As a network integrator, Tulip Telecom Ltd has carved out a distinct niche for itself. Today, Tulip Telecom is one of the top four network integrators (others being Wipro, Datacraft, and HCL) that is active in the Indian market. Over a period of time, the company has worked with numerous network vendors like Cisco Systems, Nortel, Avaya, D-Link, AirSpan, Huawei-3Com, Juniper, Alvarion, Airspan, Polycom, Tandberg and Codian among others. This gave the company, Tulip Telecom, the required ‘sourcing efficiency’ that is a prerequisite for any sustained business dynamics of this nature. By now, the company has served hundreds of customers with its network integration skills. Name any business vertical; be it BFSI, telco, govt/PSUs, manufacturing, pharma, or any conceivable business segment, Tulip has served them all.

But, the enterprise data connectivity arm of ‘Tulip Telecom’ has proved to be a force-multiplier in the whole business model of the company. In 2004, sensing the upcoming demand for MPLS/VPN (Multi Protocol Label Switching/Virtual Private Network) based connectivity, Tulip Telecom, started rolling out its own ‘wireless networking umbrella’ over most of the Indian cities. In a way, Tulip Telecom became a customer of its own. But, the cost in weaving such colossal wireless umbrella was staggering.

Congruent with the expediency, in 2005, the company floated its maiden IPO garnering Rs 100 crore from the primary market. Equipped with hard cash, Tulip Telecom resorted to creating one of the largest enterprise data connectivity (MPLS/VPN) infrastructure in the country.

Later on, the company mustered additional funds of $125 million through foreign currency convertible bonds (FCCBs). “These funds emboldened us into intensifying our MPLS/VPN activities in the country”, says Deepinder Bedi, Executive Director, Tulip Telecom Ltd. Today, 50 per cent of Tulip Telecom’s Rs 1,242 crore revenues come from its relatively new venture of enterprise data connectivity (MPLS/VPN). “The growth rate of this business segment is much faster”, says Deepinder Bedi. While the ‘managed services’ wing of the company is doing fine.

Mallapuram inspiration

On the issue of literacy, the state of Kerela has always stayed ahead of other provinces of the country. In 2004-05, the government conceived a pilot project called ‘Akshaya’ for connecting the entire district of Mallapuram digitally. Tulip Telecom bagged the Mallapuram part of project ‘Akshaya’ and decided to connect the district using wireless technology (read Wi-Fi). “As the terrain of Mallapuram district is rugged, and highly undulating, we decided to execute the task by using 100 per cent Wi-Fi technology (using radios)”, says Deepinder Bedi. The successful commissioning of the project ‘Akshaya’ instilled a great deal of confidence into the organizational structure of Tulip Telecom. As a matter of fact, the central and various state governments identified Tulip Telecom as a capable network integrator, which could accomplish challenging projects related with networking, and their management. For Tulip Telecom, the Mallapuram project proved to be a precursor to the upcoming business around enterprise data connectivity (MPLS), which now contributes 50 per cent of the total revenues of the company. On the e-goveranace front itself, the company has completed the SWAN project of the state of Haryana, while the other two projects (Assam & West Bengal) are under full swing.

Own network

India is home to a diverse mix of business entities. Some are of enterprise level, but a majority of them fall in the category of SMB (Small and Medium Businesses). These enterprising millions have, in one way or the other, become parts of global business matrix. Naturally, the transcontinental outlook of these business entities need pervasive, and industrial grade IT infrastructure. That the era of collaborative business model has fully dawned on the Indian ‘entrepreneurial landscapes’. In a geographically dispersed business regime, credible, enterprise level of connectivity is highly required. “This scenario given us a great opportunity in terms of rolling out a pan India network of ours, fully managed, offering great ‘uptime’ and infallible ‘redundancy’ inbuilt”, says Deepinder Bedi.

Yes, Tulip Telecom’s enterprise data connectivity can be used for providing high speed Internet to big corporate houses, the biggest application of the same is in of running apps like ERP, CRM, SCM, BI, and PLM. “A large number of companies run enterprise apps. For running such heavy apps, credible, and scalable data connectivity is a must. Tulip Telecom taps that opportunity”, says Deepinder Bedi.

This is a fact that the strong technology background of Tulip telecom gives it the upper hand in the MPLS/VPN market where players like Bharti Airtel, and Reliance Infocomm are present. “Our technological self-reliance certainly gives the peace of mind to hundreds of customers of ours nationwide”, says Deepinder Bedi. The nation-wide wireless umbrella does serve Tulip’s enterprise customers, but the same network asset of it carries the potential of delivering other vital services to the rural people as well.

