Exclusive: Alcatel-Lucent Enterprise expands into critical networks

Alcatel-Lucent Enterprise (ALE), a global leader in networking and communications technology, is taking strides in expanding its solutions for critical industries across Australia, New Zealand, and Fiji.

With a strong focus on mission-critical sectors such as healthcare, transport, and energy, ALE is positioning itself as a key player in the region, offering secure and reliable communication networks.

In an exclusive interview, ALE's country business leader for Australia, New Zealand, and Fiji, Maud Holvast, and network business leader, Guy Kelly, discussed the company's partner-driven approach, and their recent innovations.

Both executives emphasised the company's commitment to simplicity and integration in a rapidly evolving technological landscape.

"I've been with the company for about 20 years, starting as a partner manager in the Netherlands before moving to my current role leading the region," Holvast explained, reflecting on her journey with ALE. Kelly, a more recent addition to the team, has brought over 25 years of experience in tech to lead ALE's networking business in the same region. He joined the company to enhance its position as an innovative, cost-effective solution provider.

Partner-Centric Model
At the heart of ALE's operations is its 100% partner-driven model, a key pillar in the company's strategy. ALE relies on its partners, including resellers, managed service providers, and distributors, to bring its solutions to market.

Holvast described the approach as being central to the company's ethos.

"We only sell through the channel with the channel... It really puts the customer and the partner on a pedestal," she expressed.

In the past year, ALE has focused on improving its partner programs, making it easier for new partners to join and for long-standing partners to specialize in specific sectors such as healthcare or hospitality. This industry accreditation allows partners to differentiate themselves in competitive markets, giving them a specialized edge.

Holvast added that the partner model has evolved to meet the changing market, particularly with the rise of cloud services post-pandemic.

"We're now allowing partners to specialize more narrowly, whether in support, sales, or cloud services, and they can work together with other partners to deliver complete solutions," she said.

Mission-Critical Solutions
ALE's expertise lies in providing highly robust and secure networking, communications, and collaboration solutions to mission-critical industries.

These solutions are particularly suited to sectors like healthcare, government, and utilities where reliability and security are paramount.

"We provide mission-critical, highly reliable, secure networking and communication solutions," Holvast explained. "We're not your SME-type solution provider but really focused on industries that need everything to always be on."

Kelly, who oversees the network solutions side of the business, elaborated on what sets ALE apart when it comes to network deployments.

"We're committed to open standards and integration, making deployments faster and easier for customers," he said. "Our focus is on simplicity and automation with features like Lightning Config, IoT fingerprinting, and Intelligent Fabric, which really simplify the deployment and operation process."

This dedication to simplicity and automation, combined with a reputation for reliability, has allowed ALE to carve out a niche in challenging environments such as transport and military operations. "We work in some harsh environments like energy and utilities, and our mission-critical networks are built to withstand those conditions," Kelly added.

Expansion in Fiji and Beyond
While ALE is well-established in Australia and New Zealand, its presence in Fiji is a point of pride for the company. "We've been in Fiji ever since we entered the region, and having local partners there has been essential to building trust and business," Holvast said.

The company is also looking to expand further into sectors such as energy, utilities, and transportation, areas that offer significant potential for growth. Kelly pointed to ALE's ruggedized portfolio, which is particularly suited to these industries. "We've seen great traction in transport and energy sectors, working with partners like Siemens and Alstom, and we're excited to bring that success into the local context," he said.

Embracing Cloud and AI
ALE has been a long-standing player in cloud communication solutions, a sector that has seen rapid growth due to the pandemic-driven shift to remote work.

"Cloud has really taken off, and we've been riding that wave," Holvast said, noting that the company's cloud telephony solution for SMEs, Rainbow Hub, is set to launch in 2025.

Kelly also touched on ALE's integration of AI into its network operations. "AI is fundamentally pattern recognition, and when applied to networks, it's really effective at identifying anomalies and providing suggested remediation," he explained. ALE's AI-powered Network Advisor helps detect network issues, from configuration problems to denial-of-service attacks, allowing for faster and more efficient troubleshooting.

While ALE focuses on its own AI solutions, the company also collaborates with other AI-driven organisations, particularly in areas like CCTV and security networks. "We've partnered with companies like Milestone and Genetec to integrate AI into our security offerings, which is a great example of how we can use AI to enhance network and operational security," Kelly added.

Looking Ahead
As ALE prepares for its 105th anniversary, the company continues to innovate while staying true to its core values. Holvast highlighted ALE's commitment to sustainability, noting how the company has taken steps to reduce its environmental impact. "We've been focused on making our solutions more energy-efficient, reducing packaging, and generally doing business in a way that helps build a better future," she said.

Kelly agreed, emphasizing that despite ALE's relatively low profile in Australia, the company's dedication to engineering excellence is driving its growth. "We may be a challenger brand here, but once people work with us, they're impressed with how easy our solutions are to manage and how much value they offer," he said.

As for feedback from their customers, both Holvast and Kelly stressed how well-supported their clients feel.

"We take the time to understand their requirements, and once we win a customer, we rarely lose them," Kelly said. "They appreciate the hands-on support they get from us and our partners."

Looking forward, ALE's continued focus on cloud services, AI, and mission-critical solutions positions it to meet the evolving needs of its customers.

"We're excited about what's to come, and we're always here to support our partners and customers as they grow," Holvast added.