Keysight’s India manufacturing move ‘broadens partner monetisation’ opportunities

Local manufacturing strengthens Make in India-led demand across government and high‑tech segments, opening services and solution‑led growth for partners.

Keysight’s move to establish local manufacturing in India is set to do more than strengthen its supply chain - it opens new growth avenues for its partner ecosystem. The shift is expected to drive stronger traction across segments that prioritise “Make in India” solutions, particularly within central and state government customers.

As demand increasingly tilts towards locally manufactured products, partners stand to gain through deeper customer engagement and expanded business opportunities.

Speaking to CRN India, Keysight’s APAC VP and GM, Sudhir Tangri, said with the manufacturing facility in India, the company expects to see increased traction across several industry segments.

There are segments that prefer “Make in India” solutions, driven by government programmes and related policies.

“This is particularly relevant for customers in the central and state government segments. Increased traction in these areas is expected to create more opportunities for partners to expand their business and engage with customers,” he said.

This shift marks a structural change in how India fits into Keysight’s global manufacturing strategy.

India becomes part of the global manufacturing network

Keysight's end-to-end manufacturing operations in India include sourcing of components, PCB assembly, calibration, testing, quality control, and final shipment.

According to Tangri, the fundamental goal of setting up manufacturing operations, whether in India or elsewhere, is to diversify global supply chains.

Assembly alone does not achieve this diversification.

“In India, the manufacturing ecosystem is still evolving. Not all required components are available locally, although a significant number are,” Tangri said.

“As a result, Keysight sources some components within India while importing others at the component level. These are then used for PCB assembly, testing, and final shipment within the country,” he added.

The manufacturing facility in India is intended to serve both Indian and global customers. Products manufactured in Chennai will be used within India as well as exported to global markets.

“It does not make business sense to produce only for a small portion of the global customer base,” said Tangri.

Partner ecosystem set to widen

Keysight maintains a strong partner ecosystem across the test and measurement industry.

Tangri said, “From a go-to-market perspective, the company works with distribution and sales partners. In India, Keysight works with around 17 sales and solution partners, and approximately 25 percent of the business is conducted through this partner ecosystem, including resellers and distributors.”

The company works closely with system integrators as customer demand shifts from standalone equipment to end-to-end test solutions.

Tangri said customer requirements have evolved, with customers now seeking complete test solutions rather than standalone equipment.

For example, instead of purchasing an individual instrument such as a network analyser, customers may require an end-to-end system to test specific applications like electronic warfare.

According to Tangri, system integrators help deliver these comprehensive solutions, with Keysight’s products forming part of the overall system.

The company also works with partners for repair and calibration services, supporting customers through these capabilities.

These three areas, including sales partners, system integrators, and service partners, form the core of Keysight’s partner ecosystem, he said.

With the addition of local manufacturing, the company will also engage with component vendors, who will become part of its manufacturing ecosystem.

According to Tangri, another area is collaboration with universities and research institutions.

Keysight is engaged in research work with institutions including the IITs, IISc, and government R&D organisations, including SAMEER and DRDO.

“This announcement is expected to further strengthen engagement in this segment, opening up additional opportunities for partners,” Tangri said.

Beyond supply chain priorities and partner expansion, broader market dynamics are also shaping the decision.

Domestic demand fuels India’s manufacturing ecosystem

While supply chain diversification remains the primary driver behind Keysight’s manufacturing move, the evolution of India’s domestic market is emerging as an equally critical factor.

Tangri mentioned, “Strong consumption within India is enabling the manufacturing ecosystem to scale. Without it, policy support alone would not lead to such rapid evolution.”

He, however, does not consider talent as a constraint.

Globally, Keysight has around 15,000 employees, with over 2,000 based in India.

More than one-third of this workforce is engaged in R&D, said Tangri, and this depth positions India well to support high-tech manufacturing and innovation-led growth.

For Keysight, the success of this manufacturing push will ultimately be measured by customer outcomes. The company’s approach centres on enabling customers to address testing challenges effectively.

“While a defined roadmap is in place, its execution will depend on how India’s manufacturing ecosystem evolves, particularly in terms of component availability and the stability of policy support,” Tangri said.

With an established footprint that includes nine offices and service centres in Bengaluru and New Delhi, the company continues to strengthen its local capabilities.