"Sony India sees the Indian B2B market as a strong move to offer the Indian consumer a more comprehensive range of global products," said CAV Marketing division head Katsuhiko Murase. "We see enormous potential in the B2B category and estimate that it will contribute over 20 per cent of our total revenues by 2005."

Sony India also aims to change the traditional way of B2B sales by developing its national network of Sony World's as a strong window for sales and direct customer contact. The company will also tap the more conventional IT channels and distributors through a three tiered partner loyalty programme to drive a wider reach, adds the release.

The Sony B2B business will also be driven by a marketing initiative that will involve individual doorstep marketing, in store marketing as well as large format corporate roadshows that will focus on enabling consumers to interact, train and understand product benefits in the presence of qualified personnel.