Meru to strengthen its channel base

With the objective to enhance its presence in the Indian market, Meru

Networks, a California-based provider of wireless LAN, is looking forward to

strengthening its channel base and promoting its existing channel network.

Meru Networks entered the Indian market in 2008. The company caters to the

demand for converged wireless LAN that supports voice as well as data thereby

assuring mobile applications for enterprise segment.

About the number of partners that Meru is looking forward to appoint in the

country, Girdhar Java, Country Manager, Meru Networks commented that the company

has not yet decided on a figure but it aims at building a strong channel base

that will have the potential to execute projects for the enterprise segment.

“We do not want to overcrowd the space by appointing more and more number of

partners. Rather, our objective is to position our partners in a space from

where they can deploy quality level of Wi-Fi solutions for customers across

verticals,” said Java.

Meru deploys wireless networking facilities through the channel but keeps a

direct track of its customers as well. The company also imparts training to its

partners to promote the products and solutions.

Talking about the challenges that Meru has been facing in the Indian market,

Java shared that the awareness level of customers in India is very low, and they

often do not have the right information about the potentials of the available

technology.

“For instance customers are not aware of running multiple application in

single structure. This implies that the knowledge level about the broad spectrum

of a technology is still not very strong in the Indian market,” added Java.

Speaking on the strategies that Meru is adopting to increase the awareness

level of customers, Java said that Meru would soon rollout training sessions and

seminars for partners as well as customers.

Meru is currently catering to the market of South, West and North India. The

eastern part is yet to be explored by the company.

The company has established its R&D center in Bangalore and has initiated its

regional sales and support for customers and partners in January this year.