Canadian enterprise software and smartphone maker, BlackBerry has reportedly roped in HCL Infosystems as the national distributor of its enterprise products and solutions in India.
According to the Economic Times report, the move to extend the reach to new segments such small and medium enterprises and startups, besides the big enterprises coincides with BlackBerry’s revival strategy under which it is rebuilding its business with main focus on enterprise sales.
Under the leadership of BlackBerry India’s managing director Narendra Nayak, the company has built a completely new enterprise-focused team with sales people all key cities.
“Enterprise software and solutions is really our growth engine. Our go to market strategy has now changed, and the appointment of HCL as our national distributor for enterprise products is a part of the new strategy,” Nayak told ET. “HCL has a reach into top 3000 account and 800 channel partners that can take us to new customers”, he added.
Under the partnership, HCL will have an exclusive team focused on BlackBerry products and solutions. The partnership further strengthens HCL’s Original Equipment Manufacturers (OEMs) alliances by expanding their enterprise software portfolio. In addition to selling and supporting BlackBerry’s enterprise software portfolio, HCL Infosystems will also provide value-added services such as technical support and consulting.
“We were looking at a partner with the understanding of enterprise as well as the software space, and the reach into the market through channel partner associations,” Nayak said.
As well as sales support, customers will also have access to HCL Infosystems’ IT deployment support and integration capabilities that will help them to migrate seamlessly or consolidate their Enterprise Mobility Management (EMM) investments.
Bimal Das, Joint President, Enterprise Products Distribution Business, HCL Infosystems said, “We have MDM practice already. BlackBerry is strategically is going to be an important alliance for us, as it will help in creating significant opportunity for the channel.”
In the last quarter, BlackBerry managed to get a number of enterprise deals from existing and new customers.
In addition to traditional verticals such as BFSI, legal and regulatory driven business, the company is seeing traction coming from FMCG and startups in India for its enterprise solutions.