Switchboard Sultan

ICE PEOPLE: Rajesh Tuli

He may not have an ear for music, but he certainly recognises the strains of a sweet deal. That's precisely what Rajesh Tuli, 45, hears now following the signing of a recent agreement with public sector communications behemoth BSNL worth Rs 300 crore.

Under the deal, the Rs 40 crore Coral Telecom "" of which Tuli is CMD "" will supply one million voice and data electronic private branch exchanges to corporate houses, housing societies and industries by the end of the year under a unique rent-cum-revenue sharing model.

"Customers will not make capital investments in equipment which needs to be constantly upgraded. BSNL can network the switches across the multi-location offices of its customers enabling it to take on the private players. Coral Telecom will find a readymade customer base," says an obviously delighted Tuli. Tuli's journey thus far has not been an easy one. Hailing from a modest background, he studied in Indore, Delhi, Nagpur and Chandigarh.

Armed with a management degree, Tuli joined Telecommunications Consultants India Ltd in 1982 where his love for the sector bloomed. Soon after Coral Telecom was launched in 1991, Tuli's international principal deserted him, he claims. He even survived a takeover bid by a venture capitalist.

Today, Coral is well-entrenched in the telecom switches market and boasts a client list that includes the Indian Navy, Indian Railways, ISRO and the ministry of defence. Now that certainly gives Tuli a lot to sing about.