Some new (very nice) info on the Tata Contract from Light Reading
The incumbent provider in the Tata deal was CSCO....see 2nd to last para. below...critical part I put in CAPS...win seems to be a surprise the way the last part of same para is written...very nice win for ALU.
Alcatel-Lucent Wins Major Contract From TataComm
European equipment vendor, Alcatel-Lucent (NYSE: ALU) has procured a major deal from Tata Communications Ltd. (NYSE: TCL) spanning 51 countries for a period of three years.
As part of their modernisation process, Tata Communications was looking at replacing its legacy equipment which would help them to bring down the OPEX. "Besides that they were also looking at offering more resilient performance to their enterprise customers," says a well placed industry source on condition of annoymity.
While the financial scope of the deal is unclear, it is safe to say that the deal will add considerable weight to Alcatel's portfolio.
Besides Alcatel Lucent, the company evaluated three other vendors, Huawei Technologies Co. Ltd. , Cisco Systems Inc. (Nasdaq: CSCO) and Juniper Networks Inc. (NYSE: JNPR).
"The selection of the vendor was a rigorous process spanning over nine months. The process also involved dialogue between Research and Development departments of the two companies. Tatas wanted to know the product roadmap in detail before taking a final call," adds the source.
An element of go-to-market might have also played out in this deal. SINCE CISCO, WHICH WAS HANDLING THIS BUSINESS BEFORE ALCATEL GOT THE DEAL, is a prominent player in the enterprise segment and might have helped Tata Communications in getting additional business from their clients. This would definitely go against Alcatel since this player is not so strong in the enterprise space.
Mumbai based Tata Communications was founded as VSNL (Videsh Sanchaar Nigam Limited) in 1986 and owns a submarine cable network, a Tier-1 IP network. It also operates one of the top largest data centers in Pune and has a cable network of more than 235,000 kilometers.
And that feeds the notion held by some that ALU can quickly acquire 10 to 15% market share in Core Routers. Of course, this assumes the Tata contract is about Core Routers, which seems likely.
I have said here for some time that ALU's XRS Core Router is a very critical product for the company. Their offering clearly has significant technical advantages over like products from JNPR and CSCO. And the revenue from ALU's Core Router, and related margins, are critical to the survival of the company.
When so much has gone wrong at ALU, for so long, ALU's IP Unit is nothing short of awesome.....and literally the financial backbone of any chance ALU has of turning the company around.
If the Light Reading article is true, it is a great win for ALU.