of participative and democratic mentoring and coaching. “My experience in sales across many industries, specifically in strategic solution selling including managed and professional services, is a strength I use to guide and mentor my team,” he adds.

In his free time, Nair likes to read, and play football and badminton. His family comprises his wife, Deepa, who is passionate about botany and plants. She taught science in senior school for 28 years before taking voluntary retirement. They have a daughter, Medha, who is currently working at the International Monetary Fund in Washington DC. Nair’s younger brother, Biju Nair, is CEO of Hyla Corporation.