Our intent is clear to grow business from the Partners
Sriram Viswanathan
Director – Channels & Alliances, Array Networks
“Partners are the extension of our companies and the only Go to market route for us. In view of that, the partner program has to be well structured, highly rewarding and continues to invest in the skilling of the channel. The program needs to be dynamic as well to respond to changing market needs and channel aspirations.
We look at each specific country, its business climate, potential to grow and the adaptability of our products into the existing or upcoming ecosystem. Our intent is clearly to grow business from the partners and ensure they are profitable to sustain in the long run. The profitability of partners is important for them to reinvest in employee development, skills upgradation that would help them in putting up a strong case with their prospects.
We look at the areas of operation by the partner’s region wise and product wise and industry wise. It helps to have partners who operate in a specific vertical or business need today to have a concerted Go to Market Strategy.”
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