Prysm and Inflow Technologies look to growing together in the UCC space 

With the introduction of its new line of single-panel displays – the LPD 6K series, Prysm is now strengthening its distribution network to consolidate is business in India market. To this regard, the company has selected Inflow Technologies recently as its India distribution mandate for its product portfolio. GB Kumar, Vice President, APAC – Prysm and Byju Pillai, CEO, Inflow Technologies speak to VARINDIA about the significance of this partnership and how they both see to take the business forward in the country - 

How do you see your business going forward in the country after partnering with Inflow Technologies?
With our recent partnership, Inflow Technologies will be our sole distributor for India and SAARC countries going forward. If you look at Prysm, since the last three years, we have been doing business directly with the partners and then delivering to the end customers. So now, our go to market structure is going to change where we will have Inflow technologies as our value added distributor and they will in turn sell our products and support our channel partners. 

Our partnership with Inflow will help us expand our reach. The strength of Inflow lies in terms of the number of partners that they deal with, the number of pre-sales engineers that they have, the number of post sales engineers that they have and also the number of proof of concept and labs that they have. 

Also, In terms of doing business with Inflow, it gives us the structure to reach the market in terms of both credit and in terms of the relationships between the partners as well as Inflow. These are the ways how Inflow technologies adds significant value to our go-to market structure compared to the way we have been doing business so far. 

Are there going to be any changes in the channel strategies post this partnership? 
Today, Prysm conducts business through 20 channel partners, highly concentrated in the key metros of Mumbai, Bangalore, and Delhi. The strength that Inflow brings in is the 150 channel partners in the UCC space that Inflow has signed up with and has access to already, in addition to the 1400+ channel partners that they are already working with for the range of 40+ OEM products that they carry. So, the immense amount of depth and reach that they can provide to Prysm’s business is where the strength of this relationship lies.

The second aspect is the strength of their pre-sales and engineers which adds another layer to it. Prysm is all about value added solution selling and not just about moving the products. That is where the ability to sell end to end becomes critical aspect of our success. 

What would be the USP of Prysm?
Indian companies are going global and global companies are starting to have their strong engineering, R&D, sales and marketing presence in India. With this, globalization is only accelerating and hence, the ability and importance of sharper, faster and better decision making becomes key for the success of these organizations. The best way they can support their decision making is by having the Prysm visual collaboration solution, where they can have content and analytics side-by-side available online and on-demand wherever the decision makers are and help them move their business much faster and in an efficient manner. That’s where Prysm sees this market growth really accelerating. 

Byju Pillai
CEO, Inflow Technologies

“Inflow is a value added distribution house in IT infrastructure and UCC space. Out of the 7 areas that we operate in, UCC is a very important area as it contributes about 7% to our 300 million dollar business. It is the fastest growing unit in the 7 areas that we operate in, and we believe that Prysm has got a very unique positioning in this space. With excellent solutions for boardroom, meeting rooms and customer experience centers, I think it is one of the best visual collaboration products that I have seen in the market today and because of the unique positioning in the UCC space, I feel together we will be able to see a good growth in terms of the numbers. The other important area is our technical strength which is backed by 100+ engineers focused on networking, UCC and cyber security. So we intent to strengthen that team, use our labs and leverage the skills of these engineers to help these channels with POCs’ and provide the technical handholding. 

Inflow has about 1440+ channel partners that we deal with in India & SAARC countries and these partners cut across global system integrators, global service providers, Indian National System Integrators, service providers (telecom & cloud), large resellers, mid-size and small resellers and they are across 50-60 cities in India & SAARC. Out of that, we deal with 150+ partners in the UCC space alone in addition to new networking and security partners moving into the space, which is the strength of the channel. 

UCC business is about 7% of Inflow’s current business and we are trying to take it to a 10% of our total business and Prysm is an important cog in the wheel to the same.  With our teams focused on UCC, we hope to achieve a lot of success.”