Realtime Systems opts for the channel model, to appoint national disty

Mumbai

July 25th, 2007

Mumbai-based Realtime Systems Ltd, manufacturer of networking products has
finally forayed into the channel business. Till date the company was selling to
the government agencies through the tender process. Sanjay Mody, Chairman and
Joint MD of the company said that the decision to work with the channel has been
considered to make the brand more popular and also reach out to a larger
customer base.

Realtime has already started working with 70-odd partners in North India. Now
it wants to have a pan-India channel presence, which is where a national
distributor will come into play. "We want to appoint only one national
distributor initially. The channel is a new business area for us too and we
don't want to take on more than we can chew," claimed Mody.

In the meanwhile, the company is trying to create some enthusiasm in the
channel by organizing dealer meets. The next one will be held at New Delhi on
17th August, 2007. "We are trying to get in touch with the channel directly
to understand what it is they expect from us and how we can meet their
demands," explained Mody. He also intends to tap the retail channel
especially for the ADSL modems and other off the shelf products.

This company has networking products ranging from leased line modems,
enterprise routers, interface/protocol converters, IP cameras, LAN extenders,
switches, wireless products, etc. What sets it apart from other networking
vendors is that all its products are indigenously manufactured at its factory in
New Delhi.

The company has been selling to Mahanagar Telephone Nigam Ltd (MTNL), All
India Radio (AIR), besides other government agencies. "To bag a tender with
these agencies means your products have to pass all the quality checks. Since we
have been dealing with these agencies for over two decades now, it shows that
our products are superior and the government of India itself has acknowledged
this fact. We now want to pass this information to the channel as well,"
Mody said.

The company will also sign up with a third party service provider to handle
all post-sales support issues.