T&M India Focussed Solutions: QoS and other Business Tools

T&M industry in India and the revenues it can generate from pure hardware sales are stagnating as the major vendors are slowly coming out of the blood bath following downturn of 2009.The Telecom industry which was the mainstay of T&M(2004-09)is facing fatigue with market penetration pains ahead.The T&M sales people in India are facing difficulties at the Finance level for justifying Capex!

Desperately they need to have some innovations in action not merely theoretical ideas of market segmentations and programs for promotions.Unfortunately the Sales Talent attrition is so high the Return on Management(RoM)is needed to be stepped up.
All major sectors here,not only Telecom,but Defense,Automotive,Semiconductors,Education and Power need to be addressed by Focussed Solutions and innovative services.Retention of the right People in Professional Services is required and concept of "pay per use" at every business unit level need to be put.Fortunately there is enough customer demand and need in the system.

What we need is a T&M India Solution and Services leadership at the helm.

T&M Importance: Getting into India Focussed Solution!

T&M industry and the Solution business generated through the Testing instruments wrapped with all services, is getting on Focus as many industries cry for solving these issues in India.In Telecom India is facing MNP rollout delays,Security related NEM Equipment Clearance and off course long standing concerns on Spectrum usage efficiency.Likewise the Manufacturing Industry in India though experiencing growth in several segments has a Productivity and Quality issue.Most of the Public Sector Manufacturers face a tremendous competition from foreign Companies and are not able to grow profitably well.Likewise in Defense and Aerospace industry the Operations of several sys tems is hampered by the fact that customised Testing ATE are not deployed.

These are few areas of national importance where the T&M solutions and services can play an important role.T&M industry can impact significantly to the Quality and productivity to these operations and in turn to the Enterprises as a whole,where they are deployed.

Kindly contact the writer if Professionals,or Entrepreneurs in T&M field will like to explore.Contact vishnu_goel@yahoo.com

T&M Selling is really Solution Selling!

Test and Measurement(T&M)selling involves an appreciation of the customer application and then trying to come up with the boxes fulfilling the technical parameters to be measured.Selling test instrumentation precedes knowing the right information and facts about problem being faced by the customers.

Dig for those measurements inputs using your rapport and alignment with the customer through the selling process.The target customer will decide the measurements to be made.The customer will naturally be the part of the equation and the T&M seller will be fully aligned with him.

T&M selling thus involves contacting,qualifying,investigating,presenting and closing the solution appropriate to the situation.The test requirements will vary from a project to project and instruments will be integrated together,with the software and other services put on the Top.

In this process of enquiring and investigating real measurement needs are to be separated with the superfluous ones.Sellers technical knowledge and application expertise will come handy here.T&M selling thus leads to Solution Selling.The skills involved are both hardcore tech expertise and soft one like Building Rapport,Communication and relationship nurturing!

T&M Industry to have a Defining Decade globally and in India

T&M Industry through its Products and Services will see definitive changes and will get new dimensions while in quest to serve the other industries with which it interacts. These changes will be mutually beneficial, and will be universal in nature.

Let us touch base with hardware architecture. Increasingly the hardware design is getting divided in two camps - one who prefer making new instruments simple, very portable, easy to use and compact unit. These portables are generally assembled mass scale in North Asian and East European countries to leverage low cost components and competitive manpower. The other camp is for designing new "Systemic" architecture and "Solution Capability". The divide between Value and Volume will widen not narrow!
The Software test architecture likewise see new standards getting into action and this time the standards will be decided by needs of Defense and Telecom fusion with appropriate use of web technologies thrown in. So the solution will have three elements Hardware, Software and Web Interfaces on I/O communications. Other trends like Interoperability, Standardization, Conformity, and cost saving will be visible depending upon how we are able to expand all kinds of T&M services. Basically we will move to the regime of unified "Test & Management". Besides Defense and Telecom, the trends in Semiconductors and Power will impact the T&M industry in a big way. The pressure on yield and reaching limits on "Moore Law", Smart Grid applications, Cloud Computing and Virtualization and "Green Technologies" will influence new requirements on Test interfaces. Manufacturing Industry as we know today will be changed as the divide between selling price and manufacturing cost widens.

Services, more particularly T&M services, will become even more important as the component of Intellectual Property (IP) to Create (read Design) and Market will be dominating the scene!

Wishing a happy 2010 and Welcome to a Defining Decade!!