As of now, Tulip Telecom maintains 16 sales offices (including 80 support centers spread across the nation), and its network reaches out to 13,00 towns and cities of the country. For maintaining such a huge network dispersed over the diverse Indian terrains, the company has mustered a work force of 2,321 professionals, 70 per cent of whom are highly trained technical staff.

The primary motive behind the rolling out of a pan Indian data connectivity infrastructure was conditioned by the business needs of its existing and potential enterprise customers. If its client happens to be in the service industry say a bank, then its branches are all spread across the nation (with the possibility of having some branches in foreign locations as well). Tulip Telecom, maintaining an all India network can provide the enterprise data connectivity to such a bank that needs assured, and redundant connectivity (So that that could support core-banking solutions as well other enterprise apps that could support ATM functionalities as well). “For us, BFSI is a major client vertical. Customers like HDFC, PNB, and Barclays are our major clients who get the connectivity based on our platform”, says Deepinder Bedi. So is the case of manufacturing sector. The company offers assured provision of connectivity that can support various supply chain related apps. “We offer robust MPLS/VPN connectivity that can withstand resource hungry enterprise apps”, adds he. But, the aim of providing credible network to enterprises in the country created another favourable circumstances that benefited the nationwide drives towards holistic e-governance.

“Being the largest MPLS/ VPN Service Provider in India, Tulip has innovatively deployed a countrywide network using wireless on the last mile and has successfully bridged the large digital divide that existed in rural India”, says Deepinder Bedi.

Rural promise

The central government, in co-ordination with various state governments has already taken initiatives on creating network infrastructure across all states and union-territories. The National e-Governance Progrm (NeGP), operational since 2006, and aiming at creating a pan India integrated network connectivity, has got three components including SWAN (State Wide Area Network); CSC (Common Service Centre); and SDC (State Wide Data Centre).

As a part of NeGP (National e-Governance Progrm), 1,00,000 CSCs (Common Service Centres) are being established in (rural India) that would serve as the information delivery platform for the rural citizenry. State governments are in the process of creating the SWAN in their respective provinces. Some states have already completed their SWAN projects; others are in the process of getting them. On the other hand, Tulip Telecom has already extended the reach of its connectivity to most of the towns and cities of the country. In a way, what the central government and various state governments are doing (in terms of connecting India); is being done by a single entity called Tulip Telecom. Not only that the company has started its state-of-the-art data centers in Delhi, and Mumbai. It means, Tulip Telecom’s pan India MPLS/VPM network may work as a promising alternate even for the governments (for various e-governanace projects). The Tulip Telecom’s data connectivity competency can be put to nation’s use at the time of any natural or man made distress. “Even though, the Indian states get their respective network in place, Tulip can always be used as alternate or complementary network provider”, says Deepinder Bedi.

“The rapidity with which, we’re expanding our MPLS/VPN network throughout the country, we can reach out to India’s six lakh villages by 2009”, says Lt Col H. S. Bedi.

There’re perceptible advantages to Tulip Telecom’s rural connectivity. A large number of SEZs are being established in hinterlands, for them data connectivity would be simply indispensable (As many applications like SCM, CAD/CAM, and ERP would require credible and high band width connectivity). Not only that, even organized retail industry in the country is undergoing through expansion process. As these retail chains mainly deal in primary produce, their supply chain reaches out to the farmers of the nation. Again, Tulip Telecom’s rural networking can be harnessed.

Rural India is also seeing the emergence of call centers. Ministry of Agriculture has already set up such ‘Krishi call center’. Tulip Telecom can make use of such opportunity. For Tulip Telecom, management of its rural network infrastructure would not be difficult. “For managing our huge rural network, we’ve the expertise in remote infrastructure management. We’ve 80 support centers spread across the nation, from where our technicians can rectify any problem”, says Deepinder Bedi. “We’re a technology company, for us playing with the ‘art-of-connectivity’ is unmatched. Networking is in our DNA. We’re ready to be a key player in the Public-Private-Partnership (PPP) scheme of things. Tulip Telecom can play a pivotal role”, adds he.

The magic of ‘Firepro Wireless’

As the company embarked on creating its ‘own nationwide data connectivity’, a huge demand for wireless networking paraphernalia was visualized. Getting every

Though, Tulip Telecom enjoys excellent rapport, and healthy business relationships with world’s top notch networking vendors (like Cisco and others), getting every component (like point-to-point radios; point-to-multi point radios; TDM radios; wireless LAN products; and IP PBX among others) from ‘these big vendors’ could have jeopardized the grand vision of connecting the entire nation with its MPLS/VPN technology. Striking preemptively, Tulip Telecom, set up its own networking Product Company called ‘FirePro Wireless & Technologies Pvt Ltd’. For all operational purposes, Firepro Wireless functions as an independent company. This Tulip Telecom promoted networking firm (with its manufacturing base in Jammu) has contributed in making the rural connectivity aspiration of the company a reality. For Firepro, Tulip Telecom became the biggest customer for numerous networking products and solutions.

