The most important factor to make a partner profitable is to move him up the value chain

Sanjeev Kumar
National Head - Channel, Alliances & Govt Business, ESDS  Software Solution

“The channel ecosystem in India is a very fragmented one with more than 31 thousand IT partners. Without a defined partner program there is no way that we can address the market. It is critical for the growth of channel as it enables the partner to create visibility to his various lines of business which in turn delivers the right kind of results for him. AT ESDS today, we are creating a Partner Programme in such a way that we can act as an extended arm of the partner and be a add value to Partner’s Bottom line.

The most important factor to make a partner profitable is to move him up the value chain. So while designing a program, we need to ensure there are 3 factors - Training, portfolio management and market addressability. Training program is designed in a way that our Partners get empowered to create value addition for their customer. They can help to find out a solution for customer’s pain point. Every enterprise will be leveraging a portfolio of public and private clouds – whether by strategy or circumstance.

The key factor to a successful Partner program is Training followed by ability of partners to address front-end discounts by having a better portfolio management. Deal registration is very important considering the fragmented market today.”