It looks like we are having the right focus on the deals which may be emanating from big Global Manufacturers downstream projects fanning out to India.In fact we covered the strategy to just follow the balance sheets of large EMS/ODM type accounts in asia and tracking them to local units here.I think some mainstream accounts will get covered that way and without difficulty we can generate business for manufacturing test systems,or even PXI based modular customised ATEs there.The OEMs related to telecom are also being pursuaded to produce goods locally as per the new policies of DoT (NTP 2012) and the cluster manufacturing policy of the DeITY.
A real critical part of covering the geography as vast as India is small and medium to large industries or assembly projects of Electronics nature.Here a simple policy should have three elements : Cover to Compete and then Close deals.Small R&D based single product small manufacturers are thousands of them in area of Components,Energy,Materials,Healthcare and Automotive Electronics.The modern jargon in marketing is " Torso" and "Tail" type customers.Here the combination of a pull and downstream calling by the company is required,where the deal size can be small but otherwise rewarding-due to faster close cycle and the IGM on the deal very high usually.
Much of the pre-sales effort can be mass customised for this purpose and modula instrumentation based on new PXI can be useful here.With one survey,it is estimated that we may be having approx
150,000 or so suspects in the country.We can take ideas of the kind of solution which can go there,from some geographically spread accounts in Energy Meter industry,or capacitor manufacturer.
Segregating and separate focus on tail particularly is important because over the time they will graduate to the "Torso" status and their own growth will drive T&M industrys growth too!.
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