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Interview with Sekhar Rao, Chief Operating Officer - MACH India
Publication: 19.02.2008
In this interview, Sekhar shares his thoughts on current and future trends and also MACH’s key uniqueness in the Indian market.
1. What is your view on the status of the industry in India at the moment?
“There is expected to be continued growth over the next 5 years – how we tap into it is the key to success. India has had huge subscriber growth, with 6 million new subscribers added each month. The region has hardly even reached 23-24% penetration of this market. China is at around 38% so there is still huge potential to be reached over the next 3-5 years.
There is a consolidation of operators who are controlled by a few groups. The transition scenario of national roaming to international roaming is not currently large but is increasing (both inbound and outbound).
There are a few key issues/trends in India. Approximately 90% of the market is currently made up of pre-paid subscribers. International pre-paid subscribers are currently not many but there is future potential to be tapped into. It’s a complicated business that requires large capabilities from operators. There is also a large opportunity for content. Most new subscribers are part of the younger generation with a high consumption of all lifestyle products which include downloads and mms communication. Coupled with a booming Bollywood industry in India, this feeds the need for content.
MACH is considered a trusted 3rd party help for operators’ growth and settlement. MACH can assist operators and help address the market issues and potential for the future. The industry is looking for someone like MACH to help them tap into this expanding segment volume.”
2. How is MACH India playing a part in shaping the industry and optimising growth in the region?
“MACH has a major market share in India. Operators are now focusing on the need for IOT Check and Re-pricing services. On the IOT Check side, using case studies and actual scenarios to prove its cost effectiveness and the potential revenue saved has been a big deciding factor for operators. The Re-pricing simulation tool has also been a convincing factor for operators choosing this solution.
Previously any products that impacted the top or bottom line, the market sought, tapped into and accepted. Now, more than ever they are seeking high-tech and business intensive services. This is breaking the perception that the Indian market is not ready for Value Added Services (VAS) and links to the burgeoning international pre-paid subscriber trend, which looks set to continue.”
3. What are MACH India’s strengths in relation to the industry?
“We place a high emphasis on our client relationships. We prioritise this.
Our strength in India is the unrivalled knowledge that we have of roaming worldwide and how we apply and share this with operators. Equally, linking up with MACH provides operators with greater exposure to other operators and a huge network of possibilities.
Our GSM visibility and presence in key working groups helps enforce MACH’s influence and reputation as a ‘power house’ within the industry. Becoming strategic partners with our clients; looking at areas of improvement and fixing issues, saving clients money, taking action and not just talking, has undoubtedly strengthened relationships.”
4. What do you consider to be the next big trends in the region that we should watch out for and target?
“Lifestyle trends will fuel the growth in international pre-paid subscribers and demand for content. Additionally fraud volumes are likely to increase along the same lines, thus linking to a potential need for NRTRDE and Fraud Protection.”
5. Part of MACH’s uniqueness is the strength of its regional teams – what are the key strengths and benefits of MACH India?
“Last year MACH India completed 11 years as part of the organisation. There is a strong link between internal focus and camaraderie which leads to a positive approach and reputation externally. The links with our clients are very strong – we understand their local business, concerns and requests, yet with a global perspective. We have a one-to-one rapport and ability to anticipate issues – what is it that we can do for them? It’s about going the extra mile for greater client satisfaction.”
6. Are there any final thoughts that you would like to share?
“The perception of MACH within the external community is very high and positive. I remember previously when a manager asked me what I thought about MACH, I thought of one word; "fantastic!" It is a fantastic company.
If you meet a client or vendor in India, people always view MACH in a very appreciative light. The strength of our products and the day-to-day relationship with our clients is so valuable, as is word of mouth. We have an excellent central positioning which has definite, distinct advantages such as our global operator network and intra-settlement pool. Operators know the value of this.”
For further information, please visit www.mach.com
