At NxtGen, the key to success of a partner programme is enablement

Ranjit Metrani, Head - Sales & Solutions - NXTGEN

Need of a Partner Programme 

India is a very vast market for all businesses. There are 718 districts and 19100 pin codes in India that can be serviced. This makes it complex to reach every part of the country. For business to expand, reach is very important and that is where the partner ecosystem becomes critical. With ICT spending expected to reach 144B$ in 2023, No single company can address this spend without a strategy to include partners in their business which also enables coverage with the right opex optimization.

Importance of a Partner Programme 

At NxtGen, the key to a success of a partner programme is enablement. Every company has to invest in first enablement of partners as many partners are still moving up the value chain of technologies. Second, every partner is keen on keeping the cost of sale low and hence companies have to bring innovation in enabling a partner with the right portfolio that addresses his market. Lastly, cash flow is critical to a partner business, companies need to work on opex model offerings to make partners excited to invest in business. Cloud has seen the highest adoption in ICT due to the benefits it brings to customers and hence we are seeing partners investing resources in adopting this business to sell. At NxtGen, our business model enables partners to position our offerings because of our ability to address the growth needs of our partners.

Main Concerns to Address 

At NxtGen, our partner programme has 3 critical features. One is enablement and training of the partner to address the relevant technologies that is in sync with his business. Second, an incentive program to help them achieve their business objectives. Lastly a joint business plan and vision that builds the loyalty of the partner to continue with the company. With the current pandemic, we have implemented program that enables partners to position our unique offering Multiverse which addresses the specific concerns of organizations related to covid.