“Firepro has helped us in reaching out to the remotest parts of the country. We’ve found their solutions to be the biggest techno commercial value”, confides Lt Col H. S. Bedi. “As of now, more than 75 per cent of Tulips Telecom’s wireless links are on Firepro Wireless”, adds he.

In every reckoning, Firepro looks capable in serving the company in bringing the cost for putting the networking infrastrure further down. “I’m sure Firepro will play a huge role in our journey towards reaching out to all citizens of India”, says Lt Col Bedi. But, the magic of Firepro may not be confined within the nation itself; its heat can be felt beyond national boundaries.

Foreign task

In an interaction with Digital Edge, Deepinder Bedi said that Tulip Telecom would be venturing into the markets of neighboring countries soon. At a first glance, this revelation appears quite normal, as a number of Indian IT companies have their operations running overseas. But, the ‘intent’ of Tulip goes beyond the obvious business matrix.

Tulip Telecom’s expertise in NI (network integration); enterprise data connectivity, and remote management can be deployed in many developing countries of Middle East, and Africa (SAARC countries as well). In fact, all the NAM countries can get the Tulip Telecom’s treatment as these countries have India-like similarities. “Tulip Telecom’s huge success in rolling out intelligent wireless network across India has impressed the ‘diplomatic enclaves’ in New Delhi as well”, says Deepinder Bedi.

The developing countries have the obvious scarcity of resources. Certain level of computerization has crept into these countries, but there is the lack of organized provision for assured connectivity. There is a lack of local IT expertise as well. If they get some networking projects done from IT companies of the Europe or USA, the cost incurred become astronomical. Also, e-governanace drives there are slower, public investment in IT related chores are minimal. Whether it is a government or a private entity, all feel handicapped. At this juncture, Tulip Telecom can help these nations vitalize their digital sovereignty.

If we talk about Africa, almost the entire continent is marked by hostile, and tough terrains (dense forests, thick savannahs, or deserts).

Laying of fiber optics alone may be a difficult proposition for such geographies. The answer certainly lies in wireless connectivity (using Wi-Fi and Wi-Max). Long back, the Mallapuram experience of Tulip Telecom proved the efficacy of using radio based connectivity option.

Relatively stable countries like Mozambique, Tanzania, Ethiopia, Uganda, Egypt, Libya, Algeria, Morocco, and Nigeria can easily be tapped by Tulip Telecom. So, is the case with the middle-East countries where Tulip Telecom can play its big role. As the company has got its own networking product company in ‘Firepro Wireless’, the task of creating network in these countries would be easier and cost effective. Again, this ‘sourcing efficiency’ of Tulip Telecom can give it a unique advantage.

For these possible foreign ventures, fundings may not be difficult. Many multilateral bodies can show interest once Tulip Telecom speaks its mind about networking the countries of Middle East and Africa. In the case of Africa, the regional body like ‘African Union’ can help the company garnering funds. Not only that, technology company like ‘Intel’ can come forward supporting the cause of Tulip Telecom, which is ever willing to use Wi-Max technology. Middle East countries can again manage funds for Tulip Telecom’s intent for connecting the deep hinterlands of these countries. Moreover, business houses and bourses of some of the better off countries like Morocco, Algeria, Libya, Egypt, Saudi Arabia, Kuwait, Bahrain, UAE, and Qatar can be willing to invest in Tulip Telecom. One thing is clear that Tulip Telecom would get an instant hit in these geographies.

The Mallapuram experience carries some cultural elements as well. That the district of Mallpuram is predominantly inhabited by Muslims, many of them having religious bent of minds. Traditional education system of Madarsa is also prevalent over there. Thousands of students get knowledge of Holy Quran, and Sunnah at these far flung network of Madarsas, most of them away from the current happenings taking place in the world. Ironically, the massive network of Madarsas functions without a proper communication channels. Modernity, even in its technological manifestation, could never touch them. Under project Akshaya, Tulip Telecom brought a large number of Madarsas under connectivity.

Assured digital connectivity, can open an altogether new world to hundreds of traditional seminaries. When people are talking about modernizing the traditional Madarsa networks, Tulip Telecom already did it. Many of Middle Eastern, and African countries having such education systems can get the inspiration from the Mallapuram project. The non-invasive way in which Tulip Telecom has brought these culturally sensitive Madarsas under digital connectivity, would assure many countries who can also bring their Madarsa education system under such networking. A true and global process of modernizing the Madarsa system can be initiated by Tulip Telecom. If Cisco talks about human networking, Tulip Telecom can execute the same in the fullest sense of the term.