Expert Speak

Partners Should Add New Business Capabilities

Business Capabilities

-Krithiwas Neelakantan

Organizations today are constantly working towards expanding their ‘install base’ across India and believe that this momentum will continue. Market strategies need to be extremely intensive with respect to channel partners; given the strength and enhanced relationships that organizations are gunning for.

We are confident that we companies will work towards their business goals by focusing on multi-vendor hybrid cloud architectures.

Customer and partner engagement strategies need to be focused on equipping the partner ecosystem with the skills they require to integrate efficient data storage solutions into their existing portfolios, and up-sell and cross-sell those to their existing customers. It is essential for businesses to help channel partners understand the workings of hybrid cloud infrastructure in the coming year though a focused and well iterated SDI foundation.

Partners should add new business capabilities, pursue new markets to grow revenue and increase profits while enabling them to go-to-market in the way that they want to and choose the best blend of products/services that address the customer’s changing business needs. Success in 2015 and beyond will be dependent on strengthening the partner ecosystem: creating new alliances, service providers and adding more SIs and VARs.

(The author is the Director Channel & Alliances for India & SAARC Operations, NetApp. The views expressed in this article are those of the author and do not represent the views of Channel Times or any of the websites managed or operated by Trivone Digital Services)

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